Apparently the folks at American Express Financial Advisors (www. americanexpress.com/advisors) have some lofty goals. They're deploying the Trilogy Distributor Management System (www.trilogy.com) to a network of 10,000 advisors to increase the flexibility of their distributor relationships.
American Express Financial Advisors selected Trilogy DMS to power its flexible compensation models for the agent network, and has implemented the first phase for structure changes and to support distribution channel growth. Accenture (www.accenture.com) helped Trilogy deploy the solution. (For more on Accenture and Trilogy, see the Editor's Note, page 4.)
The big picture includes implementing variable compensation and business process models that support competitive pay, retain and motivate the sales forces, and are easily understood. The browser-based app's features include rapid addition of new distribution channels, enhancement and development cost reduction, and distributor cash flow tracking.
"The ability to implement flexible, industry standard compensation programs is an important step in helping financial services organizations increase the value derived from their distribution channels," said Marc Surplus, vice president of financial services at Trilogy.
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