Pictet : Reshaping Sales Effectiveness in Asset Management
Pictet is an independent Swiss investment group that provides wealth management and asset management services to high-net-worth individuals, families and institutional investors worldwide. Headquartered in Geneva, the firm manages close to £640 billion in assets, making it one of the largest asset managers in Europe.
Within the organisation, Pictet Asset Management works with institutional clients and distribution partners across global markets, helping investors access a broad range of investment strategies.
Relationship managers within asset management firms spend their careers building trust with investors. The problem is that most of the insights they obtain never make it into the systems designed to support them. It stays in notebooks, email threads and in people’s minds. When people move on, the knowledge and insight goes with them.
As sales and distribution organisations become more global and coverage expands, maintaining a clear and accurate view of clients, whilst maintaining a white glove experience every time becomes more difficult.
This is where AI is beginning to change how sales teams operate. We’re working with Pictet Asset Management to support their global sales teams and help them operate more effectively, whilst adhering to regional regulatory protocols with Salesforce’s Agentforce.
From conversations to structured insight
In asset management, conversation is one of the most valuable sources of information. Relationship managers spend their time engaging with investors, discussing strategies and understanding client priorities. But the insight generated through those conversations is not always captured in a structured way.
By introducing AI capabilities within Salesforce, Pictet is exploring new ways to ensure that key insights from client interactions can flow more easily into the systems that support the business. This creates a stronger foundation for understanding client interests and identifying opportunities across markets.
Supporting sales teams, not replacing them
AI in sales is often discussed in terms of automation, but the real opportunity is in supporting people. Many of the tasks surrounding client engagement are operational. Updating records, maintaining contact data and organising follow up activities all take time away from client conversations.
Through Agentforce, Ziipline is helping Pictet introduce AI agents that can assist with these activities within Salesforce. By supporting tasks such as maintaining client information and prompting follow up actions, agents help ensure that sales data remains accurate and up to date.
The goal is not to replace the role of the relationship manager, but to reduce the friction around the work they do every day.
Creating better visibility across the organisation
Another important shift is how client insight is shared across teams. Sales organisations generate large amounts of information through meetings, outreach and marketing activity. However, this insight can often remain fragmented across different business functions and enterprise platforms.
By structuring more of this information within Salesforce, organisations can gain a clearer and more consistent view of client relationships, engagement and emerging opportunities. For global sales teams, this visibility is increasingly important as firms look to collaborate across markets and deliver a more coordinated client experience.
As margins across the industry become more compressed, firms are also looking for ways to deliver a stronger client experience without increasing operational complexity and headcount. A clearer view of client activity allows teams across sales, marketing and client services to operate in a more cohesive way, ensuring that interactions feel connected rather than fragmented. When teams share the same understanding of the client, organisations are better positioned to deliver a seamless, end-to-end experience that reflects the high-touch, relationship-driven nature of asset management.
A new model for sales in asset management
What we are seeing at Pictet reflects a broader shift across the industry.
AI is not changing the fundamentals of sales in asset management. Relationships and trust remain at the core. What is evolving is the way technology can support and strengthen those relationships, allowing Relationship Managers to drive greater returns for clients.
Working with Pictet, Ziipline is helping shape how Agentforce is applied across the sales journey. From maintaining client data to supporting follow up after meetings, the focus is on embedding AI capabilities into the workflows that relationship managers already rely on. For more information on Pictet’s journey, visit the Salesforce website.