Business model of SS&C Technologies

Customer Segments

SS&C has a niche market business model, with a specialized customer segment. The company targets its offerings at vertical markets in the financial services sector, including banks, insurance companies, brokerage firms, investment management firms, registered investment advisors, wealth managers, and alternative investment funds. In 2015, its top 10 clients accounted for 14% of total revenues.

Value Proposition

SS&C offers two primary value propositions: accessibility and brand/status.

The company offers accessibility through the diversity of its offerings. Since 1995, it has acquired 43 organizations with products and services in complementary markets. These acquisitions enabled it to add numerous capabilities to its portfolio; examples include Citi Hedge Fund Services, Prime Management Limited (enabling entry into the Insurance Linked Securities Administration Market), and DST Global Solutions (enabling expansion of its investment management software and services).

The company has established a strong brand as a result of its success. It offers more than 90 products and services to over 10,000 clients, and operates from 73 offices. It has also won many honors, including an HFM Award for Best Administrator – Technology (2016), a CTA Intelligence Award for Best Client Service (2016), a Waters Rankings Award for Best Accounting System Provider (2015), and recognition by Forbes as one of the “Most Innovative Growth Companies” (2015).

Channels

SS&C’s main channel is its direct sales team, located in numerous offices worldwide. It also uses telemarketing employees to enhance sales of its real estate property management offerings, and collaborates with alliance partners that sell its software services to banking clients.

The company promotes its solutions through its website, product-focused webinars, e-marketing campaigns, eBriefings mailed to prospective customers, participation in symposiums and seminars, and attendance of trade shows and conferences.

Customer Relationships

SS&C’s customer relationship is primarily of a self-service nature. Customers utilize its products and services while having limited interaction with employees. The company’s website has an “Insights” section featuring numerous self-help resources, including articles, white papers, videos, webinars, case studies, infographics, and eBriefings. It also has a client portal through which users can read release notes and obtain the latest in technical knowledge. That said, there is also a personal assistance component in the form of 24/7 phone, e-mail, and online support.

Key Activities

SS&C’s business model entails designing and developing its software products and related services.

Key Partners

SS&C maintains the SS&C Partner Program, whose members are organizations that sell solutions that complement its own and assist its clients with solution implementation. Specific types of partners include the following:

Global Strategic Partners - Consulting firms with multi-industry, multinational support capabilities

Industry Partners - Firms with segment expertise within vertical applications for SS&C’s solutions

Technology and Software Partners - Firms with software and technology that complement SS&C’s capabilities

Data Providers – Firms that provide information through SS&C’s software solutions, assisting their mutual customers

Benefits for Partner Program participants include the following:

• Listing on SS&C website with a summary profile
• Use of SS&C Partner web link and logo on partner’s website homepage
• Inclusion in SS&C’s marketing materials
• Opportunities to write articles in SS&C’s eBriefings
• Opportunities to deliver presentations at SS&C services and sales meetings
• Collaborative case studies and joint press releases
• Invitations to SS&C’s annual customer conference

Key Resources

SS&C’s main resources are its human resources, which include the following as of the end of 2015: 1,118 employees in research and development, 3,890 employees in consulting and services, 334 employees in sales and marketing, and 327 employees in client support. The R&D staff is proficient in developing new products, generally unveiling a major launch in the core category with technical and functional enhancements in the second or third quarter of each fiscal year.

Cost Structure

SS&C has a cost-driven structure, aiming to minimize expenses through significant automation and low-price value propositions. Its biggest cost driver is cost of revenues, a variable cost whose biggest contributor is cost of software-enabled services. Other major drivers are in the areas of research/development, administration, and sales/marketing, all fixed costs.

Revenue Streams

SS&C has two revenue streams:

Recurring Revenues – Revenue generated from the following sources:

• Software-Enabled Services – Services SS&C provides to customers for their regular, mission-critical processes. For example, comprehensive fund administration services for alternative investment managers, such as tax processing and accounting and fund manager services.
• Maintenance and Term Licenses – Licenses fees for maintenance, which vary based on the number of perpetual licenses, annual fee increases, and customer retention; and license fees based on specified usage periods, which vary based on the rate at which SS&C loses or adds customers over time.

Non-Recurring Revenues – Revenue generated from professional services and perpetual license fees.