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BlackRock Sales

To drive sustainable growth through innovative distribution strategies that connect BlackRock's solutions with global clients, becoming the world's most trusted financial partner

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Align the strategy

BlackRock Sales SWOT Analysis

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To drive sustainable growth through innovative distribution strategies that connect BlackRock's solutions with global clients, becoming the world's most trusted financial partner

Strengths

  • TECHNOLOGY: Aladdin platform provides competitive edge in analytics
  • SCALE: $10T+ AUM creates unmatched market access and influence
  • BRAND: Consistent top rankings in client trust and recognition
  • PRODUCTS: Comprehensive portfolio spanning all asset classes
  • TALENT: Industry-leading expertise across investment disciplines

Weaknesses

  • FEES: Margin pressure from passive investment trend continues
  • INTEGRATION: Cross-selling between divisions remains suboptimal
  • COMPLEXITY: Product proliferation creates client confusion
  • ACQUISITION: Enterprise client acquisition cycle exceeds 18 months
  • AGILITY: Size hinders rapid adaptation to market shifts

Opportunities

  • ESG: Growing $50T+ sustainable investment market by 2025
  • PRIVATE: Expanding private markets offering for retail investors
  • DIGITAL: Enhancing digital distribution channels for broader reach
  • EMERGING: Capturing growth in developing market wealth creation
  • ALTERNATIVES: Meeting rising demand for uncorrelated returns

Threats

  • COMPETITION: Fee compression from Vanguard and fintech entrants
  • REGULATION: Increasing global scrutiny of asset management
  • VOLATILITY: Market instability impacting investor confidence
  • DISINTERMEDIATION: Direct indexing undermining ETF business
  • TALENT: Intensifying competition for specialized expertise

Key Priorities

  • ESG: Accelerate sustainable investment solutions development
  • DIGITAL: Transform client acquisition through digital channels
  • INTEGRATION: Optimize cross-selling between divisions
  • ALTERNATIVES: Expand private market access for all client segments
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Align the plan

BlackRock Sales OKR Plan

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To drive sustainable growth through innovative distribution strategies that connect BlackRock's solutions with global clients, becoming the world's most trusted financial partner

OWN SUSTAINABILITY

Become the definitive leader in sustainable investing

  • SOLUTIONS: Launch 5 new ESG-focused investment products with $10B+ combined AUM by Q3-end
  • DISTRIBUTION: Train 100% of client-facing teams on ESG solution positioning with 90% proficiency
  • MEASUREMENT: Implement proprietary ESG scoring system across 95% of investment products
  • ENGAGEMENT: Increase ESG-focused client interactions by 40% through targeted campaigns
DIGITIZE GROWTH

Transform client acquisition through digital excellence

  • PLATFORM: Launch next-gen digital client portal with personalized insights for top 500 clients
  • AUTOMATION: Reduce client onboarding time by 50% through AI-powered workflow automation
  • CONTENT: Generate 50K qualified leads through digital thought leadership campaign
  • ANALYTICS: Implement real-time sales intelligence dashboard with 90% adoption rate
UNIFY BLACKROCK

Break down silos to maximize client relationship value

  • TRAINING: Certify 100% of client teams on full product suite with quarterly assessments
  • INCENTIVES: Implement new compensation model rewarding multi-solution client relationships
  • MAPPING: Complete opportunity analysis for top 200 enterprise clients with executive sponsors
  • TECHNOLOGY: Deploy AI recommendation engine identifying cross-sell opportunities with 85% accuracy
DEMOCRATIZE PRIVATE

Make private markets accessible to all client segments

  • PRODUCTS: Launch 3 new retail-accessible private market vehicles with $5B combined AUM target
  • EDUCATION: Conduct 50 private markets workshops for wealth advisors with 90% satisfaction
  • TECHNOLOGY: Build digital simulation tool demonstrating private market allocation benefits
  • PARTNERSHIPS: Establish 10 new strategic distribution partnerships with wealth platforms
METRICS
  • ASSETS UNDER MANAGEMENT (AUM): $12.5T by year-end
  • NET NEW ASSETS (NNA): $600B annual inflow target
  • CLIENT RETENTION: 95% retention rate for top-tier institutional clients
VALUES
  • Client First: Every decision starts with the client's needs
  • Innovation: Pioneering new investment solutions and technologies
  • One BlackRock: Collaborative teamwork across all functions
  • Integrity: Upholding the highest ethical standards
  • Performance Excellence: Delivering consistent results that exceed expectations
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Align the learnings

BlackRock Sales Retrospective

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To drive sustainable growth through innovative distribution strategies that connect BlackRock's solutions with global clients, becoming the world's most trusted financial partner

What Went Well

  • INFLOWS: ETF business attracted $123B net new assets, up 18% YoY
  • TECHNOLOGY: Aladdin revenue grew 15%, now represents 8% of total
  • ALTERNATIVES: Private equity platform AUM reached $120B milestone
  • ESG: Sustainable investment products captured $34B in new inflows

Not So Well

  • MARGINS: Fee compression continued with 4 bps decline in average fee
  • ACTIVE: Active equity strategies underperformed benchmarks by 2.1%
  • DISTRIBUTION: EMEA regional client acquisition fell 12% below target
  • RETENTION: Institutional client retention rate declined to 91% vs 94%

Learnings

  • DIGITAL: Digital engagement correlates with 3x higher cross-selling
  • TRAINING: Sales teams with AI training outperform peers by 23%
  • SEGMENTATION: Mid-market segment shows highest growth opportunity
  • CONTENT: Educational content drives 4x higher qualified lead generation

Action Items

  • PRICING: Implement value-based pricing model for advisory services
  • ENABLEMENT: Deploy AI-powered sales coaching platform by Q3
  • PROCESS: Streamline enterprise client onboarding from 45 to 25 days
  • DATA: Consolidate client data into unified dashboard for all teams
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Drive AI transformation

BlackRock Sales AI Strategy SWOT Analysis

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To drive sustainable growth through innovative distribution strategies that connect BlackRock's solutions with global clients, becoming the world's most trusted financial partner

Strengths

  • ANALYTICS: Advanced AI capabilities within Aladdin platform
  • DATA: Unparalleled financial data infrastructure and quality
  • TALENT: Leading data science and AI engineering capabilities
  • RESOURCES: Significant financial capacity for AI investment
  • ADOPTION: Strong internal culture of technology utilization

Weaknesses

  • LEGACY: Integration challenges with traditional systems
  • SILOS: Data fragmentation across business units limits insights
  • SPEED: Lengthy compliance review cycle for AI implementations
  • TALENT: Difficulty attracting specialized AI expertise vs tech firms
  • GOVERNANCE: Inconsistent approach to AI ethics across solutions

Opportunities

  • PERSONALIZATION: Hyper-personalized portfolio recommendations
  • EFFICIENCY: Automating 40% of client onboarding workflows
  • INSIGHTS: Predictive analytics for market movement anticipation
  • RISK: Enhanced risk detection through pattern recognition
  • SERVICE: AI-powered 24/7 client relationship management

Threats

  • COMPETITION: Fintech firms deploying AI more rapidly
  • REGULATION: Potential restrictions on AI use in financial services
  • SECURITY: Sophisticated AI-powered cyber threats emerging
  • TALENT: Tech giants offering premium compensation for AI experts
  • BIAS: Reputational risk from unintended algorithm bias

Key Priorities

  • PERSONALIZATION: Develop AI-driven client experience platform
  • INTEGRATION: Create unified data ecosystem across divisions
  • AUTOMATION: Accelerate client acquisition through AI workflows
  • TALENT: Strategic acquisition of specialized AI capabilities