Wealth Management Company


CRM Implemented at a Large Wealth Management Company to Boost Advisor Productivity

Based in USA, the client is a renowned wealth management company operating in several jurisdictions, including California, Illinois, New York, and Pennsylvania.

With almost $10 billion in assets under management, the client provides portfolio management services for individuals, small businesses, pooled investment vehicles, and institutional clients, offering a wide range of investment solutions to meet the unique needs of their clients.


  • The client faced challenges with inefficient client information management due to their legacy CRM system, which failed to drive business and improve customer interactions.
  • The legacy CRM only provided advisors with a partial view of clients and interactions, forcing several client-facing activities to be managed manually, leading to time-consuming and cumbersome processes and discrepancies in data.
  • In addition to the inefficiencies, the system was not user-friendly, with advisors needing to spend a lot of time extracting information for client calls, while also lacking adequate data security measures to safeguard sensitive financial and personal information.
  • Poor data quality and flow were also major issues, with the system lacking basic data validation rules, leading to a horde of data integrity issues, rendering the entire system unusable.
  • The complex relations between various institutions, consultants, and other contacts could not be easily maintained or accessed within the legacy system, creating further challenges for the client.


  • TIS implemented Salesforce for the client to replace their legacy CRM, performing a thorough cleanup of data to ensure updated and accurate information was exported.
  • The Salesforce CRM provided a 360-degree view of all customers, their contacts, relationships between various institutions and consultants/contacts, ongoing and past opportunities for each account, and other critical information to drive improved quality of client conversations.
  • The system also enabled seamless collaboration among client-facing teams, including sales, marketing, and multiple teams supporting different client groups, leveraging a centralized platform.
  • The robust security solution ensured clients’ sensitive financial data was only accessible to select individuals authorized to view/edit it, with anytime, anywhere secured access to client data through a mobile CRM solution.
  • A feature-rich dashboard provided critical insights into an advisor’s upcoming activities, productivity, and opportunity win rates, while also effectively managing and tracking campaigns.
  • End-user training was provided to the entire staff to ensure a hassle-free transition and facilitate ease of use.
  • TIS also provided robust Salesforce maintenance and support services, including certified Salesforce developers and consultants to address complex project activities and multiple scenarios, increasing the overall ROI of the system.


  • Salesforce implementation helped the client increase their advisor productivity and access critical customer information that was not available before.
  • With easy advisor activity monitoring, they could now focus on their client’s investments and growth more efficiently.
  • Improved collaboration between stakeholders and enhanced protection of sensitive financial information.
  • Salesforce implementation also led to greater client satisfaction.
  • TIS’s managed service solution helped increase the productivity of the client’s existing IT team.
  • As a result of the successful implementation, the client’s ROI from Salesforce investments increased with better user adoption and overall performance.