1. Cloud Sherpas
Wealth Management Solution

2. Add/Remove sections as needed
MASTER DECK CONTENT -
Add/Remove sections as needed
Cloud Sherpas Overview - USE MOST CURRENT BOILERPLATE FROM MKTG
POV on Wealth Mgmt -
FINS General Themes
Industry Sector Themes/POV
Overall CRM Challenges
Salesforce-specific challenges
Fullforce Solution - what it is and how it helps
Methodology - USE MOST CURRENT BOILERPLATE
“Typical” Project
Definition Price
Phase 1 Range
Appendix
Detailed visuals of Fullforce assets
Questions (NOT FOR SHARING)
Scoping Questions
Value proposition for various client role types

3. Agenda 2 3 4 5 Cloud Sherpas Overview Wealth Management POV1
Cloud Sherpas Overview 2
Wealth Management POV
Solution Overview 3
Project Approach / Methodology 4
“Typical” Project Attributes 5

4. Boutique in name. Global in reach. Without Equal in Service Delivery
CUSTOMER SATISFACTION
as measured by our partners
9.5
EMEA
125+ US
350+
Cloud Sherpas is headquartered in Atlanta, GA
APAC
225+
90%
Global Delivery Centers are located in Manila, Philippines and Mumbai, India
ANZ
150+
9/10
Without Equal in Service Delivery
900 employees
15 years of experience
9.5 customer rating
Advisory Practice
Service Cloud experience
Number of certifications
Key Vertical expertise
Consultants have on average eight years of experience
Blended on & off shore delivery model
Multiple Siebel to Salesforce case studies

5. Awards and Accolades #142 #1 #1 ANALYST REPORTS GROWTH CULTURE
Highlighted in IDC Marketscape as a “Major Player” on Salesforce Implementation
FORRESTER
cites Cloud Sherpas for strong Salesforce practice
#68
CULTURE
Cloud Sherpas was named a “Cool Vendor” for Application Services

6. 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

7. We help businesses at every phase
Advise
Ensure your cloud strategy is on a successful path
• Workshops
• Industry & Functional
Frameworks
• Cloud licensing
Implement
Transform the way your customers, partners and employees interact
• Implementation
• Data Migration
• Change Management
Integrate
Make better decisions when data is integrated with other systems
• System Integration
• Custom Development
• Mobility Solutions
Enhance
Account mgmt and support to ensure the solution evolves with your business
• Premium Support
• Cloud Management
Multiple Capabilities - and Capabilities Leads that are complementary to what we do with SFDC - Mobility, Field Service, CPQ, Data and BI,

8. Strategy, Planning & Discovery
Industry Solutions formed at the intersection of...
Strategy, Planning & Discovery
Advisory COE
Service COE
Mobility COE
Finance
Insurance
High Tech
Retail / CPG
Life Sciences
Design /
Implementation
Data & Analytics COE
Sales COE
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.

9. Our Understanding
Update to reflect client provided materials and background from calls

10. Our Understanding
CLIENT 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

11. Our Understanding - NEED TO UPDATE

12. Wealth Management
Industry POV

13. THE BIGGEST FINANCIAL BRANDS RELY ON CLOUD SHERPAS

14. Financial Services in the Cloud - Recurring Themes
Value/ Opportunity
Precedence
Better Customer Engagement
More Transparency
Sell More Products
Cross-BU Opportunities
Sub-Sector Best Practices
Compliance precedence
Out-of-box customizations with maximum flexibility
Data Security
Core Integration
Data Retention/Archival
PII Data in the cloud
Data Residency
Data Privacy
Regulatory constraints
Global issues
How best to move data back and forth?
What data belongs in salesforce?
Which functions belong in salesforce (rules engines, transactions, territory mgmt)
Mobility
Analytics & Data
Highly mobile workforce
Multiple device support (BYOD)
Security of data
How do we know what’s important?
What indicators are relevant?
How to incorporate “Big Data”

15. Industry Perspective Key Firm Success Criteria Challenges 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

16. 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

17. Wealth Management: State of the Industry
Limited Resources
Prioritization
Changing demographics and markets
Increasing Competition
Compliance and Regulatory Challenges
Firm differentiation
Big Data
Data Security
Mobile workforce
Changes to distribution models
Forecasting Accuracy
The industry is met with significant challenges and changes from every angle.

18. 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

19. Business: Sales, Service, & Marketing Technology & Operations
CRM Challenges - What we are seeing
Business: Sales, Service, & Marketing
Technology & Operations
Providing timely and accurate data
Supporting a Mobile workforce
Increasing overall sales effectiveness (intelligent workflow, smart selling)
Access to personalized information
Measuring territory management/alignment
Outdated non-integrated technology solutions
Disconnected sales, marketing,service
Missing workflows requires extensive time searching for the correct information
Provide 360-degree view of a client in correct
format
Accurate and timely reporting

20. 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

21. 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)
Client Onboarding
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

22. Wealth Management
Solution Components

23. Financial Services - Industry Solutions

24. Cloud Sherpas Investment Management Playbook
USER STORIES
EXCELLENCE FRAMEWORK
CUSTOMIZED ORG
Wealth Management Lifecycle Framework
REFERENCE ARCHITECTURE + ISVs
MOBILITY FRAMEWORK
SOCIAL BUSINESS USE CASES
SOCIAL BUSINESS USE CASES
Product Collaboration
Sales Collaboration
Custom Mobile Libraries

25. Solution Breakdown Client/Household Mgmt Forecasting Effectiveness
Relationships/Affiliations
Marketing Automation
Sales Data Reporting
Integration Framework
Compliance
Recommended ISV Partners

26. 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

27. Client Component

28. Financial Account Component

29. Product Collaboration
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
Product Collaboration
Sales Collaboration
External Wholesaler App

30. Methodology
Be sure to use most up to date methodology slides

31. Implementation Methodology

32. 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.

33. Critical Success Factors
We implement critical program success factors to allow flexibility, consistency and a successful rollout

34. 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

35. Mobilization
Program management – A project delivery approach focusing on lessons learned to achieve success
June 2012

36. “Typical” Project Attributes
Use more as a benchmark rather than a standard. Should not show this in a first or second call unless required.

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

38. “Typical” Cloud Sherpas Roles
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

39. “Typical” Cloud Sherpas Roles (Offshore)
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

40. Appendix - Accelerators
Use appropriate slides to demonstrate a closer look at implementation accelerators

41. Householding/Relationship Model
* See Design Considerations document for options and pros/cons

42. Data Model - Householding Example
Detailed ERD for some of the hardest Wealth Mgmt data challenges:
Householding
Complex relationships
Trust/Legal Entity association

43. Customized Data Model
Detailed ERD for some of the hardest Wealth Mgmt data challenges:
Householding
Complex relationships
Trust/Legal Entity association

44. Integration Architecture
Major Functions and categories of accelerators for a “typical” Phase 1 project

45. Encryption
An 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

46. 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.

47. Leveraging industry-specific assets and experience,
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

48. Questions

49. Value Proposition For Business People For IT For Operations Overall
Increase revenue
Improved user experience
Improved efficiencies
Improved customer loyalty
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
For Operations
Enable distribution of duties
Better data management
Built in “Help Desk” for support
Built in feedback mechanism for platform updates
Overall
Accelerators are real
Incorporates strategy and implementation
Industry expertise plus Salesforce expertise
For Salesforce.com
Faster deal close
Better differentiation
Proven precedence in the market
Compliance precedence

50. 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?