February 2011: Time to Get with the Program
There are two types of technology vendors currently operating in the financial services industry: those that have come to the realization that their primary raison d’etre is service and not technology. And there are those that have not.
This argument might sound a bit counterintuitive, but upon closer scrutiny, its logic is difficult to unpick. And here’s why: Technology in the financial services industry has, by and large, become commoditized, to the extent that it no longer guarantees vendors a competitive advantage. Sure, it’s required to enter the game, but it won’t, by itself, win you customers.
Closely coupled with this notion is the growing realization that end-users’ consumer habits have changed over the last decade. Firms are now driven by factors other than purely functional ones when it comes to arriving at their purchasing decisions. Clearly, price is one factor, but it’s not the most important—not by a long shot. The single most important factor driving “buy” decisions is the level of service offered by the vendor. But, it seems, not everyone gets this.
When you factor in the incestuous nature of the various constituents that collectively constitute the financial services industry, only then do you get an inkling of how influential the information is that is passed between market participants, based primarily on the levels of service they have experienced through their vendor relationships.
In short, people talk, and, as a technology vendor, you do not want them talking about your poor levels of service, regardless of how good your underlying technology might be. Conversely, if you’re able to develop a reputation for delivering on your promises—especially when it comes to implementations—being amenable, approachable and generally easy to live with, you can probably lay off your entire marketing department secure in the knowledge that your happy clients will do a more-than-acceptable job of managing your marketing functions for you.
And yet there are still an appreciable number of Luddite-esque technology vendors that assume their products alone will guarantee their future. It did in the past, right? Yes, that may be, but the 2011 operating environment is so far removed from that of four years ago, that comparisons between the two are pointless. Most technology vendors acknowledge this fact, but for those that haven’t, maybe they will finally board the service train this year.
Only users who have a paid subscription or are part of a corporate subscription are able to print or copy content.
To access these options, along with all other subscription benefits, please contact info@waterstechnology.com or view our subscription options here: http://subscriptions.waterstechnology.com/subscribe
You are currently unable to print this content. Please contact info@waterstechnology.com to find out more.
You are currently unable to copy this content. Please contact info@waterstechnology.com to find out more.
Copyright Infopro Digital Limited. All rights reserved.
You may share this content using our article tools. Printing this content is for the sole use of the Authorised User (named subscriber), as outlined in our terms and conditions - https://www.infopro-insight.com/terms-conditions/insight-subscriptions/
If you would like to purchase additional rights please email info@waterstechnology.com
Copyright Infopro Digital Limited. All rights reserved.
You may share this content using our article tools. Copying this content is for the sole use of the Authorised User (named subscriber), as outlined in our terms and conditions - https://www.infopro-insight.com/terms-conditions/insight-subscriptions/
If you would like to purchase additional rights please email info@waterstechnology.com
More on Trading Tech
This Week: BBH, AllianceBernstein add data solutions, Deutsche Börse-Nodal Exchange, and more
A summary of some of the latest financial technology news.
Consortium backs BGC’s effort to challenge CME
Banks and market makers—including BofA, Citi, Goldman, Jump and Tower—will have a 26% stake in FMX.
Symphony boosts Cloud9 voice offerings with AI
The messaging and collaboration platform builds on Cloud9’s capabilities as it embraces the AI wave in what CEO Brad Levy calls “incremental” steps.
Can exchanges leverage new tech to claw back ETF share from RFQ platforms?
Systematic trading strategies and proliferating data are bringing efficiency to an otherwise-fragmented European ETF market.
Nasdaq reshuffles tech divisions post-Adenza
Adenza is now fully integrated into the exchange operator’s ecosystem, bringing opportunities for new business and a fresh perspective on how fintech fits into its strategy.
Liquidnet sees electronic future for gray bond trading
TP Icap’s gray market bond trading unit has more than doubled transactions in the first quarter of 2024.
This Week: HKEx's new derivatives platform; GoldenSource; Quonian-SimCorp, and more
A summary of some of the latest financial technology news.
Chris Edmonds takes the reins at ICE Fixed Income and Data Services
Edmonds is now leading ICE’s fixed income and data business as the rush to provide better data and analytics in fixed income builds.
Most read
- Chris Edmonds takes the reins at ICE Fixed Income and Data Services
- Deutsche Börse democratizes data with Marketplace offering
- Nasdaq reshuffles tech divisions post-Adenza