CRM Selection in Wealth Management: Beyond the Build-vs-Buy Decision 2026

The CRM decision in wealth management has evolved beyond simple build-vs-buy considerations. Today’s firms face three distinct paths: generic platforms requiring extensive customization, niche wealth management solutions, and purpose-built solutions that bridge both approaches.

This white paper introduces a three-phase implementation framework: Foundation, Automation, Integration; addressing the rollout challenges causing most CRM failures. It identifies three mission-critical workflows where CRMs create measurable business value: client review preparation and execution, new client onboarding, and activity tracking with follow-up management. The framework positions unified data architecture as the strategic foundation enabling both current operational benefits and future AI capabilities, with 60% of wealth firms planning AI investments for client engagement.

CRM success depends less on platform selection than on data architecture decisions, phased implementation discipline, and change management effectiveness. Firms that prioritize unified data models and iterative deployment achieve operational efficiency today while positioning themselves for AI-enabled capabilities tomorrow.

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