How To Migrate Data Into Fund Management Software

I remember the first time I heard the now ubiquitous term ‘big data’ – it was 2009 and Bryce Roberts (@bryce) of OATV was explaining to me why OATV had invested in what is still today one of my favorite companies: TripIt.

In short the investment thesis was actually around data exhaust–massive data sets that were being generated (or could be generated) but were being stored in ridiculous formats or not even being consumed.

In the case of TripIt, the exhaust came in the form of email confirmations from travel companies. We’ve all done it–you book a flight and a hotel for your upcoming trip, the airline and the hotel each send you an email confirmation, which you print off, and you’re on your way. But think of all the interesting data that the process generates and all of the interesting things that data could tell us!

Why should you still be reading this? Here’s my point: Think of all of the interesting data exhaust you and your organization generate.

Whether it’s in the form of hard copy term sheets, financial statements, capital account statements, and partnership agreements, or it’s buried in excel workbooks and other electronic formats, most of it is not telling you anything because it’s not organized in a format that’s usable!

What does big data mean?

Big data is about putting the data together to tell a story and predict patterns, and though we’re talking about a much smaller scale than ‘big data,’ there are plenty of stories for you to tell and plenty of trends to identify.

What good is having all the liquidation preferences for each of the deals you’ve looked at over the last 15 years if you’re not using it correctly?

Big data as a differentiator

What if that data was instead stored in data sets that you could use to cross-reference those deal terms with the valuations of each of those companies and then looked only at Silicon Valley-based companies that were pre-revenue?

That’s a pretty interesting data set that would, on one hand, make your LPs think you’re really smart when you share it with them at your annual meeting and on another serve as interesting identifiers of certain trends that help you make better investment decisions.

In my prior life in private equity, I was fascinated with data. That was taken to another level when the firm I worked for implemented AIM private capital software because the data we historically produced as the exhaust was transformed into workable, structured data sets that told us things we never knew about our portfolio and the investment opportunities we evaluated.

Migrate Data with Altvia

If you’re interested in learning more about AIM private capital software, request a demo and see how our tools can help you manage your data.

A traditional crm was built for general ‘customer’ scenarios

Software platforms have made the world a better place by making work a better place. Indeed the world is better off when people enjoy their jobs even marginally more, and workplace applications on big CRM platforms like have done that and much more.

But the potential that platforms like these offer presents diminishing returns: once the platform provider has engineered too many industry specific components into its platform, its usefulness for other industries begins to be threatened, and with that so do the usefulness of the component tools built into the platform.

So it is with the CRM category that has defined: it is generic enough to work for many industries, and yet still offers the potential for others to round off the edges and nail more vertically-oriented and extremely tailored software solutions.

Private capital markets are actually a great demonstration of this dynamic. Where generic CRM platforms simplify — appropriately so — to assume there’s a business, a customer, a sale, and service of that customer, there are a few industry-specific pieces that are missing.

Take for example, that investors become customers by investing through legal entities the GP raises. It’s a subtle but important nuance that just doesn’t make sense at a platform-as-a-service level (because it’s overly complicated for a simple one-time sale that many industries require), but which can easily be added without 10 years or software engineering. Once provided, the rest of the platform’s components become tremendously powerful again and you’re set to take over the world.

As a traditional CRM in our pillars methodology, these nuances must be present to properly account for investors in these legal entities, potential target companies and which are owned by these entities, the context of all interactions with these parties (as well as the appropriate overlap, ie co-investments), and how you’re arriving at finding these opportunities on both sides of the equation, such that you’re able to piece together what’s effective and what’s not. Not just because we say so, but because these are the very relationships and data that are key to the motivation behind a CRM in any industry.

It’s critical, too, that the valuable publicly-available information that helps to enrich CRM systems and save users painful steps of entering it themselves is fully-integrated at the platform level.

Again, look no further than the 3,000+ pre-built integrations that — the creator of the CRM platform concept — has at a platform level to do so, and which only exists by way of holding just short of overly-specifying certain industry workflows that would present challenges to properly integrate.

Stakeholder reporting and communication (investor relations) draws on a range of datasets

The traditional “customer service” model of CRM systems once again makes overly-simplified assumptions about the customer relationship when applied to private capital markets.

In fifteen years I personally have yet to hear the terms “warranty” or “service call” in this market because it’s just not the same. But make no mistake, as uncomfortable as it may be to say aloud, customer service is more important now than ever and it’s constantly happening; the industry is, after all, considered to be a financial “service”.

As it turns out, that service is primarily information-based — it’s driven by data and takes the form of reports and analysis that drive decisions, and then end up again in investor-facing reports and analysis.

The foundational elements of a private capital markets CRM must be built such that they accommodate this data (like we discussed above), but so too that it can accommodate additional supporting data that investors (customers!) need in the context of service.

Oftentimes this supporting data — financial metrics and time-based values, for example — is believed not to meet the traditional definition of CRM and the natural thought is “well, better do this in Excel!”.

While I happen to believe Excel is still the greatest software application ever built, its introduction to this value chain we’ve discussed herein actually creates the problem many firms suffer from: key data needed to provide customer service (again: effectively the entirety of a firm’s reports and analysis) is now in disparate systems and detached.

Both of those dynamics are important and distinct: not only is this supplemental data disparate, but when brought together there is no logical association that can be made between the two data sets.

Allow me, then, to make the point very simply: not only can this financial and time-based value data (you may be thinking about is as “portfolio monitoring” or “accounting”) be a part of a CRM, it is arguably the most important part of a CRM because it’s at the core of what providing service to the customer entails — information that comes out of data!

Firms need a digital method to engage stakeholders (ie investor portals)

Investor portals are not new; in fact, for many of us — including myself — they conjure up horrifying nightmares in which we’re aimlessly guessing at folders to find the newest document we need.

So in lies the opportunity: not only have the portals we’ve come to hate not simplified the process of acquiring information, they’ve failed to create an entirely new experience that is “customer service” driven.

To be fair, this is not a B2C market where you’d be long out of business for not having focused on customer service and thus the customer’s technology-driven experience. But don’t expect to be around too much longer if you aren’t thinking about this shift.

Today’s institutional investors increasingly expect this same consumer-like experience, and a massive opportunity is being missed by not providing it. It’s not about providing them the experience they desire; it’s more about the ability to measure engagement that is had in return.

Put simply: what’s keeping the market from providing this experience is the availability of the information that’s required to create the service that provides the experience.

If you’ve hung in this long, you know that by focusing on your CRM, you have the data that’s required to manage the customer relationship and the technology-driven experience through which that information is shared to create a differentiated and opportunistic customer experience.

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