It’s no surprise that the total global spending on financial market data jumped to a record $33.2 billion in 2020, per a recent Burton Taylor report. As in any business landscape, data volumes are increasing, and one thing is clear: executives are noticing. In capital markets, whether it’s structured or unstructured data coming from chats, trades, meeting attendance, and a plethora of other types of interactions, market participants are realizing the ROI benefits of leveraging the information they receive.
While larger firms have data management capabilities in place, mid-market firms are not usually as equipped to handle such an abundance of information. The mid-market segment is responsible for about 30 million jobs and comprises about one-third of the annual $30 trillion in U.S. private-sector gross receipts. So even though client bases are usually smaller, a 360-degree view of each client remains a necessity. Being able to visualize various types and streams of data in a cohesive manner can turn information into actionable insights that can ultimately generate greater ROI and prevent missed opportunities.
Maximizing returns from your data
There are so many different channels from which information is received, most of which are tracked via antiquated spreadsheets, making it difficult to infer impactful findings. Managing data effectively comes down to retention. What can a firm do to ensure its client base understands its services and the value-add? And how can it strengthen its existing relationships even further?
When it comes to managing data effectively, maintaining client relationships to drive revenue is the end goal for mid-market firms. However, it’s just as important that the mid-market accentuates their value to the larger market participants.
Now more than ever, mid-market firms need a system that anticipates what clients are seeking and what differentiates them from the many other providers in the industry. To do that, you have to rely on what the data holds. This data has to provide unique intelligence allowing for a unique perspective, and it has to do so quickly because if your firm doesn’t, then your competition will.
The data that lives within a capital markets CRM or within the ecosystem of the CRM world needs to be connected to tell a story – giving clients the various data points and information they need so that they can make better investment decisions and mitigate risk.
What makes data valuable
Capital markets have undergone tremendous transformation from a regulatory and an overall market structure standpoint. Financial firms operating in this arena need to be able to keep up with the changing rules and regulations, and make sure they are nimble and agile in their ability to respond quickly.
CRMs from this perspective are a golden source of truth where data is at the center of it all. Capital markets constituents need to be able to visualize and action data to protect and grow their businesses by leveraging their CRMs and 360-degree view of their clients.
This is particularly important as we’ve seen a major shift in the working environment over the past year, where people are not necessarily working physically in an office. With everyone being remote, businesses need to ensure that information is shared securely within compliance parameters, reaching the right people at the right time.
How to contextualize data
It’s clear that having actionable data is a necessity for mid-market firms operating in a competitive ecosystem. But how do they contextualize that data and make use out of it? A strong CRM needs to aggregate information from multiple systems and centralize it. This single interface should equip mid-market firms with more control over their datasets and the ability to make informed decisions, maximize opportunities for cross-selling, and generate more revenue.
It’s all about efficiency and flexibility. If there’s anything that digital transformation has driven over the last decade, it’s the automation of processes that were once manual, or done by traditional communications such as e-mail.
Data can no longer be analyzed and manipulated in a silo or for single lines of business. A capital markets purpose-built CRM provides a 360-degree view into your proprietary data, interactions, and market data to uncover the true insights and revelations to inform your best, most profitable next steps.
Leveraging end-to-end systems and 360-degree data are the key to developing and managing relationships effectively. CRM systems that bring information together and expose data in a way that is actionable and profitable are ones that bring true value to mid-market firms.
CRMs of today offer best-in-class capabilities and innovations to support ever-changing relationship needs between mid-market firms, their customers and with large enterprises and small boutiques. Find out just how many ways the right CRM can support your individual goals and business objectives.
Contact us to learn more about Tier1’s client relationship management and workflow solutions for capital markets and investment banking, or to request a Tier1 demo.