kasina-why e-business is good business
DESCRIPTION
A recent talk on why we think that there is a good case for investing more in e-business due to the market downturnTRANSCRIPT
![Page 1: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/1.jpg)
Why e-Business is Good Business
1 December 2008
![Page 2: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/2.jpg)
2
About kasina
![Page 3: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/3.jpg)
3
About kasina
kasina also runs the kasina Youth Foundation.More information is available at
www.kasinafoundation.org
Our firm has a singular mission:Innovate distribution in financial services
![Page 4: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/4.jpg)
4
Our Clients+ kasina works exclusively with asset management firms solving global
problems in a variety of channels and countries
Pictet
![Page 5: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/5.jpg)
5
Why is e-Business Good Business?
+ There is a convergence coming: e-Business is moving closer and closer to Sales Sales and service are moving closer to e-Business
The best firms today are acting on this
![Page 6: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/6.jpg)
6
Groundwork:
We Are Not As Divided As Our Channels Suggest
![Page 7: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/7.jpg)
7
Institutional and Intermediary Channels Share a Lot
+ Core needs of each are similar in nature
+ The “Institutionalization” of retail channels has created a service convergence
![Page 8: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/8.jpg)
8
The Needs Do Not Look Drastically Different+ For Advisors, Product, Account, and Commentary are the most important
needs in descending importance
![Page 9: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/9.jpg)
9
Two Emerging Major Trends and Best Practices+ Institutional looks very similar – Pricing, Account, and Commentary top this
list of needs
![Page 10: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/10.jpg)
10
The Impact of the Institutionalization of Retail Online+ MFS was the pioneer in developing sites designed exclusively for the
professional retail buyer of funds
![Page 11: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/11.jpg)
11
+ This is trickling down to the advisor level Fidelity’s advisor site was ranked #1 in large part to extensive, quasi-institutional product
information availabilty
The Impact of the Institutionalization of Retail Online
![Page 12: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/12.jpg)
12
Why e-Business Is Good Business
![Page 13: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/13.jpg)
13
What Forces Are Making e-Business Good Business?
+ Revenue opportunities are being identified through technology
+ Competition is increasing online
+ Customers of investment management products are increasing online
![Page 14: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/14.jpg)
14
The Case for Sales Scale+ e-Business can readily facilitate sales with professional buyers of investment
management products
Source: “Your Site Will Sell,Too” kasina. 2008.
![Page 15: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/15.jpg)
15
e-Business Today: Separate and Less Important
Source: Elevating the Role of e-Business, 2008.
+ Firms do not currently value e-Business today
![Page 16: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/16.jpg)
16
e-Business Tomorrow: Integrated and Very Important
Source: Elevating the Role of e-Business, 2008.
+ Change in importance indicates e-Business will be an area of greatest competitive change
![Page 17: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/17.jpg)
1717
Change in the Definition of “Usage”+ Professional buyers are increasing the interactivity and quality of their Web
usage
Source: “What Advisors Do Online” kasina. 2008.
![Page 18: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/18.jpg)
18
Best Practices in Integration of e-Business and Sales
![Page 19: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/19.jpg)
19
Two Emerging Major Trends and Best Practices+ Firms are being more aggressive in selling their story online
Web sites are becoming more proactive in selling CRM systems are finally getting integrated
+ Distribution models are evolving that will embrace technology more Hybrid Wholesaling has created by technology It is more profitable than traditional models
![Page 20: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/20.jpg)
20
Subtle Selling on Product Pages+ Information on product pages flows from right to left to sell stories of its
products
1. Give the data 2. Tell the story 3. Define Action
![Page 21: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/21.jpg)
21
Shopping for Institutional Products+ Vanguard’s Institutional site includes a series of Web 2.0 charting functions
21
![Page 22: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/22.jpg)
22
Integration of Research+ AllianceBernstein integrates research and reporting for a service selling
experience
22
![Page 23: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/23.jpg)
23
Selling the Story before the Numbers+ MFS is using the first shows multimedia after inquiring about its funds, not
its performance
![Page 24: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/24.jpg)
24
Developing Unique Tools Online+ Calvert is a prime example of a brand-aligned value added program online
Brand alignment – Attaches to Calvert’s SRI message Easy to be explained through any touchpoint (wholesaler, e-mail, etc.)
![Page 25: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/25.jpg)
25
+ Goldman Sachs offer an “FX Blog” with insight from its traders
Increasing the Interactivity with the Brand
![Page 26: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/26.jpg)
26
CRM is Being Integrated to Dictate Sales+ Nuveen has seen 25% conversion rates in cross-selling funds to SMA clients
![Page 27: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/27.jpg)
27
The Big Picture: Sales and Scale+ Hybrid wholesaling seeks to answer two key questions for the Sales team
![Page 28: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/28.jpg)
28
+ Territories covered by hybrid range show 0-30% increase in profitability 75% of firms report that success
+ Cultural impact of hybrid wholesaling is largely positive Provides a career path for internals looking to get into the field Provides lifestyle and location flexibility
Hybrid Wholesaling: e-Business Made It Possible
![Page 29: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/29.jpg)
29
Summary
![Page 30: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/30.jpg)
30
Summary: Why is e-Business Good Business?
+ The Direction e-Business is moving closer to sales Sales is moving closer to e-Business
+ The Business Case Institutionalization of retail Measurable, revenue opportunities Increasing competition Customers want it
+ The Opportunity Cost-effective solutions in a tough economy Competitive bar is still low
![Page 31: kasina-Why e-Business Is Good Business](https://reader036.vdocument.in/reader036/viewer/2022062319/554238bbb4c905c54c8b4608/html5/thumbnails/31.jpg)
31
Mike MaPrincipal
e-mail: [email protected]: +1 646 257 4470 fax: +1 212 349 7413
Thank You.For more information, please contact:
581 Avenue of the Americas, 5th FlNew York, NY 10011 United States