Who are Kyloe's Clients?
“Chances are you see your organization in our data.”
We are often asked who are Kyloe’s clients. So we decided to dig into the data. Some of the key things we looked at were AUM, Channels and Products, legacy CRMs our clients migrated from, and how long they’ve been on Kyloe .
There are plenty of other interesting dimensions like data sources, third-party apps and integrations. But we’ll save most of that for another day.*
Here we’ll focus on our client profile. First some headlines before we dive into details.
AUM – Our clients range from $3B to $950B in AUM with a relatively even distribution across firm sizes.
Legacy CRMs – our clients migrate from a combination of niche industry solutions and industry platforms. Interestingly the single most common platform our clients migrate from are custom implementations of Salesforce (28%)
Channels – Our clients manage relationships with Institutional Investors, Consultants, Wirehouses, Independent and Regional Broker Dealers, RIA, Banks, and High-net worth individuals.
Products – Our clients are managing investments in SMA, UMAs, Mutual Funds, ETFs, UCITs, CITs, Private Funds and BDCs.
Client Tenure – Kyloe has had steady client growth since our launch with zero attrition.
Now let’s dig a little deeper.
AUM
Kyloe clients range in size from $3B to $950B AUM. And it’s a relatively even distribution when grouping by AUM.
“Kyloe’s clients are getting a long-term partnership that continues to bring industry perspective, functional enhancements and enablement.”
What we can see in the data is Kyloe works for firms large and small. Kyloe is not an enterprise solution that has been pared down for smaller firms. And it’s not a small-firm solution being stretched to accommodate enterprise clients. Rather, Kyloe is an enterprise-ready solution that we can deliver to clients of all sizes because we can achieve economies of scale.
Larger clients choose us because they get deep, industry-specific capabilities without having to build them from scratch. And they aren’t compromising the ability to configure to their unique requirements. They can build on the Kyloe foundation and redirect their resources to higher-value activities. And very importantly, they aren’t looking at whiteboards for months. They are seeing the end-product from the start of the project. So, they are avoiding risks that the final solution doesn’t meet the business vision.
Smaller managers are getting access to capabilities that would simply be out of reach in a custom build. They are getting a solution that has been shaped from the input of more than 70 asset managers. And they are getting it with minimal disruption to the business and technology stakeholders.
Regardless of size, Kyloe’s clients are getting a long-term partnership that continues to bring industry perspective, functional enhancements and enablement that reduces the on-going maintenance and support.
Legacy CRM
This one was surprising to us when we looked at the data. We knew we were bringing many clients from niche-industry solutions (often end-of-life). We knew we were helping plenty of firms move off Microsoft. What surprised us was that the single most common platform our clients were moving from was Salesforce itself.
For nearly 30% of Kyloe clients, choosing Kyloe isn't their first Salesforce decision, it's their second. They are moving to Kyloe from an existing Salesforce implementation, choosing to replace a custom-built CRM with a modern, purpose-built model for Asset Management.
What we love about this bucket in particular is that many of them were actually clients of the company we launched before Kyloe. Over the last 22 years in the Salesforce ecosystem, we’ve been fortunate to work on a lot of great projects and build many lasting relationships. But there’s something especially rewarding about clients choosing to work with us again.
“For nearly 30% of Kyloe clients, choosing Kyloe isn’t their first Salesforce decision, it’s their second. ”
So why are existing Salesforce clients choosing Kyloe? Perhaps they are expanding into a new channel or product lines. Perhaps they are rolling up multiple CRMs following acquisitions. Perhaps they have too much technology debt. There are a lot of variables which are going to be covered in another post. But they do all share some things in common: they are all looking to modernize, they see the depth of functionality Kyloe delivers, and they realize the benefit of the ongoing subscription model which gives them leverage to direct their resources more effectively.
Distribution Channels & Products
The vast majority of our clients have a mix of Institutional and Intermediary distribution. Some are evenly balanced. Some are more heavily skewed to one or the other.
Kyloe is a multi-channel solution designed to support the distinct engagement models of high-volume, low-touch Intermediary Distribution and high-touch relationship management demanded by Institutional investors.
Many of our clients have moved to Kyloe as they were increasing focus or entering into a new channel and found their legacy CRM could not support their emerging needs. Clients who historically managed deep institutional relationships realized their system could not scale to support high-volume intermediary sales.
Our clients offer a broad suite of investment strategies and vehicles including traditional SMAs, Mutual Funds, UCITS and Private Funds. Many are also launching newer vehicles, such as ETFs and BDCs, which often require them to reach new types of investors and adapt how they distribute their products. Kyloe supports that evolution by enabling more effective engagement across a broader investor base.
Client Tenure
Kyloe’s client base has grown steadily since our launch in 2020. 61% of Kyloe’s clients have been on Kyloe for 2+ years. 33% have been on Kyloe for more than 4 years.
“ Kyloe a product continually shaped by, and built for all of our clients.”
We have zero client attrition. We work hard to make sure we’re continuing to deliver value to our clients. In addition to ongoing product upgrades, we have a formal Client Success Model where we meet regularly with our clients to share latest industry insights, product updates, and hear from our clients where they are going and we work together to help understand how our product can best support them. Our clients are the most meaningful input into our product roadmap.
Earlier this year we had over a dozen clients together in New York to share best practices, experiences with 3rd party data sources, tips on managing their relationship with Salesforce, and whatever else came to mind. One of the things we value most about our clients is the willingness to share and learn from one another. We all benefit from incorporating the perspectives and experiences of others. That’s true for Kyloe too. Kyloe isn’t a product built for one client and then deployed to everyone else; Kyloe a product continually shaped by, and built for all of our clients.
Sound Familiar?
If you’ve made it this far, chances are you see your organization in our data. If you want to learn more about how your peers are using Kyloe, drop us a line. After a 30-minute intro call, you should have a pretty good sense of whether Kyloe could be a fit for your organization.
*More on those common data sources and 3rd party apps.
If you can name it, our clients have integrated it: Broadridge, SS&C, SalesPage / Synfinii, Dakota, Fintrx, Geneva, APX, Aladdin, eVestment, Preqin, various fund admins and broker dealer data packs. The same is true for common complementary technologies like Seismic, Dasseti, RFPIO, Qvidian, Hubspot, PowerBI, Concur, Cvent and the list goes on. We may always draw Kyloe in the center of the picture, but Kyloe is always part of an integrated solution architecture.
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