Cloud SherpasWealth Management Solution

1. Cloud Sherpas Overview - USE MOST CURRENT BOILERPLATE FROM MKTG2. POV on Wealth Mgmt -

○ FINS General Themes○ Industry Sector Themes/POV○ Overall CRM Challenges○ Salesforce-specific challenges

3. Fullforce Solution - what it is and how it helps4. Methodology - USE MOST CURRENT BOILERPLATE5. “Typical” Project

○ Definition Price○ Phase 1 Range

6. Appendix○ Detailed visuals of Fullforce assets

7. Questions (NOT FOR SHARING)○ Scoping Questions○ Value proposition for various client role types

MASTER DECK CONTENT - Add/Remove sections as needed

1 Cloud Sherpas Overview

2 Wealth Management POV

3 Solution Overview

Project Approach / Methodology4

Agenda

“Typical” Project Attributes5

Boutique in name. Global in reach.CUSTOMER SATISFACTIONas measured by our partners

9.5

90%

9/10

EMEA125+

ANZ150+

APAC225+

Cloud Sherpas is headquartered in Atlanta, GA

Global Delivery Centers are located in Manila, Philippines and Mumbai, India

US350+

Without Equal in Service Delivery

Awards and Accolades

#1#142

#68

Highlighted in IDC Marketscape as a “Major Player” on Salesforce Implementation

FORRESTER cites Cloud Sherpas for strong Salesforce practice

ANALYST REPORTS

CULTURE

GROWTH

Cloud Sherpas was named a “Cool Vendor” for Application Services

#1

Deep CRM Experience - HIGHLIGHT KEY BULLETS• Global leader in CRM

• Over 15 years of experience • 570+ CRM certifications • Financial Service Practice – over 500 projects

deployed• Dedicated practices for Sales, Marketing, Service,

and Mobility • Extensive senior advisory experience performing

CRM Roadmaps

• Global Strategic Partner of Salesforce• 10 plus years in Salesforce experience• 9.5 customer satisfaction rating• 9 Certified Technical Architects (most of any

consulting firm worldwide)• Agile approach with blended-shore delivery centers• Numerous Siebel to Salesforce projects • Practical, flexible & business-focused

We help businesses at every phase

EnhanceAccount mgmt and support to ensure the solution evolves with your business

• Premium Support

• Cloud Management

IntegrateMake better decisions when data is integrated with other systems

• System Integration

• Custom Development

• Mobility Solutions

ImplementTransform the way your customers, partners and employees interact

• Implementation

• Data Migration

• Change Management

AdviseEnsure your cloud strategy is on a successful path

• Workshops

• Industry & Functional Frameworks

• Cloud licensing

Industry Solutions formed at the intersection of...

Our Solutions: Our solution assets are formed at the intersection of the Sectors and the COE’s. Excellence Frameworks are used during Planning/Discovery Engagements. Industry Solutions are used during Design & Implementation.

Update to reflect client provided materials and background from calls

Our Understanding

Our UnderstandingCLIENT is seeking a solution leveraging the salesforce.com platform and recommended complimentary technologies including industry best practices in order to address:

○ Increase advisor effectiveness in the sales and client relationship process○ Integrate digital and CRM strategies to elevate intermediaries’ brands more effectively, which will

strengthen the company’s overall brand value, investment reputation and consideration potential.○ Speed-up an Advisors movement from awareness to advocacy by promoting targeted solutions to help

intermediaries better serve potential and existing clients and grow their business.○ Improve efficiencies by helping the sales force effectively manage their advisor base by developing a

continuous dialogue across traditional and digital touch points to generate leads at the right time within the sales cycle.

○ Reduce costs by providing the sales force with tools to effectively manage their planning and maximize client-facing time.

○ Increase “selling time” by decreasing “administration” time○ Creating a more agile technology platform to better enable an ever-changing business environment

Cloud Sherpas is pleased to offer our wealth management framework and advisory services to assist with strategic direction, change management, implementation and user adoption of the new CRM tool

Our Understanding

Industry POV

Wealth Management

THE BIGGEST FINANCIAL BRANDS RELY ON CLOUD SHERPAS

Financial Services in the Cloud - Recurring Themes

Value/ Opportunity

Data Security

Mobility

Precedence

Analytics & Data

● Better Customer Engagement● More Transparency● Sell More Products● Cross-BU Opportunities

● Data Retention/Archival● PII Data in the cloud● Data Residency● Data Privacy● Regulatory constraints● Global issues

● Sub-Sector Best Practices● Compliance precedence● Out-of-box customizations with

maximum flexibility

● How do we know what’s important?● What indicators are relevant?● How to incorporate “Big Data”

● Highly mobile workforce● Multiple device support (BYOD)● Security of data

Core Integration

● How best to move data back and forth?

● What data belongs in salesforce?● Which functions belong in

salesforce (rules engines, transactions, territory mgmt)

Industry Perspective

Key Firm Success Criteria● Performance● Reputation● FA Responsiveness● Personalized Support● Global Reach

Challenges● Differentiation● Financial Advisor Brand vs. Company

Brand● IT Budget Limitations● Supporting a Mobile Workforce● Access to Personalized Information● Volatile Markets● Fragmentation

Key Solution Benefits

● Ensure timely follow-up with your clients and prospects

● Efficient, relevant and appropriate client communication

● Facilitate collaboration across teams● Streamline your process by tracking

your activities

● Central location for client information ● Efficient tracking of client issues

through service tickets● Opportunity tracking at the Client level● Distribution and execution of Lead Lists● Enhanced real time reporting

Wealth Management: State of the Industry

The industry is met with significant challenges and changes from every angle.

Changing demographics and markets

Limited Resources

Compliance and Regulatory Challenges

Mobile workforce

Prioritization

Data Security

Changes to distribution models Forecasting Accuracy

Increasing Competition

Firm differentiation

Big Data

Trends Impacting the Future of Wealth Management

Change of age demographic

❏ Increase in numbers of retirees -- increase in retirement product focus

❏ Increase in mass affluent in the younger demographic -- need advisors who understand and can communicate/reach this group

❏ Shift from transactions to advisory

Increasing competition -- globally and locally

❏ Drives need for lower costs / higher efficiency❏ Branding becomes ever more important

Proliferation in technology use/adoption

❏ Reaching consumers on “omni-channel”❏ Data mining in “big data” times

CRM Challenges - What we are seeing

Provide 360-degree view of a client in correct format

Disconnected sales, marketing,service

Measuring territory management/alignment

Increasing overall sales effectiveness (intelligent workflow, smart selling)

Providing timely and accurate data Supporting a Mobile workforce

Access to personalized information

Outdated non-integrated technology solutions

Missing workflows requires extensive time searching for the correct information

Accurate and timely reporting

Ideal State: Mobile apps provide “anytime, anywhere” access

Leveraging social collaboration to provide better adoption, deal support and product ideas

Fostering direct communications for consumers using communities

Better targeting based on buying behaviors and predictive analytics

Enabling sales teams with technology for guided smart selling

Typical Solution Considerations / Challenges

● Householding and Relationship Modeling

● KYC functions and/or integration

● Call Reports (multiple contacts & products)

● Compliance (eg. Chatter)

● Portfolio data integration

● Combining multiple segments (eg. branches/bankers, wealth advisors, asset managers)

● Forecasting approach

● Client Tiering

● Expense Management and measuring ROI

● Data (Client Master, Quality, Governance)

● Outlook/Exchange integration and mapping to appropriate accounts

● Team Selling

● Territory Management/Alignment

Solution Components

Wealth Management

Financial Services - Industry Solutions

Cloud Sherpas Investment Management Playbook

Product Collaboration

Sales Collaboration Custom Mobile Libraries

Wealth Management Lifecycle Framework

Solution Breakdown

Solution Snapshot

● Householding and Relationship Modeling

● KYC functions and/or integration

● Call Reports (multiple contacts & products)

● Compliance (eg. Chatter)

● Portfolio data integration

● Service Model - Console & Service Tickets

● Lead & Referral Management

● List & Campaign Management

● Forecasting approach

● Client Tiering

● Expense Management and measuring ROI

● Outlook/Exchange integration and mapping to appropriate accounts

● Team Selling

● Territory Management/Alignment

Client Component

Financial Account Component

Product Collaboration

Sales Collaboration External Wholesaler App

Beyond CRM: Wealth Management Playbook

Accelerate time to market and impact your bottom line. ❏ Mobile access❏ Better deal support❏ Personalized product recommendations❏ Improving inbound sales with salesforce.com

platform

MethodologyBe sure to use most up to date methodology slides

Implementation Methodology

Program Definition- Activities/Deliverables

Focus will be on defining process and requirements for specific user groups (e.g. Financial Advisors, Marketing and Sales Operations, etc). Technology workstreams will focus on topics such as legacy data, back office integration assessment and mobility requirements.

Critical Success FactorsWe implement critical program success factors to allow flexibility, consistency and a successful rollout

Enterprise Program Organization● Our model focuses on creating and maintaining a true partnership between our customer and Cloud

Sherpas● We keep all stakeholders aligned and create a formal framework for effectively making decisions and

communicating them● This structure facilitates making a full development and operations transition to the customer

Mobilization

June 2012

Program management – A project delivery approach focusing on lessons learned to achieve success

Use more as a benchmark rather than a standard. Should not show this in a first or second call unless required.

“Typical” Project Attributes

“Typical” Assumptions (High-Level)● ETL Tool part of the architecture

“Typical” Cloud Sherpas Roles

Role Responsibilities

Engagement Manager ● Escalation and Resourcing● Supports Project Team Deliverables

Project Manager / Senior Business Analyst

● Manages the project in conjunction with Client Project Manager● Day-to-day central point of contact● Solution design and deliverable lead

Solution Architect (SME) ● Advises the customer on Solution Architecture Industry Best Practices

Business Analyst ● Helps facilitate requirements and design● Hands-on salesforce.com configuration

Technical Architect ● Overall system architecture lead

Technical Lead ● Hands-on technical lead for design , configuration, and integration● Coordinates/manages offshore resources

“Typical” Cloud Sherpas Roles (Offshore)

Role Responsibilities

Developer (Offshore) ● Integration development, Custom development

Data Specialist (Offshore) ● Data preparation, loading, and migration

QA Specialist (Offshore) ● Quality assurance testing

Offshore Coordinator ● Central point of contact for offshore resources

Use appropriate slides to demonstrate a closer look at implementation accelerators

Appendix - Accelerators

Householding/Relationship Model

* See Design Considerations document for options and pros/cons

Data Model - Householding Example

Detailed ERD for some of the hardest Wealth Mgmt data challenges:

● Householding

● Complex relationships

● Trust/Legal Entity association

Customized Data Model

Detailed ERD for some of the hardest Wealth Mgmt data challenges:

● Householding

● Complex relationships

● Trust/Legal Entity association

Integration Architecture

Major Functions and categories of accelerators for a “typical” Phase 1 project

EncryptionAn encryption appliance like CipherCloud will encrypt all data being entered in Salesforce.com.

● All traffic must funnel through an on-premise API gateway● CipherCloud encrypts incoming data and decrypts outgoing data● A user accessing SFDC directly will see scrambled data● All integrations, data migrations, AppExchange packages must route data in/out of

CipherCloud

Encryption (cont’d)● Salesforce user creates a new customer with PII fields (Financial Account ID, SSN).

○ CipherCloud encryption of actionable data and export to EDW

● Salesforce user searches for contact based on SSN/Financial Account ID.○ VF search page utilizing PII filters, querying EDW for matching records,

returning Salesforce IDs to VF page, user visiting actual SFDC records.

Cloud Sherpas Wealth Management Solution

Leveraging industry-specific assets and experience,

Cloud Sherpas sets the foundation for a business benefit-driven approach to cloud technology from day one – reducing time to deployment with a rich functionality set, in a predictable and

measurable way

Questions

Value Proposition

For Business People

For Operations

For Salesforce.com

For IT

Overall

● Increase revenue● Improved user experience● Improved efficiencies● Improved customer loyalty

● Enable distribution of duties● Better data management● Built in “Help Desk” for support● Built in feedback mechanism for

platform updates

● Fast time to market● Built-in lessons learned● Industry reference architecture● Enable delivery agility to keep on

pace with changing business● Prepackaged custom mobile

frontend● Built in integrations with

AppExchange partners

● Accelerators are real● Incorporates strategy and

implementation● Industry expertise plus Salesforce

expertise ● Faster deal close● Better differentiation● Proven precedence in the market● Compliance precedence

Questions● Team/People

○ How big is their project/IT team and what are the roles?● Territory Mgmt

○ How do they determine territory alignment?○ How do they determine tiering of clients?

● Security/Compliance○ Do they have established compliance rules for cloud technologies?

● Data Migration ○ What are the current data volumes in Siebel?○ What are the tables and objects that should be migrated?○ How much historical data would you like to migrate? (e.g. 2 years, 3 years?)○ Aside from Siebel, are there additional data sources that you wish to migrate?

● Integration○ What are the approximate number of integrations in your current environment?○ Can you provide an overview of the type of integrations (e.g. real-time, batch, bi-directional)?○ Are you currently using middleware for integration purposes?

● Analytics○ Please provide some examples of analytics in use today (eg. Cross-sell, prospect, retention propensity

modeling; Advisor purchasing trends, territory benchmarking)● Project-Specific

○ What is the target date for deployment?○ Have they determined a rollout strategy?○ Are certain SDLC stage gates required?