The following high-level Fishtank checklist has evolved over many years.
It is our best summary of the key expectations that Senior Decisions Makers across our Industry have for Sales Intelligence and Reporting capability:
Core Requirements (a ‘Client’ and ‘Product’ View is required for each of these core elements):
| Assets Under Management | ||
| Inflows/ Outflows (net) | ||
| ‘Switches’ | ||
| Market impact | ||
| Revenue on AUM | ||
| Revenues on individual flows | ||
| BPS (margins) on individual flows | ||
| Margin differentials on Switches | ||
| Actual vs. Budget Reporting | ||
| Net New Cash (NNC) | ||
| Revenue on NNC | ||
| – YTD value | ||
| – Current year value | ||
| – 12 month value | ||
| Revenue on AUM | ||
| Market Impact on Revenues | ||
| Timeliness – 5 days after period end |
Additional Functionality:
- Sales Forecasting / Budgeting
– Scenario Modelling
– Projected NNC
– Market Impact
- CRM Key Process Metrics (integration & incorporation)
- Digital Marketing Intelligence & key process metrics (integration & incorporation)
- Alignment of reporting to Sales Reward
- Client/ Product Portfolio Management Reporting:
- Sales relative to product Investment performance.
- Custom KPI’s/ KVD
- Profitability Analysis
