2017 Engaging RIAs Roundtable - SOLD OUT
March 20-21, 2017

A collaborative discussion on critical issues facing heads of RIA Sales.

The RIA channel is becoming increasingly concentrated and competitive, with a small percentage of top RIA firms managing a majority of the total pool of RIA assets. In addition, the RIA channel is undergoing a period of increased M&A activity resulting in large affiliated networks of regional RIA organizations becoming a prominent force in the intermediary landscape. Additionally, many RIAs are typically reluctant to meet with salespeople and demand a high level of product knowledge and personalized experiences. Successful asset managers are building highly skilled distribution teams and are leveraging heightened levels of data to cater to RIA preferences and demands. Come together with your peers to learn from us and each other, share best practices, and collaborate on new solutions that will help your firm better build profitable long-term relationships within the RIA space.

roundtable photo

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

Primary Audience: Heads of RIA Sales and Marketing, National Sales Managers

Co-moderators: TBD

This event is sold out. To put your name on the waitlist, contact Khushboo Koutu.


March 20, 2017 - Ilili, 236 5th Ave, New York, NY 10001

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


March 21, 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: A Modern Sales Team For the Challenging RIA Space
  • 10:00am – Break
  • 10:15am - Session 2: Digital Distribution Strategy: What Attracts and Engages RIAs
  • 11:15am – Break
  • 11:30am - Session 3: Cutting Through the Competition Using Data and Analytics 
  • 12:30pm – End of the Roundtable

Testimonials from DST kasina’s 2016 RIA roundtable

“Strong forum for idea generation and sharing. Great combo of validation of practices we have implemented and practices we should strongly consider. ” – OppenheimerFunds


“Great networking event where you can address key issues in RIA distribution.” – Hartford Funds


“ Great source of information and extremely valuable use of time.” – Ivy Funds

Keynote Presentation: Trends and Challenges in RIA Distribution, Presented by Matthew Fronczke, Head of Distribution Consulting & Research

RIA distribution is often advertised as the most uniquely challenged for asset management organizations. While this is true, the more Institutional-like sales approach to RIA distribution, is an area in which many asset managers are very familiar. Best practices in institutional space can be applied and adapted to RIA distribution to build and manage a lasting asset base. 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 RIA space and what information RIA distribution teams must consider in a successful RIA distribution effort. 

Roundtable Discussions

Co-moderated by DST 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.

A Modern Sales Team For the Challenging RIA Space

The various business models and platforms used by fully independent, dually-registered and RIA-aggregator firms continue to challenge sales leaders on how to best structure and deploy their sales resources. Asset managers need a strategy to identify RIAs who are a good fit for their organization and design a coverage model that most effectively utilizes the existing sales resources. The first roundtable discussion will focus on team structures, skills, coverage and territory models which firms are adopting to address the needs of this rapidly growing channel.

Digital Distribution Strategy: What Attracts and Engages RIAs

When it comes to advisor portfolio requirements and engagement preferences, the RIA channel is as diverse and challenging as they come. Product research methods, influences and preferred sources of content and information differ greatly from firm to firm, forcing asset managers to consider new and innovative approaches for getting in front of RIAs. The second roundtable discussion will focus on the various methods of digital sales models and strategic approaches to optimize engagement and experiences most likely to attract and retain assets throughout the RIA channel.

Cutting Through the Competition Using Data and Analytics

As more and more asset management sales organizations establish focused RIA distribution teams, competition for RIA wallet and mind share has intensified. The final roundtable discussion will focus on how distribution teams are using data and analytics to refine and focus distribution efforts only the opportunities with the most promise. We will discuss critical data sources and segmentation analytics which are most effective at cutting through the competition to advisors most receptive to your product and service offerings.

This event is sold out. To put your name on the waitlist, contact Khushboo Koutu.

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

2017 Engaging RIAs Roundtable - SOLD OUT
Cost: $1,950.00