Ian J. Scott

Lattice Engines

Dr. Ian J. Scott is the VP of Customer Solutions for Lattice Engines. Prior to that, Ian served as CTO for Angoss. During his career, he has conducted quantitative risk assessment for UBS and also worked for CFM, a Paris-based hedge fund. Dr. Scott holds a Ph.D. in Physics from Harvard and a B.Sc. from McGill.

Four Themes to Watch in Asset Management Distribution

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Posted on 2012-05-18

Recently, Jeff Zamiska and I attended the 54th Annual Investment Company Institute General Membership Meeting (ICI –GMM.) I have personally attended the ICI conference on many occasions, but this was our first time as a sponsor.

Since 2010, ICI has held three major events concurrently with the General Membership Meeting: the Mutual Fund Compliance Programs Conference, the Operations and Technology Conference, and IDC’s Investment Company Directors Workshop. Of particular interest to us were the sessions on asset management distribution where we overheard a few overarching themes.

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Big Data for Asset Management Distribution

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Posted on 2012-04-13

Big Data is changing the world. Not too long ago, anyone wanting to develop a deeper understanding of their customer’s behavior was largely constrained by the availability of data and the ability of their organization to put analytics into action. The advent of the likes of LinkedIn, Google, and Facebook has changed the equation. Now the value of data and analytics is no longer in question, and Asset Management firms hoping to compete in this brave new world would be unwise to ignore this trend.

Which begets one of the most common questions I get asked by asset managers looking to compete in this brave new world: “What data do I need?” Generally speaking, the bar is not set as high as most people think. Organizations often have most, if not all, of the...

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Predicting Victory: How Bike Racers and Sales Pros Break Away from the Competition

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Posted on 2012-02-07

Bruce Bird at the KW Classic 2011

The book and movie, Moneyball, popularized the David vs. Goliath story of the Oakland A’s, who pioneered...

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Data-Driven Techniques to Anticipate and Mitigate Asset Outflows (Part 2)

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Posted on 2012-01-11

In Part 1 of this series, we discussed why firms need to rebalance their focus on both acquiring net new assets and minimizing redemptions. In this installment, we address new data-driven techniques to anticipate and mitigate asset outflows. In Part 3, Steven Miyao of kasina will discuss changes to wholesaler compensation that align individual incentives with overall firm goals.

Today, the standard response to redemptions is largely reactionary: Marketing and sales activities are triggered once redemptions occur. In many cases, the firm and its wholesalers will fail to identify and contact at-risk advisors in-time, even when the advisors have already exhibited a clearly discernible pattern of redemption activity. When the outreach finally occurs – - perhaps weeks after the advisor has already decided to move out of the fund – - it often lacks a well...

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Redemptions: a new Urgency and a new Approach (Part 1)

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Posted on 2011-12-15

The year 2012 may be challenging for asset managers. In addition to the ongoing structural shift in asset flows stemming from baby-boomer retirement, continued stresses in the global economy makes it even more difficult for firms to increase assets.

This 3-part series, co-written with Steven Miyao of kasina, will examine why firms need to rebalance their focus on both acquiring net new assets and minimizing redemptions. We will discuss new data-driven techniques to anticipate and mitigate asset outflows and how wholesaler compensation needs to change to align with the firm’s objectives.

In a world with low to zero net inflows, the competition to grab share of a fixed or shrinking pie will increase. Firms will evaluate all the levers they have in their arsenal to capture asset share. As always, fund performance, particularly with respect to peer categories, will be a major factor. But what else can asset...

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Analytics in Action

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Posted on 2011-10-10

Today’s post is featured on kasina.com, a trusted consultant to distribution leaders of the asset management and insurance industries. To view the original blog post, click here.

Asset management firms have enjoyed robust growth and earnings over the past 25 years, benefiting from a steady inflow of assets into mutual funds. However, asset outflows since 2009 would suggest that future success will hinge much more on taking share from the competition. In the past, a unique or well-performing fund product would create sufficient differentiation to attract incremental assets. Today’s saturated market for new funds makes it more difficult for firms to create and sustain product-based differentiation. Faced with this more challenging environment, firms are realizing the imperative to...

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