The Role of the CRM for Asset Managers - Executive Summary
Laura Jesson
Senior Research Analyst
Laura Jesson has more than 25 years of experience in the financial services industry as a project manager, business analyst, and consultant. She joined Cutter Associates in 2013. Prior to Cutter, Laura spent eight years at Wells Capital Management and Evergreen Investments, where she managed investment operations projects, including those focused on outsourcing, client reporting, and trade management. She previously worked at Omgeo as a member of the Central Trade Manager (CTM) product design team. Laura started her career at Andersen Consulting (now Accenture) as a process consultant supporting a variety of projects for clients in the financial services industry. Laura earned her bachelor of arts in economics and psychology from Amherst College. She holds the Project Manager Professional (PMP) certification.
Recent research assignments and publications include the following:
- AI Use Cases in Investment Management: Infinite Possibilities
- Business Intelligence Tools
- Cutter Benchmarking: Client Reporting
- Cutter Benchmarking: Firmwide ESG Capabilities
- Cutter Benchmarking: Managing Vendors and Service Providers
- DataOps: In Theory and Practice
- Enabling Data Analytics
- ESG Data Management
- ESG: It’s a Jungle Out There ─ A Look at the Data Provider Landscape
- ESG Investing: One Vision, Many Lenses
- Execution Management Systems
- Hybrid Work Arrangements and Their Impact on Firm Culture
- Using RPA to Automate Business Processes
- The Role of the CRM for Asset Managers
Dru Holmquist
Consulting Principal - Distribution and Client Operations
Dru Holmquist has over 30 years of experience in the financial services industry. He has developed expertise across asset management distribution, investment management, and wealth management technology and operations. Dru is a successful senior leader with a deep track record of collaboration initiation, strategy design, team building, program management and process innovation. He has conducted strategy programs for CRM, client mastering, data architecture, client reporting, client onboarding, trading, research, and portfolio management capabilities. His knowledge spans the equities, fixed income, municipals, commodities, private debt, private equity, real estate, farmland, agri-business, and timber management sectors, as well as the following vehicle types: Mutual Funds, Closed-end Funds, ETFs, UCITs, UITs, Institutional Separate Accounts, SMAs (traditional, dual contract and models), LPs, 529 Plans and REITs.
Prior to joining Cutter Associates, Dru served as Managing Director of Technology for Nuveen Advisory Services, the business organization responsible for delivering the investment and asset management expertise of Nuveen. Dru was responsible for all business applications and technology that supported the Sales, Client Service, Marketing, Product and Fund Administration business teams. He oversaw the deployment of Salesforce as a CRM application, that unified multiple investment manager affiliates by redesigning the lead generation process, sales pipeline stages, sales reporting, distribution analytics, marketing analytics, and client engagement model. In addition, Dru implemented a product and account master, and initiated the business case to begin a client master effort. He was the technology leader that owned the business transformation efforts for the advisory services organization.
Cindy Castellano, CFA
CEO
Cindy Castellano is the CEO of Cutter Associates and has over 30 years of experience in the investment management industry. She formerly led Cutter Associates’ Client-Facing and Wealth practices, advising asset and wealth management firms on their sales and distribution, marketing, product development, consultant relations, client service, and client reporting. Cindy has conducted system searches for CRM, marketing automation, portals, pitchbooks/client presentation, content management, client reporting, client onboarding, and RFP systems. Prior to joining Cutter, Cindy served as Vice President and Head of Operations for a division of Guggenheim Investments, where she led mutual fund accounting and administration; institutional accounting, billing, and client reporting; SMA operations, performance reporting (GIPS); and fixed income performance, attribution, and risk reporting. As Vice President and Head of Equities, Cindy led the firm’s investment team and supervised equity trading activities.
Cindy also spent 10 years as a Senior Portfolio Manager and Research Analyst, managing over USD 500 million in AUM for mutual funds and VITs using social awareness (ESG), large cap growth, and mid-cap growth investment strategies. She developed the investment process, directed research analysts’ day-to-day efforts, and created the firm’s social criteria and proxy voting guidelines. Cindy, a Chartered Financial Analyst, holds a bachelor’s of business administration from Washburn University.