Equity Calendar Suite allows Sales force to Leverage the Net. An Equity Sales force is driven by events and scheduling. Therefore, it is very important that they have the most current information for their clients at their fingertips. A calendar is one of the most basic forms of organizing events and schedules. Calendars not only tell you when and what, but now, with the advent of internet technologies, they can also tell you where, who, why and how and link you to a other important information as well. The internet has transformed calendars into three dimensional communication interfaces. HTML linking makes it possible to "drill down" to see the information behind the days and dates. In addition, you can use a calendar as an interface to other applications, information or web sites. Internet based calendars are posed to become the graphical user interface of the millennium.
One example of how this is currently being done is the Equity Calendar Suite used by Equity Sales, the Syndicate Desk and Research at a major investment bank. The Equity Calendar Suite is a set of four calendar applications helping to provide a seamless communications interface, replacing static paper and leveraging the desktop technology. Let's consider how the "golden circle" of Equity Sales, Research and the Syndicate desk conducts its business.
When an investment bank completes its due diligence on an IPO, it runs a series of Road Shows to showcase the company and its management. The Road Shows are conducted as group functions (breakfast, lunch or dinner) or one-on-ones (meetings with the company's management). The investment bank wants to be certain that it sells all the company's securities, so it will offer the one-on-one meetings to the most appropriate clients. As a result, sales people compete for the one-on-one meetings for their favorite clients. The syndication desk and sales management have the final approval as to which clients get the meetings.
The syndicate desk puts together a deal book. This paper document (many pages in length) contains all the scheduled events (group functions and one-on-ones) and the travel logistics for each city. A road show schedule (also paper based) is created and distributed to all sales people so they can call their clients and sign them up for the events. The deal book and road show schedule changes several times during this process and can change multiple times within a day. Each time there is a change the entire sales force must be notified and a new road show schedule must be produced and distributed. Sales people become very frustrated because they must contact their client to reschedule. Additional frustration occurs because the meeting confirmation process can take several days. Sales people must constantly check with the syndicate desk for status of their meeting request. Bear in mind that there can be several deals going on at the same time. Therefore, changes in deal books and road show schedules and approval request status can be difficult to coordinate.