Don't Fear the Data - It's a Tool, Not a Takeover

In institutional sales and research, success comes down to judgment, relationships, and experience. You succeed because you know your clients, your traders, your management teams. You understand what matters to them, when to reach out, and how to navigate the nuances that make the difference. These are skills that come from doing the work over and over again, not from dashboards or spreadsheets. So when data and analytics come into the conversation, it’s reasonable to challenge the need for it: “Is this really supposed to replace my relationships and what I already know how to do?”

The answer is no. Data is not a substitute, and data does not override instincts or experience. Used well, data simply provides another layer of context. Sometimes it leads to action. Sometimes it confirms you’re already on the right track. And sometimes it lacks the qualitative nuance that makes it useful. In any case, it’s just one more input. The value lies in how you choose to use it.  

Here's how this plays out in practice:

Sales: You get a ping that a client has had three different conversations with analysts, including two on tickers they've never touched before. Maybe it’s time for an outbound call. Maybe you flag the PM to the trading desk because they’re sniffing around a new name. Maybe you tell the analysts to redirect their time elsewhere because the person making the inbound calls is too junior to be influential. Or maybe you do absolutely nothing because you already know the context of the situation.

Research: Your latest note saw a spike in readership. You know you need to make outbound calls. Exactly who should you be calling? When? How often is enough? When is everyone's voting period? Data can take the guesswork out of prioritization. In addition, the engagement data can influence the client event or podcast that you launch next, how your team plans their regional marketing trips, or where you focus your next note. These are practical scenarios that analysts are constantly facing, and building the right tools to manage is crucial in protecting key relationships and votes.

Corporate Access: You think you're giving a Tier 1 hedge fund exactly what they need — but how can you be sure? Data can help you spot gaps. Are they attending 1:1s but skipping thematics? Participating in small groups but not field trips? Are they paying you in line with their peer group? Even

t-level data can be just as powerful. A credit client wants to attend a trip to Argentina — what’s their historical trading activity in Argentine sovereigns? If it’s low, do they engage meaningfully in other ways that suggest this could convert to action? If they’re a crossover high-yield account, can you collaborate with the right sales coverage to explore the potential?

None of this replaces your expertise. But it does offer an additional resource to help you succeed. Food for thought as we cross the midpoint of the year.

Speak soon and don't fear the data,

KTB