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Disciplined Growth Investors, Inc.
Enhancing portfolio management with decision data
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Disciplined Growth Investors, Inc. (DGI) needed a CRM platform that enabled efficient, informed decision-making while delivering an optimal online client experience. Given Wipfli’s CRM experience and proficiency with DGI’s asset management applications, DGI knew the firm could help it select and implement the right platform.
The Challenge
DGI presented two challenges to Wipfli:
- DGI was using its portfolio asset management system’s CRM component, but it lacked the sophistication to track information that drove its portfolio decision-making. DGI’s investment team had to manually piece together the data needed when evaluating portfolio decisions in their client portfolios, creating friction in workflows. Critical information on holding company business models, management teams, products, etc., were buried in Excel sheets and reports.
- DGI’s client portal only contained reports using month-end data, requiring the client service team to field clients’ ad hoc requests for current account information.
The Solution
Wipfli guided DGI through a thorough discovery phase to tightly define the data that would flow into the CRM system. After in-depth meetings with DGI’s client service and investment teams, Salesforce Financial Services Cloud was chosen as the ideal platform to leverage decades worth of DGI data. During implementation, Wipfli integrated Salesforce with DGI’s existing systems and incorporated features to streamline both teams’ workflows. Wipfli then created a tailored client portal that retained the personalized, high-touch quality DGI’s clients expect.
The team really made a lot of effort to understand our business. They took a lot of time with the end users and wanted to understand their needs so they could make Salesforce work for them.
The results
DGI is now supported by a unified technology platform that enhances decision-making and client service and is scalable for growth. The investment team has a hub of rich intelligence and a powerful dashboard that offers market tracking and a 360-degree view of clients. They can capture investment decisions — and the data used to support those decisions — making it simple to continuously evaluate, substantiate and improve their process. DGI’s user-friendly customer portal contains daily information, delivering quick answers to clients’ questions, without a middleman. The new self-service approach reduces DGI’s client service load and, most importantly, provides its clients with transparency and peace of mind.
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