On September 17, TSAM New York brought together the asset management industry in the heart of the city. As proud, long-standing sponsors, Kurtosys was delighted to host the Marketing and Client Services stream, facilitating engaging discussions with industry leaders and experts through panel discussions and fireside chats.
A highlight of the day was a compelling fireside chat led by Brad Burgunder, Relationship Manager at Kurtosys. He sat down with Jane Conway, Managing Director and Head of Digital Data and Enablement for Client and Product Solutions at Apollo Global Management, alongside Gabriel Keiji Altbach, Chief Marketing Officer and Managing Director at Voya Investment Management.
Together, they delved into the powerful impact of aligning sales and marketing objectives to enable holistic forecasting and elevate client success. Inspired by the depth of insights shared during the conversation, we followed up with Jane to explore her key takeaways from the session and the broader TSAM experience.
Watch the full interview here.
The future of finance: Self-service, AI, and client lifecycle excellence
Jane highlighted several key trends shaping the future of the industry, starting with the growing adoption of a digital-first approach by firms. A critical aspect she emphasised is enabling self-service capabilities for employees who need actionable insights from data platforms.
She also underscored the importance of delivering a seamless client experience by addressing the entire client lifecycle. This includes optimising processes from brand awareness and pre-purchase interactions to onboarding, ongoing service, and support. Firms are increasingly working to integrate these processes and platforms to enhance efficiency and effectiveness.
Another significant focus is the integration of AI across various use cases. These include portfolio construction, optimisation, compliance process streamlining, and personalised client engagement, showcasing the transformative potential of AI in modernising workflows and delivering tailored solutions.
What I’m hoping we will see more of in the coming years, is how firms are enabling self-service to employees that want insights from those data platforms.
Jane Conway, Apollo
MD & Head of Digital Data and Enablement at Apollo
Aligning sales and marketing – how should these departments work together towards a common goal?
Traditionally, sales and marketing operated in silos, each focusing on distinct KPIs and objectives. However, this dynamic has evolved significantly over the years. Today, these teams must collaborate closely, aligning their efforts with the shared goal of driving business success.
This alignment begins by leveraging their unique strengths to identify the right audiences or strategic accounts for specific product offerings. From there, the focus shifts to integrating digital marketing engagement with the personal touchpoints and events facilitated by the sales team.
True collaboration requires joint responsibility in setting strategies, planning, and executing as a cohesive unit. By harnessing the power of data, analytics, sales tools, and digital apps, these teams can work together more effectively, creating a unified approach to achieving business objectives.
Marketing teams are upskilling
Over the past five years, marketing has transformed from primarily focusing on creative development and campaigns to becoming a data-driven powerhouse. This shift is evident not only at Apollo but across the entire industry.
Today, marketing teams play a pivotal role in supporting sales by leveraging data and digital channels to reach broader audiences. Whether targeting institutional clients, intermediaries, or wealth management professionals, the reality is that sales teams cannot engage personally with every client.
By utilising data, marketing teams gain a deeper understanding of these contacts and apply analytical skills to assess the impact of their efforts. This enables them to determine whether their campaigns and strategies are generating measurable monetary value, cementing marketing’s role as a critical driver of business success.
How are asset managers talking about LLM language models
With over 35 years of AI experience, Jane highlights how advancements in generative AI have accelerated of machine learning tools. With natural language processing, marketing teams can now detect client sentiment and analyse reactions to engagements more accurately and in real-time.
Machine learning has transformed segmentation, moving beyond static metrics like AUM to focus on client activities such as digital interactions, content engagement, and event participation. By clustering prospects with similar behaviours, firms can deliver tailored content—whether long-form narratives or performance summaries—with the right messaging, format, and timing for maximum impact.
The Summit for Asset Management (TSAM)
TSAM offers a range of events globally connecting industry leaders of the investment community, to gain insights into market trends, and forge valuable partnerships.
Join leading asset management firms alongside asset owners and corporate investors, for a day of in-depth discussions on front, middle, and back-office operations strategies.
- 8 April 2025 - London
- 2 June 2025 - Boston
- 9 October 2025 - New York
Or visit the website for the full line-up of conferences planned by Foxon Media.
Jane Conway
MD, Head of Digital, Data and Enablement at Apollo
Jane Conway, Ph.D. is Managing Director in the Client and Product Solutions group at Apollo, where she is responsible for digital, data and analytics. Prior to joining in 2022, Jane was named the Chief Data and Analytics Officer for Voya Investment Management after serving as the Head of Distribution Enablement and Intelligence. Previously, she served as Founder and Managing Partner for Change Architects, LLC providing consulting services to the Investment and Wealth Management industry. Before that, Jane was Global Head of Distribution Enablement for T. Rowe Price.
Brad Burgunder
Relationship Manager at Kurtosys
Brad started out his career in marketing and wholesale sales / business development within asset management working for the likes of Franklin Templeton. He then moved into investment consultation at T. Rowe Price and later on in his career made the transition to a relationship manager at Brown Advisory. Brad moved 6 years ago from client side into relationship management for Fintech companies such as DOOR and Aapryl who both solely service asset & wealth management clients.
