2017 Internal & Hybrid Wholesaling Roundtable - SOLD OUT
February 27 - 28, 2017

A collaborative discussion on critical issues facing internal and hybrid sales teams in the asset management and insurance industry.

Advisors’ business models are undergoing significant transition, fueled by regulatory reform, demographic shifts, and advances in technology. At the same time, the growth of passive products is forcing firms to do more with less. Internal and hybrid sales teams are at the forefront of many of these changes, as firms shift more responsibility towards internal and hybrid wholesalers. With the aid of better business intelligence tools and innovative approaches to wholesaling, internal sales teams can help their firms tackle the challenges of an industry in transition by targeting the right advisors, with the right resources and messaging, at the right time. 

This year’s roundtable brings together Internal and Hybrid Sales leaders from the asset management and insurance industries to discuss these challenges, as well as forward-looking ideas to prepare for a future that may be very different from what the industry has seen in the past.  Join your peers and us as we learn from one another, share best practices, and collaborate on ways to maximize the effectiveness of your organization and build the Internal and Hybrid sales team of the future.

roundtable photo

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

Primary Audience: Senior executives responsible for Internal/Hybrid Wholesaling 

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


February 27, 2017 – Tocqueville 1 E 15th St, New York, NY 10003

  • 6:45pm – Registration & Welcome Reception
  • 7:30 – 9:00pm – Networking Dinner and Discussion of Recent Trends

February 28, 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: The Evolving Role of Internal & Hybrid Sales Teams
  • 10:00am – Break
  • 10:15am - Session 2: Enhancing Advisor Relationships and Fostering Team Collaboration
  • 11:15am – Break
  • 11:30am - Session 3:  Building and Maintaining the Sales Team of the Future
  • 12:30pm – End of the Roundtable

Testimonials from kasina’s previous Internal & Hybrid Wholesaling roundtable

“The kasina roundtable is an excellent event in providing managers the opportunity to share ideas and trends. ” – Dynamic Funds


“ Great chance to network and dig into the information and processes that we live and breathe every day.” – Delaware Investments


“As always, cannot wait to act on great ideas to help better serve clients and evolve the function!” – PIMCO


“Informative, efficient, and relevant. Great use of time and firm resources.” – Anonymous

Keynote Presentation

Presented by Saadiah Freeman, Engagement Manager with DST kasina, the keynote address will focus on key industry trends impacting distribution organizations – particularly consolidation at the distributor, platform, product and asset manager levels – and what these trends mean for internals, hybrids, and their managers.  Against the backdrop of this context, Saadiah will share insights from DST kasina’s data on the challenges internal and hybrid teams face and how firms are responding to these challenges.  Drawing from DST kasina’s research and consulting experience around analytics, distribution organization design, compensation, and more, Saadiah will discuss opportunities for evolving internal and hybrid sales organizations to meet the needs of a changing industry.

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. 

The New Normal For Internal & Hybrid Sales Teams

Limited shelf space and the increasing shift to model-based allocations are changing the way sales teams are structuring and deploying their distribution resources.  At the same time, the rising challenge of obtaining in-person meetings with advisors and advances in technology are adding further impetus to internal and hybrid sales approaches. As distribution models evolve, the roles of internal and hybrid wholesalers are also changing.  The first roundtable discussion will discuss the roles and processes that Internal & Hybrid sales teams are embracing as new distribution models emerge in response to structural industry trends.  

Data and Digital Strategies to Enhance Advisor Relationships and Foster Team Collaboration

As sales teams strive to do more with less, advisor data and analytics are more critical than ever before, helping internal and hybrid teams to deliver better and more personalized sales experiences. Meanwhile, advances in technology are delivering new and improved ways for internals and hybrids to not only interact with advisors, but also to collaborate with colleagues such as external wholesalers, product and channel specialists, and marketing executives.  The second roundtable discussion will focus on ways to use data and analytics to identify meaningful prospective opportunities, cultivate the most profitable relationships, and maximize the efficiency and effectiveness of the sales organization. In this session, we will also discuss how firms are using technology-based tools to support advisor relationships and facilitate internal collaboration.  

Next Generation Distribution: Building the Sales Team of the Future

As internal and hybrid sales roles become ever more complex and ever more integral to the success of distribution organizations, hiring, training and managing for success is becoming an increasingly challenging endeavor for internal and hybrid sales leaders. In the final roundtable discussion, we will discuss approaches to hiring for internal and hybrid sales roles, training (to enhance both technical and relationship-driven skills), effective strategies for managing cross-generational teams, and approaches to compensation that promote the right behavior and align incentives to build a strong and unified sales team.  

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 Internal & Hybrid Wholesaling Roundtable - SOLD OUT
Cost: $1,950.00