Electronification is nothing new. Long gone are the days of pit trading, its relics hanging on office walls in the form of photos and framed jackets. The storied shift for equities and FX trading is well known, and for large tier 1 institutions, even the move to the OTC markets has been in motion for some time but the business impacts of the shift are beginning to come into clearer focus.
Sell-side institutions are under pressure to cut costs and increase revenue, putting greater pressure on old-fashioned manual workflows. The days of keying requests manually into several single dealer platforms, a handful of Electronic Communication Networks (ECNs), plus phone calls, emails and chats, are just no longer sustainable.
The shift to Request for Quote (RFQ) automation is becoming a vital piece of this puzzle for sell-side institutions, from advancing their ability to price out to customers quickly and profitably to fundamentally shifting these desks to a flow business. For the OTC markets, electronic RFQ can help institutions realize efficiencies in cost, collateral, operations, scalability, and price discovery—not to mention regulatory risk reduction.
On March 16th, 2017 featured speaker Robert Gray discussed the industry challenges and market forces continuing drive toward the electronification of the OTC derivatives markets, the latest products to make the move, and how technology advancements are putting the shift in reach of institutions big and small.
Electronification of OTC Derivatives: Get with the Flow
Profitability Pressures & Changing Markets
Challenges of Structured Product & Exotics Desks
Opportunities in Electronification
Benefits for Distributors and their Clients
Changing the Business Strategy
A Case Study: Structured Product Distribution as a Flow Business
Streamlining and Optimizing Workflow
Robert Gray, Sales Manager, EMEA, Numerix
Robert Gray is an OTC derivatives market expert at Numerix and a long time industry veteran in the space. His career began in LIFFE trading for ten years in Futures and Options for Lehman, SGF (now ICAP) and Tullett and Tokyo plus a brief stint on the IPE trading Brent Crude Oil. Following the end of Pit Trading, Mr. Gray began a sales career with roles at Standard and Poor’s and SuperDerivatives, Saxo Bank and CMC Markets across EMEA.
A 3 year break as the Chef and Proprietor at The Butchers Arms in Great Dunmow was followed by a return to FinTech spearheading an OTC Derivatives Pricing and RFQ solution for a traditionally Back Office focused software company. He is currently a sales manager for the EMEA territory with Numerix.
Moderator: Jim Jockle, Chief Marketing Officer, Numerix
Mr. Jockle leads the company's global marketing efforts, spanning a diverse set of solutions and audiences. He oversees integrated marketing communications to customers in the largest global financial markets and to the Numerix partner network through the company's branding, electronic marketing, research, events, public relations, advertising and relationship marketing.
Prior to joining Numerix, he served as Managing Director of Global Marketing and Communications for Fitch Ratings. During his tenure at Fitch, Mr. Jockle built the firm’s public relations program, oversaw investor relations and led marketing and communications plans for several acquisitions. He also oversaw the brand development of a new company dedicated to the enhancement of credit derivative and structured-credit ratings, products and services. Prior to Fitch, Mr. Jockle was a member of the communications team at Moody's Investors Service.