Capital markets technology to drive growth
High-quality, personalised service without the admin burden
Insights
Over the course of the year so far, we’ve seen hopeful signals for the capital markets industry, including for sales and trading teams. Activity is increasing across the board, and while this is a very welcome change after the challenging period we’ve seen since the pandemic, teams are still leaner than they used to be. The result? More accounts and more contacts managed per firm. The most recent edition of the Singletrack Quarterly Benchmark Report revealed a 35% year-on-year increase in accounts managed per firm, to the highest level recorded since the report began.
On top of that, sales and trading teams are dealing with a market that continues to evolve rapidly. New technology and generational change is also reshaping customer demands. Firms need to ensure they’re set up for flexibility and agility so they can change as quickly as the world around them does.
Standing out from the competition is more important than ever. Here’s where to focus attention and resources to ensure ongoing success.
The challenge
Teams have shrunk, but expectations have only grown. And these expectations come not just from within the business, but also from the clients it serves and the demands of a rapidly-changing market environment. Managers are under pressure: they need to adapt to changing client expectations and achieve growth while looking after more and more contacts.
Delivering highly-personalised service will be essential to win and maintain business. Increased competition is driving this trend towards bespoke servicing. To protect the client base, sell side providers must render themselves indispensable and give their clients a level and type of service they can’t obtain elsewhere.
New opportunities are on the horizon, so firms need to be ready. But how can they address the huge challenge of doing more lean teams?
More time to do what’s valuable
The table below details some of the key areas where professionals can leverage technology to drive growth.
| Use case | Solutions | Outcome |
| Prospecting for new clients | Matching technology to identify firms which are similar to existing profitable clients using firm and consumption characteristics | Profitably expand account base |
| Identifying trading signals and natural liquidity | Proactive identification of firms consuming historic research and engaging on specific topics | Identify and engage buyers faster |
| Increase the number of monetisable interactions | Automated interaction capture and submission across all channels | Capture more interactions while drastically reducing admin time |
| Service more clients | Automated ad-hoc research email based on interests | Rapidly expand client coverage while keeping admin time down |
| Improve roadshow participation and feedback | Data-driven target list creation based on engagement and consumption | Cut down on manual effort of creating events and roadshows |
| Client segmentation and behaviour tracking | Guided next actions for key individuals across at-risk and opportunity firms | Boost engagement with personalised service without all the manual tasks |
| Deliver targeted research | Email personalisation and suggested content | Target research distributions to improve engagement |
| Answer client questions on specific investment opportunities | Generative AI tools across research content that understand capital markets language | Answer client questions faster |
| Originate new banking deals | Combining internal interaction data with third party ownership data to quickly identify investment opportunities | Originate more deals |
| Project/deal status reporting for corporate clients | Automated tearsheets | Product tearsheets without extra manual effort |
How to get started with a data-driven approach
Firms don’t need to go it alone. The right technology partner can help address the three most pressing issues advisory firms face right now: delivering operational efficiency to perform at a high level with restricted resources, keeping up with fast-paced technological upheaval from innovations like generative AI and delivering highly-personalised service to clients.
Here’s what to look for
- AI innovations which combine fast update of new technology with a deep focus on use cases
- A unified user experience across the tools your people need which can adapt to match existing workflows
- Rich, reliable, detailed measurement tools so you can track performance and spot opportunity signals early
- A focus on revenue drivers to guide workflow improvements, ensuring that time and effort are spent on things that really matter
- Proven ability to deliver solutions that are adopted and drive business outcomes
Singletrack provides a set of AI-backed, mission-critical tools and analytics that help investment professionals to drive revenue growth and improve productivity to meet the challenges of today’s market. To learn more about how we can help, get in touch now.
Published: 11/07/2025