The Salesforce playbook for wealth management firms.
Wealth management is a relationship business that runs on data. The firms winning right now have unified CRM, custodian, and reporting infrastructure, and the AI-augmented advisor productivity tools that let senior advisors focus on the conversations that compound client lifetime value. The technical work is unglamorous, book transitions, custodian integrations, supervisory review, but it is what separates firms with scalable operations from firms stuck where they are.
- 14 chapters
- 5 Salesforce products in depth
- 14-point readiness checklist
- 10,165 words
What's inside.
Written by our Salesforce consultants for wealth management firms. Read it start to finish or go straight to the chapter you need.
Salesforce in wealth management firms: where it pays off
6 patterns that work, and the stack we typically deploy.
The challenges Salesforce has to solve
The 6 problems a design has to solve, plus 4 methods we use on them.
Which Salesforce products fit, and how
Salesforce Financial Services Cloud, Salesforce Experience Cloud, Salesforce Marketing Cloud, Tableau, Salesforce Service Cloud: use cases, data model and buyer questions for each.
How to implement it
Who needs to be in the room, what the first release includes, and the questions to settle before kickoff.
Moving from your current system
What moves from your current system, how to plan it, and the decisions to make early.
The systems to connect
10 systems to connect and what flows between them.
Regulation and compliance
6 rules and obligations the design has to account for.
Readiness checklist
14 decisions to make before you sign a statement of work.
What to measure
6 metrics to baseline before the build, with a worksheet.
After go-live: support and health checks
What ongoing support covers and when to run a health check.
If a project has stalled
How stalled projects get back on track, and how to get more from the org you have.
Results from our projects
1 results from Abstrakt Solutions projects.
Where the industry is concentrated, and local guides
Where the industry is the largest share of the local economy, and local guides for 14 metros.
Next steps
Free assessments and how to reach a consultant.
From the readiness checklist.
Three of the 14 decisions the playbook asks you to make before you sign a statement of work. The full checklist, with the rest of the playbook, is in the PDF.
Get the full playbook →- Plan for supervision and retentionSEC and FINRA rules affect how communications are retained and supervised. Configure email and text capture in line with firm policies and archiving providers. Compliance should approve workflows for complaints, trade-related requests and marketing materials before launch, not after the first exam.
- Standardize without alienating advisorsAdvisor teams often have their own processes. Agree a firm-wide core, such as household structure, onboarding and review cadence, and allow limited team-level variation. Imposing everything without consultation breeds resistance, while unlimited variation makes firm-wide reporting and supervision nearly impossible.
- Guard client financial dataRegulation S-P and GLBA govern how an advisory firm safeguards account numbers, balances and personal details. Use restrictive sharing, multifactor authentication and careful portal design. Limit what associates and operations staff can export, and review access regularly as advisors join, leave or change teams, since departing advisors are a common source of exposure.
The Salesforce products it covers.
Each product chapter covers use cases, how the data is modeled and the questions buyers ask. Shorter versions are on our site.
- Salesforce Financial Services Cloud for Wealth ManagementFinancial Services Cloud gives an advisory practice a client record organized the way advisors already think: by household, with spouses, children, trusts and businesses grouped together and their financial accounts rolled up.
- Salesforce Experience Cloud for Wealth ManagementExperience Cloud lets a wealth management firm give clients a secure, branded site that runs on the same records advisors use every day.
- Salesforce Marketing Cloud for Wealth ManagementMarketing Cloud lets a wealth management firm run client and prospect communications centrally while keeping them personal to each advisor relationship.
- Tableau for Wealth ManagementTableau helps registered investment advisers, broker-dealers, trust departments and multi-family offices analyze client relationships and business performance together.
- Salesforce Service Cloud for Wealth ManagementService Cloud gives wealth management firms a structured way to run client service operations.
Who wrote it.
Abstrakt Solutions is a Salesforce Select partner based in St. Louis, with 108 Salesforce certifications, 7 Salesforce accreditations and a 4.95 out of 5 rating from 92 reviews on Salesforce AgentExchange (formerly AppExchange).
The playbook draws on the guidance we publish for wealth management firms and on 1 of our own projects.
