http://profundcom.net/case-studies/ ProFundCom Case Studies en info@profundcom.net Copyright 2011 2011-04-28T23:12:17+00:00 http://profundcom.net/case-studies/case-study/astir-capital-advisors-increase-their-sales-efficiency-and-intelligence/ http://profundcom.net/case-studies/case-study/astir-capital-advisors-increase-their-sales-efficiency-and-intelligence/#When:23:12:17Z "Put simply ProFundCom gives us the ability to have an interest lead sales and marketing process. We only call people who are interested in the funds we market." Campbell Clark, Founder, Astir Capital Partners The Problem Astir Capital market a number of funds and as a result the sales team need to know immediately who is interested in the funds that they are selling. They also need to maximise the efficiency of their existing database and look for cross-selling opportunities. Whilst at the same time, needing to know which of their prospects have stopped engaging with their email and web communications. Using spreadsheets and having to manually process this information was not benefiting the sales team who instead of calling people were sifting through data that had, by the time was ready, was actually out-of-date and the opportunity has passed. The ProFundCom Solution Using ProFundCom, sales people were informed about which prospect was interested in which fund. The reports where customised to reflect the processes that under-pinned Astir's business. Every morning Sales team members received a list of prospects with phone numbers, that had in the last 24 hours accessed some form of communication - in effect creating a calling list. "Adopting ProFundCom has given us the confidence to expand our business and spot opportunities which would have previously been missed..." Business Profile Astir Capital works with a carefully selected group of hedge funds and funds of hedge fund managers, and develops long-term relationships with them and an extensive network of investors. We work only with hedge funds that meet our exacting criteria after examining a range of key factors including the backgrounds of key people, organisation, investment and operational processes, risk management, fees and fund liquidity. The funds we market comprise a range of strategies (including global macro, credit, long-short equity, Asia, energy, systematic, event driven and small cap) and sizes from early stage to multi-billion dollar operations. Industry Hedge Fund Marketing Location London Website www.astircapital.com 2011-04-28T23:12:17+00:00 http://profundcom.net/case-studies/case-study/fortis-investments-give-hedge-fund-sales-team-qualified-leads-profundcom/ http://profundcom.net/case-studies/case-study/fortis-investments-give-hedge-fund-sales-team-qualified-leads-profundcom/#When:10:12:55Z "As an early adopter of ProFundCom, we saw the immediate potential past existing emailing tools and read-receipts. " Christopher Wadsworth, Director, hedge fund co-ordinator at Fortis Investments The Problem For Fortis the problem was very straight forward. Who is reading our fact sheets? Are they prospects? Shall we give them a call? Call it lead management, lead scoring or pipeline management – investigations at Fortis showed that their internal systems did not provide this information but this was the most important part of the sales process – contacting people who are really interested in your products.   The ProFundCom Solution Using the ProFundCom platform the individual sales team members ran their own campaigns and had the data either sent to them via email in real-time or via a daily journal. As a result, every morning all the sales team received in their inboxes a list of prospects who in the last 24 hours have shown an interest in their funds. We could not do our jobs without the analytics from ProFundCom; it makes calling prospects almost pleasurable again. Business Profile BNP Paribas Investment Partners is the dedicated asset management business line of BNP Paribas. As such, we are backed up by the financial strength of a bank which has been ranked among the six most solid banks in the world (according to S&P (AA). Source: Long term credit rating). The integration of Fortis Investments with the existing BNP Paribas Investment Partners Group has led to the creation of a top-tier global asset manager. We now have wider global reach, greater resources and an expanded range of investment solutions. Industry Asset Management Location Global Website www.bnpparibas-ip.com 2011-04-22T10:12:55+00:00 http://profundcom.net/case-studies/case-study/dalton-strategic-partnership-build-confidence-for-their-sales-team/ http://profundcom.net/case-studies/case-study/dalton-strategic-partnership-build-confidence-for-their-sales-team/#When:09:27:38Z “ProFundCom provides Dalton Strategic Partnership with the intelligence to know who are interested in our funds and how our sales team are best placed to engage with them. ProFundCom's lead nurturing program has delivered the right intelligence at the right time to both our sales and marketing team.” Magnus Spence COO & Business Development at Dalton Strategic Partnership The Problem Dalton Strategic Partnership has a large universe of contacts that are regularly updated on fund performance and market commentary. Of these contacts they are all in difference stages of the fund investment process and they needed to be efficiently targeted with the right communications at the right time. The ProFundCom Solution Using the advance reporting capabilities of ProFundCom, a lead scoring process was created. The lead scoring process determined the lead ranking which ultimately defined ownership, follow-up action and type of communication. Criteria such as contact function, role, company size, and industry all determined the qualification score. The return on investment was seen in an improved and more efficient sales process and also by making the sales team more effective through more focussed prospecting. “At Dalton Strategic Partnership we have given our sales team the confidence to call prospects knowing that we are not wasting their time and ultimately our time …” Business Profile Dalton Strategic Partnership is an independent, global investment management firm dedicated to enhancing and preserving our clients’ capital. We achieve this through our Global Asset Allocation portfolios, our private client services and the Melchior range of funds. Industry Investment Management Location London, Hong Kong and Mumbai. Website www.daltonsp.com 2011-04-22T09:27:38+00:00 http://profundcom.net/case-studies/case-study/prosperity-capital-use-profundcom-to-take-marketing-from-good-to-great/ http://profundcom.net/case-studies/case-study/prosperity-capital-use-profundcom-to-take-marketing-from-good-to-great/#When:18:04:26Z “ProFundCom provides us with a robust marketing platform. ProFundCom’s ability to provide insight into the quality of our marketing to both investors and prospects takes our marketing efforts from good to great.” Amit Kapoor, Manager, Client Services/Marketing at Prosperity Capital The Problem Prosperity has a large universe of investors and prospects that need to be kept updated on a weekly or monthly basis. What was required was a streamlined marketing platform that would synchronise with the client relationship management (CRM) system, which in this case is salesforce.com, and distribute the reports as well as provide marketing intelligence about the readership of the reports within the investors and the prospects. The ProFundCom Solution ProFundCom’s flexibility in integrating with the CRM system enabled the marketing team to create a streamlined process to distribute the reports to the contact-base, as well as track readership. The return on investment was seen in an improved and more efficient marketing process and also by making the sales team more effective through more focussed prospecting. As a by-product of managing the marketing process, the readership rates have increased which has also tied in with the launch a revised website. ProFundCom also provides Prosperity will multi-lingual support in distributing updates in Arabic and Japanese. “The return on investment was seen in an improved and more efficient marketing process and also by making the sales team more effective …” Business Profile PCM is the largest portfolio investor operating in Russia today - controlling investments worth around $3.2bn. Founded in 1996, PCM has consistently topped performance charts for emerging market funds. The firm has built a stellar reputation for its thorough research and “active” investment approach. PCM is now a major shareholder in some of the leading companies in Russia, Ukraine and Central Asia. Industry Investment Management Location London, Russia, Ukraine and Central Asia Website www.prosperitycapital.com 2010-07-09T18:04:26+00:00 http://profundcom.net/case-studies/case-study/Lesmoir-Gordon-Boyle-and-Co/ http://profundcom.net/case-studies/case-study/Lesmoir-Gordon-Boyle-and-Co/#When:20:58:01Z “In direct marketing, 1 or 2% is a good hit rate for a targeted mailing.Even in regular emails to a firm’s contact base one might achieve only a 10% ‘click through’ rate. We regularly achieve the 25-50% range with ProFundCom. ProFundCom has revolutionised the way in which we market prospective deals and investment opportunities to our partners.” Andrew Boyle, Director, Lesmoir-Gordon, Boyle & Co. The Problem Lesmoir-Gordon, Boyle & Co (LGBCO) is a successful capital-raising firm. But although their partners regularly request information on investment opportunities, those same partners are extremely busy -- a receptive, but not necessarily captive audience for marketing campaigns. Meanwhile, like many companies LGBCO does not have infinite staffing resources, and it was sometimes a struggle to properly follow-up on each mailing. Finally, the emails had attachments rather than links – meaning that large files, such as PowerPoint presentations, were clogging up inboxes of clients and prospective investors. The ProFundCom Solution Lesmoir-Gordon, Boyle & Co. began creating and sending emails using ProFundCom. The effect was immediate: Email attachments are replaced by quick links to documents held on ProFundCom’s server, greatly speeding delivery and increasing recipient satisfaction. ProFundCom’s Customer Relations Management (CRM) functionality has dramatically improved contact management. Mailing lists are centralised and grouped, allowing the firm to send several targeted emailings at the click of a button. Designing email templates using ProFundCom improves the look, feel, and consistency of marketing communications. Easily monitored response rates allow staff to see which recipients have clicked on which investment idea. This is a “huge help” with telephone follow-up. Staff follow-up those who have not clicked on any links – resulting in better tailored emails and the opportunity to investigate technological issues possibly effecting delivery to the recipients server. But perhaps the biggest impact ProFundCom has had on Lesmoir-Gordon, Boyle & Co’s business is the ability to scale up, whilst maintaining high standards. If used effectively, ProFundCom can be integrated into the sales and marketing process, introducing scale whilst retaining consistency. Without this sort of structure, the company was potentially hostage to the whims of salespeople or reliant upon expensive above-the-line advertising, which can be hard to target. Processes are: Sales approaches based on good market intelligence Continually developing profiles of all prospects and clients Time saved by focusing follow-up on the most profitable prospects Recognising cross-selling opportunities Fewer overall opportunities missed .There are administrative, I.T., and regulatory “ProFundCom has revolutionised the way in which we market prospective deals and investment opportunities.” Business Profile Lesmoir-Gordon, Boyle & Co.  provides a range of capital markets services to UK-based smaller companies and private investors. Corporate clients include early-stage companies and those quoted on the AIM and Plus markets. Their investors include family offices and high net worth individuals. Services Provided to Companies Capital raising Company development and strategic advice Raising company profiles among private investors Services Provided to Investors Access to selected co-investment opportunities Company information and market intelligence Introductions to selected fund managers and other financial institutions Industry Capital Market Services Location London, UK Website www.lgbco.com 2010-03-25T20:58:01+00:00 http://profundcom.net/case-studies/case-study/coronation-fund-managers/ http://profundcom.net/case-studies/case-study/coronation-fund-managers/#When:20:47:10Z “Ultimately investors make decisions based on the way you interact with them. The more professionally and efficiently this is done, the more likely they are to invest. With all else being equal, investors will favour fund managers that distribute pertinent information effectively and whose salespeople follow-up in the most professional manner. We have achieved this using ProFundCom.” Charles Barnick, CEO, Coronation International - AuM USD 1.2 billion The Problem Coronation Fund Managers manages over US$1.2 billion in global funds of funds via Coronation international, its London arm. Naturally some funds have spare capacity, and new funds are regularly created. To attract new investors and additional funds the company has a sales and marketing team to cross-sell new funds to existing investors, motivate and support a network of 3rd-party distribution partners, and regularly communicate with about 3,000 existing and prospective investors via its database. Like most hedge funds and funds of funds, the company spends a lot of effort producing monthly newsletters worthy of the funds they represent. Unfortunately: Nobody knew how many people actually read them – there was no ‘hit rate’ Salespeople naturally worried that they may be missing opportunities Salespeople wasted time chasing non-productive prospects The ProFundCom Solution Coronation began designing and sending its emails using ProFundCom. ProFundCom is web based, so no desktop installation is needed. There was no disruption to existing contact management software because ProFundCom is designed to work with such systems. Result: ProFundCom took the guesswork out of the sales and marketing process. Now the sales team receive daily and weekly reports revealing which prospects have read the information distributed – and which products they are most interested in. The benefits to the sales and marketing process are: Sales approaches are based on good market intelligence Continually developing profiles of all prospects and clients Time saved by focusing follow-up on the most profitable prospects Effectively exploited cross-selling opportunities Fewer overall opportunities missed  There are administrative, I.T., and regulatory benefits as well: Streamlined design: the team can measure response rates to different email designs and content Clean database: address-correction technology means email ‘bounce-backs’ have been virtually eliminated Assured delivery: ProFundCom’s sending methodology means emails are less likely to be treated as spam Compliance: ProFundCom maintains an audit trail of all activities – and an optional unsubscribe’ link allows recipients to opt out at any time “ProFundCom took the guesswork out of the sales and marketing process.” Business Profile Coronation International Ltd. (CIL) is the London arm of Coronation Fund Managers, one of the largest asset management companies in South Africa. From its base in Cape Town, CFM manages more than $12 billion for a primarily institutional client base. It has offices in South Africa, Botswana, and Ireland as well as the UK, plus a presence in Namibia through a strategic partnership. Established in 1996, Coronation International manages over US$1.2 billion in global funds of funds from its offices in London and Dublin. Industry Asset management including hedge funds and funds of funds. Location Cape Town, Johannesburg, London, Dublin, Gaborone and Windhoek. Website www.coronation.com  2010-03-25T20:47:10+00:00 http://profundcom.net/case-studies/case-study/oxford-investment-partners/ http://profundcom.net/case-studies/case-study/oxford-investment-partners/#When:19:58:07Z “ProFundCom gives us the ability to gauge interest and manage follow-up activity in our diversified fund. An additional benefit that we found was that ProFundCom improved our communication internally with our sales team and externally with our investors.” Paul Martin, Managing Director, Oxford Investment Partners The Problem Oxford Investment Partners offer a single diversified fund to a wide potential client base. Managing communications in relation to the fund had two main requirements; with prospects to track investment opportunities and ensuring that existing investors in the funds received correct and timely fund information. It was important to be able to track which investors and prospects had been consistently showing an interest in the fund as well as which ones interest had potentially waned. Once the information was sent the main concern was, who was actually interested and whom should the investor relations team be following-up on. A solution was also required that did not call for a large investment in IT. The ProFundCom Solution Using ProFundCom, the investor relations team were able to: Address any concerns from existing investors Rapidly identify valuable contacts from their contact base Quickly establish interest from prospects With the increase in visibility of which contacts were accessing information and which were not, the investor relations team were able to enter into more useful dialogue with their contacts.  “ProFundCom gives us the ability to communicate with our investors and prospects in a more meaningful way” Business Profile Oxford Investment Partners Limited (OXIP) was created in 2006 as an investment office for a group of Oxford colleges seeking to achieve optimal risk-adjusted absolute returns from a diversified portfolio of assets. Third party investors with similar underlying objectives can co-invest with the colleges via OXIP Ltd (for charities, endowments and pension funds) of OXIP Diversified (For High Net Worth Individuals, taxpaying companies and funds). OXIP is an independent fund management company jointly owned by the investment management team and five Oxford Colleges who were its founder clients. Industry Investment Management Location Oxford, UK Website www.oxip.co.uk 2010-03-25T19:58:07+00:00 http://profundcom.net/case-studies/case-study/fpp-asset-management/ http://profundcom.net/case-studies/case-study/fpp-asset-management/#When:19:57:09Z “ProFundCom gives us the ability to see which products our clients and prospects have an interest in. This capability enables us to take a more structured approach to sales and marketing” Douglas Findlay-Shirras, Marketing Director, FPP Asset Management – $800 million Aum The Problem FPP Asset Management has a sales and marketing team that are constantly looking for investment opportunities from within their contact base. The biggest problem the Marketing Team faced was generating enough solid leads for the Sales Team to act upon. Ensuring that all the fund information for all eight funds is correctly assembled and distributed is a significant effort. Which leaves little time for other activities, such as providing the Sales Team with intelligence on which prospects are interested in which funds. Market intelligence of that kind is difficult and time consuming to collate and often runs the risk of being out of date or inaccurate. The ProFundCom Solution Using ProFundCom, the marketing team were able to assist the sales team by: Rapidly identify valuable contacts from their contact base Avoid wasting time working with disinterested contacts Quickly establish interest from prospects Efficiently qualify and progress existing opportunities Effectively identify cross-selling opportunities With the increased efficiency provided by ProFundCom the Marketing Team can maintain all their responsibilities without one detracting from another. The Sales Team now have the accurate information they require, quickly and effectively.  “ProFundCom helps us on a regular basis to do more prospecting with more efficiency” Business Profile FPP Asset Management LLP is a specialist Emerging Markets investment management boutique. We offer institutions and sophisticated investors carefully managed exposure to this increasingly important asset class, which we believe will outperform the more traditional developed markets over the next few years. Our investment vehicles comprise index-beating long-only funds, risk-controlled long/short funds, and, for those wishing to target exposure to our highest-conviction ideas, two single-focus, total return country funds. Industry Investment Management Location Europe, Middle East and Africa and North America Website www.fpictet.com 2010-03-25T19:57:09+00:00 http://profundcom.net/case-studies/case-study/ecofin-selects-profundcom-to-launch-fund/ http://profundcom.net/case-studies/case-study/ecofin-selects-profundcom-to-launch-fund/#When:19:54:29Z “ProFundCom has proved to be a versatile product from giving us insight into who is interested in our fund launches to making better sales calls to existing prospects...ProFundCom has directly improved our marketing processes”. Jill Hodges, Marketing Director at Ecofin The Problem Ecofin, who specialise in the global utility and infrastructure sectors decided to launch the China Power and Infrastructure Fund. The sales team at Ecofin needed a process that would generate ‘warm leads’ from their contact lists. This would allow Ecofin to quickly track down interest in the new fund from either existing clients or new prospects – each requiring a slightly different approach. The ProFundCom Solution Using ProFundCom, the marketing team were able to assist the sales team by: Rapidly identify interest in the new fund from their contact base Avoid wasting time working with disinterested contacts Quickly establish interest from new prospects Efficiently qualify and progress existing opportunities ProFundCom was able to provide the sales teams with lists of ‘warm leads’ thereby reducing the time it took to contact people interested in the new fund. “We have re-engaged some terrific prospects that may have been missed in the short term.” Business Profile Ecofin is an independent investment management firm which specialises in the global utility, infrastructure, alternative energy and environmental sectors. The firm, which was founded in 1992, manages assets for clients throughout the world. In addition to managing segregated accounts for institutional investors, Ecofin manages investment funds which pursue long-only and long/short strategies. Some of these investment funds are available only to qualified investors. Industry Investment Management Location London, New York, Hong Kong and Geneva. Website www.ecofin.co.uk  2010-03-25T19:54:29+00:00