Pivotal CRM - Capital Markets-Equity Financing by PivotalCRM

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Pivotal CRM for Capital Markets is a complete, end-to-end client relationship management (CRM) tool that offers exceptional functionality tailored to the needs of both the investment banking and institutional sales, trading, and research divisions of capital markets firms. On the investment banking side of the business, Pivotal CRM for Capital Markets helps enhance collaboration, build and leverage relationships, and develop deeper insight into deals, contacts, and revenue forecasting. Pivotal CRM for Capital Markets provides tailored support for equity financing deals, from initial opportunity identification through post-deal analysis.

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									                                                 Pivotal CRM for Capital Markets

                                                 Equity Financing Deal Support
                                                 Drive equity financing deals forward efficiently and consistently, while




                                                                                                                                                             d e a l
                                                 ensuring meticulous compliance with regulations and best practices

Pivotal CRM for Capital Markets systematizes,    equity financing deals such as IpOs and stock reissues account for a




                                                                                                                                                             s t e p s
tracks, and enhances each stage of the equity
financing deal process.
                                                 sizeable portion of most investment banks’ business, but surprisingly
                                                 often, the steps that surround winning and executing on the deal are
•	 Create a single central record for deal
   management and record-keeping
                                                 inefficient and poorly coordinated. this creates a more labor-intensive
                                                 and time-consuming process than needed and ultimately reduces a
•	 Leverage relationships by performing
   “who knows whom” searches                     firm’s deal capacity. Coordination and communication among the many
                                                 parties involved in equity financing deals is paramount, as is the ability
•	 Institutionalize best practices, ensuring
   consistency and thoroughness                  for senior management to easily monitor deal progress and forecast
•	 Improve revenue forecasting by making
                                                 revenues. enter pivotal CRM for Capital Markets, a client relationship
   it easy for management to monitor deal        management solution designed specifically to address the needs of
   progress and details                          investment banks.
•	 Enhance collaboration by keeping
                                                 Pivotal CRM for Capital Markets is a complete, end-to-end client relationship management (CRM)
   coverage group members informed and
                                                 tool that offers exceptional functionality tailored to the needs of both the investment banking and
   clearly assigning tasks at each stage
                                                 institutional sales, trading, and research divisions of capital markets firms. On the investment
•	 Improve efficiencies by eliminating           banking side of the business, Pivotal CRM for Capital Markets helps enhance collaboration,
   duplication of effort, information hunting,   build and leverage relationships, and develop deeper insight into deals, contacts, and revenue
   and wasted resources                          forecasting. Its specialized capabilities include powerful data collection, aggregation, and querying
                                                 features and workflow tools that help streamline, document, and coordinate the many parties and
•	 Identify best revenue sources by
                                                 steps involved in the specific activities of investment bankers, including M&As, equity financing,
   recording and analyzing deal information
                                                 private placements, and more.
•	 Manage risk and minimize conflicts by
   recording and storing all communications,     Pivotal CRM for Capital Markets provides tailored support for equity financing deals, from initial
   documents, and activities                     opportunity identification through post-deal analysis.

To learn more about Pivotal CRM for Capital      Win the Client Mandate
Markets and how it can address your firm’s       Don’t let deal opportunities pass you by. Centralize and systematize the management of deal
unique needs, call +1 877-748-6825.              leads by entering them into the CRM system as leads to pursue and implementing an action plan
                                                 to win the client mandate. Pivotal CRM for Capital Markets lets you easily query a rich unified
                                                 database of client and contact information to identify relationships between your firm and the
                                                 potential client that can help you get your foot in the door. Similarly, when developing the pitch,
                                                 you can use Pivotal CRM for Capital Markets to quickly and easily pull together highly relevant
                                                 details about comparable past deals. The system’s integration with Microsoft® SharePoint®
                                                 enables you to easily maintain a library of past deal documents right there within the CRM
                                                 system. Win mandates from clients with less effort, while delivering a more targeted and
                                                 personalized experience.

                                                 Collaborate for success
                                                 Use Pivotal CRM for Capital Markets to assign your deal coverage team and get them working
                                                 collaboratively right from the start. Track every deal-related detail and communication in the
                                                 system, creating a centralized resource that keeps everyone in the loop and working toward a
                                                 common goal. Set appropriate data-access permissions to protect sensitive deal data, while
                                                 giving every team member the access they need to do their job effectively. By using Pivotal CRM,
                                                 you can eliminate inefficiencies caused by miscommunication, duplication of effort, and difficulty
                                                 hunting down needed information. You can even use the system to assign tasks to different
                                                 parties within the group at each stage, moving the deal forward smoothly. Whether the investment
                                                 bank is working the deal alone or as part of a syndicate, using Pivotal CRM will help improve
                                                 communication and collaboration to ultimately increase productivity.

                                                 systematize due diligence and document preparation
                                                 Due diligence is a critical step in equity financing deals. With Pivotal CRM for Capital Markets’
                                                 flexible deal workflows, you can standardize the steps that go into performing due diligence, such
                                                 as the auditing of company financials and the examination of the management team, requiring
                                                 each one to be checked off before moving to the next stage. As preliminary decisions are made


                                                                                                                              Pivotal CRM | Solution Sheet
around timing and amount to be raised, record them centrally within the system and register all
changes as the deal progresses. Pivotal CRM for Capital Markets comes pre-equipped with the
specific fields you need to track equity financing deals, such as IPO target dates, initial number of
shares, and commission. Use timing projections to better forecast revenues and more effectively
manage team resources.

As with due diligence, the steps involved in preparing required regulatory documents can be
time-consuming if they are not centrally coordinated. Use the rich information and past documents
stored within the CRM system to more easily pull together items such as the preliminary prospectus
and S-1 Registration Statement. Check off required steps before proceeding to deal marketing.

Market the deal
Building the pitchbook and scheduling the road show can be the most time- and resource-
intensive parts of an equity financing deal. Pivotal CRM for Capital Markets is designed to
help make these steps more smooth and efficient. Users can easily mine the deal record, the
prospectus, and documents from past deals—all within the CRM system—to pull together the
information they need to build out a compelling pitchbook. They can then use Pivotal CRM to
coordinate the many fine details, generating and storing within the system a comprehensive list
of the events, locations, and parties involved in the road show. Using Pivotal CRM for Capital
Markets, they can pull up static lists of potential investors to invite or run dynamic queries to
generate new ones, then generate event invitations and send them out directly through the CRM
system. As the road show progresses, Pivotal CRM can be used to track attendees and record
comments and interest, as well as all of the logistical details and participants—critical in
a setting where sensitive information is being exchanged.

sell the deal
Once SEC clearance is obtained, the firm can complete the registration statement, determine the
price range, and file the final deal prospectus. Pivotal CRM for Capital Markets enables you to
track these details and the completion of each step, along with associated documents, in the deal
record. When it’s time for sales staff to start marketing the deal, easy access to deal information
in the CRM system helps them get up to speed quickly. In addition, Pivotal CRM can be used to
store and pull up lists of potential investors to target. All communications with investors can be
stored and tracked within the system for record-keeping, along with comments. As the team builds
the book, relevant details and documents can be added to the deal record.

Close and service the deal
As final price and allocations are determined, you can record all of the final deal information in
Pivotal CRM for Capital Markets—or integrate Pivotal CRM with your allocation system to automate
the process and minimize data entry. Similarly, completion of deal closure and service steps—
such as the receipt of the securities by the underwriter, the sending of proceeds to the issuer, and
the generation of the trade file, settlement letters, and 2790 letters—can be tracked in the
CRM workflow, ensuring all steps proceed in a coordinated sequence and allowing tasks to
be assigned accordingly.

Gain Insight through post-deal analysis
By managing and tracking all deal details in a centralized record in Pivotal CRM for Capital
Markets, investment banks emerge from each deal with a rich, holistic resource for post-deal
analysis, both for providing clients with useful information and for gaining valuable strategic
insight for the bank itself. Analysis of investor profiles, such as the percentage of individual versus
institutional investors, can be recorded in the system. Similarly, information stored in the system
can be used to analyze fees and forecast revenues; investment banks can use this data to gain
insight into their strongest revenue sources. On a per-deal basis, this can help the firm gain
valuable take-aways that can be used in future pitching and pricing activities; on a cumulative
basis, it can help the firm gain deep insight into trends and sources of profitability that can be
used in formulating the investment bank’s overall strategies and procedures.

differentiate Your processes
Pivotal CRM for Capital Markets is informed by a deep understanding of how investment banks
operate, down to the level of standard deal steps for equity financing, M&A, and other common
deal types. Out of the box, it offers common investment banking data models and workflows,
as well as valuable features such as Capital IQ data integration. But even more importantly, its
data-driven design offers the flexibility to easily and cost-effectively configure the system to model
your firm’s specific needs and processes, ensuring that you never have to compromise your way
of doing business to fit the technology. Use Pivotal CRM for Capital Markets to standardize your
equity financing deal procedures the way you want them, embedding them in the system to ensure
consistency and diligence and minimize risk—thereby solidifying your competitive advantage.


                                                                              Pivotal CRM | Solution Sheet
                                                                Equity Financing Deal Steps


         Win               Due            Regulatory                       Road             Final          Book                          Deal Closure      Post-Deal
                                                         Pitchbook                                                        Allocation
        Mandate         Diligence         Documents                        Show          Prospectus       Building                       & Servicing       Analysis




                                                             Pivotal CRM for Capital Markets


                                                                               Competitive                Deal                   Team                    Deal
          Deal Data                 Client Data         Buyer Data
                                                                               Intelligence            Documents              Assignments               Workflow




                         Pivotal CRM Database                                                                             Capital IQ

           Pivotal CRM for Capital Markets systematizes, tracks, and enhances each stage of the equity financing deal process




take the pivotal step with pivotal® CRM for Capital Markets
To learn more about how Pivotal CRM for Capital Markets can address your unique needs, call +1 877-PIVOTAL (+1 877-748-6825)
or visit us at www.pivotal.com/financialservices.
Copyright © CDC Software 2008. All rights reserved. The CDC Software logo and Pivotal CRM logo are registered trademarks and/or trademarks of CDC Software.

								
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