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EPM for Sales, Distribution & RevOps
Optimize go-to-market strategies for evolving market conditions, align execution plans across revenue functions, and leverage deep AI- and ML-powered data intelligence to generate actionable insights and enable profitable revenue growth with best-in-class Enterprise Performance Management (EPM) solutions for finance sector Sales, Distribution & RevOps.
What is EPM for Sales, Distribution & RevOps?
Mature financial services Sales & Distribution organizations enable and reinforce profit strategies throughout each stage of the revenue cycle, leveraging Connected Planning and xP&A platforms to chart agile and data-driven paths to profitability amidst sector complexities. Alpha’s EPM solutions for Sales, Distribution & RevOps solve the critical challenges facing FS revenue & AUM leaders by enabling the types of specialized, agile, and cross-functional planning capabilities that the financial sector’s unique conditions fundamentally demand. Our industry-tailored planning & analytics applications consistently enable RevOps leaders across Banking, Insurance, Asset Management, and Private Markets to profitably navigate channel complexities and improve distribution efficiency, optimize incentive spend, maximize client retention, and mitigate coverage gaps to ensure cross-functional alignment to enterprise data masters and a singular firmwide profit strategy.
What are the Business Challenges facing Sales, Distribution, & RevOps Leaders across Financial Services?
Multidimensional Sales, Retention & Servicing Assignments
Multidimensional Sales, Retention & Servicing Assignments
Matrixed sales, advisory, and servicing demands across multiple asset classes, client segments, and distribution channels frequently degrade the transparency of strategic objectives and market priorities. Variable and nuanced production targets, attainment measures, and product strategies heighten the risk of misalignment between intended behaviors and field execution.
Market Uncertainty & Volatility
Market Uncertainty & Volatility
Heightened margin exposure to shifting macroeconomic conditions demands the ability to rapidly pivot between strategies and redeploy resources accordingly. Uncertain market outcomes create unique challenges for sales, revenue, and AUM forecast accuracy, magnifying the need for reliable data intelligence, comprehensive scenario plans, and strategic alignment across go-to-market functions.
Omni-Channel Distribution Models
Omni-Channel Distribution Models
The omni-channel nature of finance sector seller responsibilities and deployment models frequently equates to lengthy, siloed, and operationally intensive planning cycles. As a result, market profitability reporting and analytics are often incomplete or inaccurate, frequently failing to translate into resource allocations optimized for profitable growth.
Variable & Continuous Customer Journeys
Variable & Continuous Customer Journeys
High demand for tailored services & offerings (e.g. ESG portfolios) limits the repeatability and standardization of client engagement cycles and sales pursuits. The involvement of multiple servicing roles and specialists throughout the revenue cycle creates increased opportunity for cross-functional misalignment and magnifies the need for a single source of truth for enterprise data.
Nuanced & Evolving Compliance Requirements
Nuanced & Evolving Compliance Requirements
Product- / location-specific licensing requirements magnify the administrative burden of managing sales incentive eligibility and optimizing coverage assignments while introducing audit risk.
Elevated M&A Volume and Frequency
Elevated M&A Volume and Frequency
The frequent consolidation of specialized investment, insurance, and advisory firms with contrasting tech stacks often leads to large data volumes and disjointed system architectures. Sales personnel are often forced to engage with multiple systems of record with no clear source of truth, limiting productivity & efficiency
What’s getting in the way of effective Sales & Distribution Performance Management in the Financial Sector?
- Data Integration and Quality Challenges
Disparate systems and piecemeal tech stacks often lead to integration challenges and data silos, mitigating cross-functional agility while forcing data consumers to interact with multiple systems of record.
- Timely and Accurate Forecast Completion
Manually intensive sales forecasting and compensation expense accrual functions are often time consuming and prone to error, failing to generate timely and actionable insights needed to proactively navigate market changes and margin pressures.
- Regulatory Compliance
Heightened audit standards and a highly fluid regulatory environment (often across multiple jurisdictions) demand holistic governance and continuous risk management.
- Inefficient Spreadsheet-Driven Processes
Over-reliance on MS Excel and rigid homegrown solutions for critical revenue and sales performance functions limits scalability, market agility, and long-term profitability. Designing compensation plans that effectively motivate profitable and strategic behaviors can be highly complex, and inflexible legacy incentive compensation tools limit adaptability to market shifts and organizational changes.
What are the Key Use Cases for EPM Sales, Distribution, and RevOps Leaders?
Profitability Insights & Forecasting
EPM solutions enable finance sector sales & distribution leaders to focus on strategy, planning, and enablement for the right products and customers.
Revenue Strategy and Planning
Use EPM market segmentation and modeling tools to identify target markets and optimize channel strategies for efficient and profitable revenue generation.
Market Coverage & Deployment
Leverage EPM-integrated AI and ML models to optimize the addressable market by aligning client coverage with the advisory & retention talent based equipped to optimize revenue.
Go-to-Market Enablement & Execution
Enable field and back-office functions with EPM based self-service tools & data to drive profitable growth, streamline customer journeys, and execute in alignment with financial & operational plans.
Incentive Compensation & Rewards
Leverage EPM solutions to design sales incentives & compensation plans profit-optimized across all dimensions and profit drivers by incentivizing behaviors aligned to organizational objectives.
Sales Reporting & Analytics
Leverage EPM-powered self-service reporting dashboards, what-if scenario modeling, and dynamic to enable dynamic real-time insights and predictive scenario modeling to optimize every market outcome.
Technology Solutions
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