Our client has been advising high net-worth individuals for decades, but times are changing fast: clients are expecting more personalized and faster service that their advisors could not provide without the right tools in place. They have prided themselves on using industry-leading technology applications to manage their client portfolios, along with Salesforce™ Sales Cloud to streamline their Sales. However, that was not enough for client interactions and needed an industry-leading CRM system to nurture and manage their client relationships.

Client

• Financial Services

• Wealth Management

• Massachusetts

Solution

• Financial Services Cloud (FSC) Upgrade

• Integration

Salesforce™ Products

• Financial Services Cloud

Integrations

• OrionConnect for Financial Services Cloud

Our Approach

Specializing in the implementation of Salesforce™ for wealth management organizations, Vantage Point was selected to streamline their day-to-day service operations using Salesforce™Financial Services Cloud. Vantage Point worked with the client to align their processes to Financial Services Cloud along with integrating with their portfolio management and accounting solution (Orion Tech) that resulted in a 360-degree view of client information. The end solution resulted in a platform with structured processes and automated workflows that empower advisors’ productivity to meet the expectations of their clients’ needs and continue to build solid relationships.

Actions & Impact

• Centralized and integrated client, account, activity, and opportunity data into one spot where everyone in the organization can view the data

• Leveraging data and insights from within Salesforce™ to support the customer’s objective of deepening relationships with existing clients

• Saved significant time by using the features and functionality of Financial Services Cloud for relationship mapping, action plans, referral management, and other built-in elements

• Enhanced Business Reporting and Analytics that support the ability to make data-driven business decisions

• Automated workflows with a focus on increasing efficiency and productivity

• Integrated Financial Services Cloud with Orion for a more cohesive understanding of their clients’ needs, goals, and family relationships

Challenges

• Lacked insight into client interactions at the contact level

• Inadequate processes and workflows to improve advisors’ efficiencies

• Unable to gather data to analyze processes and make strategic business decisions

• Lacked effective integration with other fundamental systems

• Needed more robust business reporting to examine their processes and productivity in addition to making data-driven decisions

With the implementation of Financial Services Cloud and integration with fundamental systems, our customer had a more cohesive understanding of each client's individual needs, goals, and family relationships to exercise Customer-Centric Sales.