CRM for Glenmede Trust

Goal of exceeding client expectations for service, advice leads wealth advisory firm to purchase customer relationship management solution

Bellevue, WA August 26, 2003 Onyx Software Corp., customer relationship management (CRM) provider, today announced that Glenmede Trust has selected Onyx as its CRM solution.

Glenmede said it plans to deploy the Onyx Enterprise CRM application to employees across sales, client services, marketing and operations.

Headquartered in Philadelphia, Glenmede is a wealth advisory firm with almost $14 billion in assets under supervision for high net worth individuals and institutional clients, including the Pew Charitable Trusts. The firm offers advice to clients with $3 million or more to invest on enhancing, preserving and transferring significant wealth.

"Glenmede prides itself on striving to exceed client expectations for quality service and proactive advice. That's what creates strong relationships, and, because of this, many of our clients have been with us for multiple generations," said Nick Voutsakis, chief technology officer, Glenmede Trust. "Like every wealth management firm, Glenemede's workflow and needs for CRM are unique, so we needed a flexible system."

A primary goal for Glenmede, according to Voutsakis, is to expand business opportunities with new clients and continue to provide additional services to broaden relationships with existing clients.

Professionals in sales, trust administration, tax, wealth advisory services, marketing and portfolio management practice areas will use Onyx CRM to capture, integrate and data mine client and prospective client information. Through Onyx, the provider said all Glenmede employees would be able to view of every client profile and interaction.

More specifically, Glenmede will use Onyx CRM to more fully automate the process of enrolling new clients in the Sales group. Marketing plans to use campaign management/tracking functionality within Onyx to enroll prospects or existing clients in relevant campaigns, mailings and other direct marketing activities.

"Over the last few years alternative sources of investment advice and services have increased, yet most investors still need and want a trusted, knowledgeable financial advisor," said Brent Frei, CEO, Onyx Software. "These investors also have very high expectations of the service and advice they receive making it critical for investment firms to really understand their clients. With a CRM solution, firms like Glenmede can identify the investors that fit their ideal client profile, communicate the value of their services, consistently deliver targeted financial products and services and successfully build long-lasting, mutually profitable relationships with their clients."

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