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.
With growing local demand for structured products and exotics, sell-side institutions across the Asia Pacific region are uniquely poised to seize the opportunity for revenue growth that comes with a move to Request for Quote (RFQ) automation. And with increasing pressure to boost efficiency and manage risk exposure old-fashioned manual workflows simply can’t scale profitably. 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 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 scale existing resources to meet growing client demand, achieve unparalleled customer service and increase sales volume, all while realizing efficiencies in cost, collateral, operations, price discovery and regulatory risk reduction.
On March 21st, 2017 featured speaker Robert Gray discussed the opportunity within the OTC markets created by a shift to electronification, the market forces continuing to drive toward the shift, and how advancements are putting the benefits of electronification in reach of institutions of all sizes.
Electronification of OTC Derivatives: Get with the Flow
Profitability Pressures & Changing Markets
Opportunities in Electronification
Benefits for Distributors and their Clients
Changing the Business Strategy
RFQ Automation 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: Aksel Kitowski, Account Director, Numerix
Aksel Kitowski has been with Numerix South Asia team since 2013, focusing on strategic partnerships with buy- and sell-side institutions in structured products distribution space and managing implementations of Numerix's Oneview Distribution Solution in APAC region.
Aksel has over 15 years of experience in high-tech product development and innovation. She holds an Electrical and Computer Engineering Degree from Cornell University.