Financial Services Market


The Financial Services Market is highly dependent on establishing sales and distribution partnerships in order to satisfy client/customer demands with a wide variety of investment, savings and insurance products. Banks, brokerage firms, mutual fund companies, insurance carriers and money managers have a long history of working together under sales/distribution compacts to satisfy their clients’ needs.


Financial product vendors that sell products through financial distribution networks have acquired significant experience in consistently growing revenues and managing partner relationships.  The factors which make this industry ideal candidates for the PVO™ Solution include the following:

  • Fund sponsors, insurance carriers and money managers have created numerous alliance and channel partnerships;

  • Most financial service product ‘manufacturers’ have multiple sales distribution relationships;

  • Non-performing alliance partners have historically been eliminated using sales and revenue criteria only;

  • Understanding the needs of both the fund seller and the end customer is key to success in the highly competitive financial services sector;    

  • No technology-based solution currently available to address business problem;

  • Need to capture both qualitative and quantitative business knowledge, intelligence and analytics;

Mutual Funds


Over the past 25 years there have been dramatic changes in how mutual funds and annuities have been sold to the investing public. One of the most pertinent developments relative to where PVO™ can add value is the dramatic expansion of venues through which mutual funds and annuities can be sold. With the expansion in distribution channels, many fund sponsors have abandoned earlier, single-channel distribution strategies in favor of multi-channel distribution – often competing head-to-head with other fund sponsors within the same distribution channels.


As a share of mutual fund assets, the advice channel is the largest, accounting for an estimated 55 percent of all mutual fund assets. The retirement plan channel is second in size with an asset share of 16 percent. The institutional channel has an estimated 13 percent, the direct channel 12 percent, and the supermarket channel 5 percent of all fund assets.


Fixed and Variable Annuities


Fixed and Variable annuities are distributed through many of the same financial intermediaries. The difference in distribution channels between fixed and variable annuities is related to the nature of the product. Variable annuities are similar to stock-based investments and therefore attract a different type of customer from fixed annuities, which tend to be associated with other fixed-rate products such as certificates of deposits sold by banks.



Distribution of these products within financial intermediaries is somewhat more complicated because state and federal regulators require sellers of variable annuities to register with National Association of Securities Dealers as securities dealers.



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Alliance, Channel and Partnership Creation and Management Analytics