KANSAS CITY, Mo., April 19, 2018 /PRNewswire/ -- DST (NYSE:
DST), a leading global strategic advisory, technology, and
operations outsourcing company, today released its report,
Serving Professional Buyers Online, which identifies
an opportunity for asset managers to increase their sales and
marketing effectiveness to home offices with a strong digital
experience specifically for the crucial professional buyers.
The study, published by DST's Research, Analytics, and
Consulting group, examines the increasing influence of the due
diligence and research professionals at home offices, their unmet
needs as they vet funds and firms, and the ways asset managers can
ease their frustrations by rethinking how they provide information
and assistance to these professional buyers digitally.
"As home offices wield more power than ever over advisors'
investment choices, asset managers need to focus more intently on
the due diligence/research professionals who vet the funds that are
added or cut from platforms," said Lee
Kowarski, Vice President of DST Research, Analytics, and
Consulting. "These professional buyers told us that they evaluate
funds to add to the recommended list or models in the same way
institutional buyers do, and they are not getting what they need in
the process."
Key findings from the report include:
- 80.8% of professional buyers use asset manager websites to
research products but 47.6% said the sites don't provide needed
information.
- 52% of due diligence professionals said their National Accounts
relationship adds little value.
- More than half of due diligence team members are specialists,
evaluating specific investment strategies – so firms need to target
them with content on the right type of funds.
Serving Professional Buyers Online includes practical
recommendations for the depth and breadth of information this
sophisticated and influential audience needs, as well as the
efficient digital delivery of content and information that frees up
National Accounts teams to focus on more strategic endeavors.
"This study highlights the extent to which professional buyers'
research and due diligence needs are not being met by most asset
management firms, and also introduces a solution," said
Tracy Needham, the research author
and Senior Research Analyst at DST Research, Analytics, and
Consulting. "Firms can get better results from their marketing and
sales efforts by cultivating relationships with the professional
buyers, especially through a better and more thorough digital
information experience."
This report is based on a survey of 26 due diligence
professionals conducted in fall 2017, as well as interviews in
early 2018 with more than a dozen professional buyers from
wirehouses, regional broker-dealers, TAMPs, independent
broker-dealers and banks. DST also conducted extensive reviews of
the current offerings to this audience from asset management
firms.
For more information on DST's Serving Professional Buyers
Online study and additional research, contact Myra Bartalos, Head of Marketing for Research,
Analytics, and Consulting at mbartalos@dstsystems.com.
About DST
DST Systems, Inc. (NYSE: DST) is a leading
provider of specialized technology, strategic advisory, and
business operations outsourcing to the financial and healthcare
industries. We assist clients in transforming complexity into
strategic advantage by providing tools and services to help them
stay ahead of and capitalize on ever-changing customer, business
and regulatory requirements in the world's most demanding
industries. For more information, visit the DST website at
www.dstsystems.com.
Media Contact:
Laura M.
Parsons
DST Global Public
Relations
+1 816 843
9087
mediarelations@dstsystems.com
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SOURCE DST