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Integrating with Distribution Partners

by Lee

At our Spring e-Business Executive Roundtable in Las Vegas, I led a session on the importance of working closely with distribution partners (broker/dealers, banks, etc.). While the idea of "content syndication" (making information available as part of a distributor's intranet) has been around for years, we are starting to see some traction around using e-Business to support distribution partners amongst a few firms (MFS, Van Kampen, etc.) whose e-Business groups work closely with their Key Account teams. These organizations look to syndicate content for rep use and also spend time building online support for the gatekeepers and research analysts at distribution partners. These topics are covered in the brief presentation that opened the Roundtable session, and I encourage every asset manager to explore ways in which they can beef up the level of support they provide to distributors.