2017 DCIO Sales Roundtable
April 3-4, 2017

A collaborative discussion on the mounting challenges and future opportunities for DCIO Sales teams.

For the DCIO channel, 2017 will continue to be marked by regulatory and market disruptions. The ever-changing landscape makes it a pivotal year for asset managers to adapt their distribution and marketing strategies. Impacts from the DOL Conflict of Interest rule and money fund reform have far-reaching implications for asset managers and advisors. Keys for finding success will include staffing DCIO teams, focusing on specialized financial advisors, and identifying the products and platform solutions that will be in future demand. 

Our DCIO Roundtable will bring together senior executives from leading asset managers and insurers to discuss the disruptive forces re-shaping the industry, as well as forward-looking ideas to overcome them. Come together with your peers to learn from us and each other, share best practices, and collaborate on new ways to better uncover opportunities and enhance profitability.

roundtable photo

Attendance is capped at 25 senior DCIO sales executives to ensure that attendees will feel comfortable discussing issues and have their most pressing questions answered in an intimate, interactive experience.  

Primary Audience: Senior executives responsible for DCIO Sales at Top Asset Management and Insurance Firms.

Co-moderators: TBD

Register online now or contact Khushboo Koutu.


April 3, 2017 – Park Avenue, 360 Park Ave S, New York, NY 10010

  • 6:30pm – Registration & Welcome Reception
  • 7:30 – 10:00pm – Networking Dinner and Discussion of Recent Trends


April 4, 2017 - Apella, 450 E 29th St, New York, NY 10016

  • 7:30am – Networking Breakfast and Registration
  • 8:00am – Keynote Address
  • 8:45am – Break
  • 9:00am – Session 1: Building the Modern DCIO Team to Navigate Disruption
  • 10:00am – Break
  • 10:15am - Session 2: The Emergence of Specialized Financial Advisors and How to Target Them
  • 11:15am – Break
  • 11:30am - Session 3: What Do Investment Consultants Want Anyway?
  • 12:30pm – End of the Roundtable

Keynote Presentation: DCIO Distribution in a Disruptive Environment, Presented by Matthew Fronczke, Head of Distribution Consulting and Research

The DCIO space presents unique challenges for asset managers seeking to target the right platforms and advisory organizations in the right way. As the DC landscape changes, sales organizations must also evolve. New regulatory, advice and product requirements are shaking traditional methods of distribution. In this presentation, we will share DST kasina’s latest data and research to shed light on the key questions firms need to know about the DCIO market. 

Roundtable Discussions

Co-moderated by kasina and a senior industry executive, each open-forum discussion will draw insights from a community of fellow thought-partners into the crucial issues asset management and insurance industries face and how to get ahead of them. 

Building the Modern DCIO Team to Navigate Disruption

New regulation and industry trends are driving increasing levels of retirement platform consolidation and the financial advisory organizations servicing retirement plans. DCIO sales teams must tactically and strategically consider their team size, organization, and sales strategy. Guided by data in DST kasina’s Productivity Insights, this first session will focus on aligning team structure and compensation with strategies for gaining entry into plan line-ups and delivering an exceptional relationship management experience.

The Emergence of Specialized Financial Advisors and How to Target Them

Financial advisors are being pushed by regulation and market economics to either embrace or drop the servicing of Defined Contribution plans. As a stricter interpretation of fiduciary duty takes hold throughout the industry, a more definitive and specialized pool of advisors will be providing valuable advice and guidance for plan sponsors looking to build a robust retirement savings platform. The most successful asset managers will need more than just an attractive product line-up to differentiate themselves with these advisors. A comprehensive strategy for servicing the retirement market advisors includes working with data analytics to identify advisors who embody the most opportunity. In this session, we will discuss the challenges of retirement market segmentation and share ideas make the most of data and how to generate the best retirement market sales opportunities.

What Do Investment Consultants Want Anyway?

The increasing focus on product and plan fees, the push towards better investor outcomes, and the ever-looming threat of litigation have driven plan sponsors and their investment consultants towards the safe haven of low-cost, passive product options. Regulation threatens to further exacerbate the situation, requiring asset managers to be even more diligent about finding the right fit for their products. In this session we will discuss product trends and ideas for product development and retirement planning tools/services that fit the current market parameters, while also providing differentiated and lasting benefits for retirement investors.

Register online now or contact Khushboo Koutu.

To register, contact Khushboo Koutu at kkoutu@dstsystems.com

2017 DCIO Sales Roundtable
Cost: $1950