Overview
Founded in 1973, SSI Investment Management is an institutional asset management firm that focuses on innovative, alternative ideas that resonate in the marketplace. They strive in finding inventive ways to deliver competitive returns while providing risk mitigation through sophisticated investment techniques.
Challenges
SSI was using Satuit CRM which did not give them proper visibility into their investments and strategies, did not give them proper insight into their sales funnel/pipeline, did not have a 2-way Outlook sync, and did not allow them to run reports (which was being done on spreadsheets). They needed a new solution to be able to properly scale along with their institutional business.
Solution
Salesforce Sales Cloud was implemented along with custom objects and module to track strategies and different investments and fund offerings. On top of all of this, Salesforce Einstein Activity Capture was deployed to track all email correspondence and log it to the client’s Salesforce records from Outlook emails, contacts, and calendar appointments. Robust reports and dashboards were created to track institutional and retail relationships across clients, RIAs, Broker/Dealers, and outside consultants. In addition, fund pipelines were built to connect all the nuanced relationships with different parties in a deal cycle. Lastly, duplicate rules were put in place to ensure data governance and eliminate duplicate records from being created, while merging others.
Outcomes
SSI Investment Management team has organization-wide adoption across institutional and retail teams. They are now able to trust that the data they have is the most up to date and is automatically populated with firmwide details such as emails, meetings, and important upcoming tasks from Outlook so that they don’t have to look in more than one place for this information. The Retail team is also able to pull all information on RIA’s and Broker/Dealers into a single pane of glass to see all conversations, strategies, and offerings discussed.
