Cohen Steers, a leading global investment manager specializing in real assets and alternative income, is actively refining its operational backbone through targeted digital transformation efforts. The firm focuses on robust infrastructure and platform enhancements, moving critical systems to cloud environments for improved resilience and accessibility. This strategic approach underpins Cohen Steers' commitment to delivering specialized investment solutions to its clients.
This digital evolution creates distinct system dependencies and potential control points across the organization. Core platforms for sales enablement, client interaction, and alternative investment management become central to daily operations and compliance. This page will analyze these specific initiatives, identify operational challenges, and highlight where focused intervention can strengthen these critical processes.
Cohen Steers Snapshot
Headquarters: New York, United States
Number of employees: 400+ employees
Public or private: Public
Business model: Both
Website: http://www.cohenandsteers.com
Cohen Steers ICP and Buying Roles
Cohen Steers sells to sophisticated institutional investors and high-net-worth individuals, managing complex portfolios with diverse real assets and alternative investments. The firm navigates intricate regulatory landscapes and demanding client reporting requirements.
Who drives buying decisions
- Chief Technology Officer → Oversees technology strategy and infrastructure investments
- Head of Sales Enablement → Directs CRM development and distribution platform management
- Head of Operations → Manages operational processes and system integrations
- Chief Investment Officer → Guides technology adoption for investment research and analytics
- Chief Risk Officer → Ensures compliance and data security across financial systems
Key Digital Transformation Initiatives at Cohen Steers (At a Glance)
- Migrating infrastructure to cloud computing platforms for enhanced security and business continuity.
- Modernizing sales enablement platforms by developing a distribution innovation stack with Salesforce CRM.
- Integrating alternative investment platforms to streamline private real estate investment workflows.
- Enhancing global systems engineering through implementation and maintenance of Windows and Citrix environments.
- Upgrading client account access portals to improve secure individual investor account access.
Where Cohen Steers’s Digital Transformation Creates Sales Opportunities
| Vendor Type | Where to Sell (DT Initiative + Challenge) | Buyer / Owner | Solution Approach |
|---|---|---|---|
| Cloud Security Platforms | Migrating infrastructure to cloud: unmanaged access permissions create security vulnerabilities. | Chief Information Security Officer, Head of IT | Standardize access controls across cloud environments. |
| Migrating infrastructure to cloud: data encryption key rotations do not occur consistently. | Chief Information Security Officer, Head of IT | Enforce regular encryption key management across cloud resources. | |
| CRM Data Governance Platforms | Modernizing Salesforce CRM: duplicate client records appear before data synchronization. | Head of Sales Enablement, Head of Data | Validate client data before entry into CRM systems. |
| Modernizing Salesforce CRM: marketing automation triggers on incomplete client profiles. | Head of Sales Enablement, Head of Marketing | Standardize required fields for client profile completion. | |
| Integration Platforms | Integrating alternative investment platform: transaction data fails to propagate between systems. | Head of Operations, Head of IT | Route data between disparate investment platforms. |
| Integrating alternative investment platform: investor onboarding documents require manual re-entry. | Head of Operations, Head of Legal | Automate document processing from intake to storage. | |
| Endpoint Management Systems | Enhancing global systems engineering: unauthorized software installations occur on Windows endpoints. | Head of IT, Systems Engineer | Enforce software deployment policies across managed devices. |
| Enhancing global systems engineering: Citrix application access rights do not update immediately. | Head of IT, Systems Engineer | Validate user permissions upon role changes in Citrix environments. | |
| Client Identity Platforms | Upgrading client account access portals: multi-factor authentication fails during peak login times. | Chief Information Security Officer, Head of Client Services | Detect authentication service degradation before client impact. |
| Upgrading client account access portals: session management creates logout inconsistencies across devices. | Head of IT, Head of Client Services | Standardize user session behavior across client portals. |
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What makes this Cohen Steers’s digital transformation unique
Cohen Steers prioritizes foundational IT infrastructure and platform connectivity over broad AI adoption for internal operations, distinguishing its digital transformation strategy. The firm heavily depends on secure, integrated systems to manage complex real asset and alternative investment portfolios. This approach makes its transformation more about fortifying core operational capabilities and client service delivery.
Cohen Steers’s Digital Transformation: Operational Breakdown
DT Initiative 1: Migrating infrastructure to cloud computing platforms
What the company is doing
Cohen Steers is shifting its core technology infrastructure to cloud computing platforms. This action enhances data security, access availability, and business continuity across global operations. The firm aims to create a resilient environment for its financial applications and data.
Who owns this
- Chief Technology Officer
- Head of IT Infrastructure
- Chief Information Security Officer
Where It Fails
- Unmanaged access permissions accumulate across cloud resources.
- Data encryption key rotations do not execute on schedule.
- Network traffic routing to cloud environments creates latency for trading platforms.
- Compliance reports require manual data extraction from disparate cloud logs.
Talk track
Noticed Cohen Steers is actively moving core infrastructure to cloud computing. Been looking at how some investment firms are standardizing access policies upfront instead of reconciling permissions after deployment, can share what’s working if useful.
DT Initiative 2: Modernizing sales enablement platforms
What the company is doing
Cohen Steers is leading the development and management of a distribution innovation stack. This project focuses on administering Salesforce CRM and integrating new technologies for sales and relationship management. The firm streamlines how sales teams engage with clients and manage opportunities.
Who owns this
- Head of Sales Enablement
- CRM Administrator
- Head of Sales Operations
Where It Fails
- Duplicate client records appear within Salesforce CRM before data synchronization.
- Marketing automation campaigns trigger on incomplete client profiles.
- Sales pipeline reports contain inconsistent opportunity stage data.
- Client communication logs do not propagate from email systems to CRM records.
Talk track
Saw Cohen Steers is modernizing its sales enablement platforms around Salesforce CRM. Been seeing how some financial services teams are validating client data upon entry instead of cleaning records after the fact, happy to share what we’re seeing.
DT Initiative 3: Integrating alternative investment platform
What the company is doing
Cohen Steers joined the SUBSCRIBE platform to expand private real estate offerings to the private wealth channel. This action centralizes investment and operational processes for alternative strategies. The firm is digitizing investor onboarding, transaction management, and reporting workflows.
Who owns this
- Head of Operations
- Head of Wealth Management Consulting Group
- Chief Compliance Officer
Where It Fails
- Investor onboarding documents require manual re-entry into multiple systems.
- Transaction data fails to propagate consistently between SUBSCRIBE and internal accounting platforms.
- Subscription document workflows stall when conditional routing rules fail.
- Investor reporting generates with missing or incorrect data from linked systems.
Talk track
Looks like Cohen Steers is integrating the SUBSCRIBE platform for alternative investments. Been looking at how some asset managers are automating document processing from intake to storage instead of manual data extraction, can share what’s working if useful.
DT Initiative 4: Enhancing global systems engineering
What the company is doing
Cohen Steers is maintaining and improving its global systems, focusing on Windows and Citrix environments. This involves continuous updates to network hardware, software, and the integration of advanced IT tools. The firm ensures consistent availability and security for its internal operations.
Who owns this
- VP, Head of Systems Engineering
- Systems Engineer
- Head of IT Operations
Where It Fails
- Unauthorized software installations occur on Windows endpoints without immediate alerts.
- Citrix application access rights do not update immediately after role changes.
- System monitoring dashboards display false positive alerts during routine maintenance.
- PowerShell scripts for system configuration create inconsistencies across server fleets.
Talk track
Seems like Cohen Steers is enhancing its global systems engineering across Windows and Citrix environments. Been seeing how some financial institutions enforce software deployment policies proactively instead of reacting to unauthorized installs, happy to share what we’re seeing.
Who Should Target Cohen Steers Right Now
This account is relevant for:
- Cloud Security Posture Management platforms
- CRM Data Quality and Governance solutions
- Alternative Investment Workflow Automation platforms
- Endpoint Detection and Response tools
- Client Identity and Access Management providers
Not a fit for:
- Basic website builders with no integration capabilities
- Standalone marketing tools without system connectivity
- Generic AI consulting services without specific domain expertise
When Cohen Steers Is Worth Prioritizing
Prioritize if:
- You sell solutions that standardize access controls across disparate cloud environments.
- You sell platforms that validate client data before entry into CRM systems to prevent duplicates.
- You sell workflow automation tools that route data between alternative investment platforms without manual intervention.
- You sell endpoint management systems that enforce software deployment policies across global Windows environments.
- You sell identity platforms that detect authentication service degradation in client portals before user impact.
Deprioritize if:
- Your solution does not address any of the breakdowns above.
- Your product is limited to basic functionality without enterprise-grade integration capabilities.
- Your offering is not built for managing complex financial data or regulatory compliance requirements.
Who Can Sell to Cohen Steers Right Now
Cloud Security Posture Management Platforms
Lacework - This company provides cloud security solutions that automate vulnerability management and compliance across cloud environments.
Why they are relevant: Unmanaged access permissions accumulate across Cohen Steers' cloud resources, creating potential security vulnerabilities. Lacework can continuously monitor cloud configurations, detect misconfigurations, and enforce security policies to prevent unauthorized access.
Wiz - This company offers a cloud security platform that provides full-stack visibility and risk identification across cloud environments.
Why they are relevant: Data encryption key rotations do not execute on schedule within Cohen Steers' cloud infrastructure, posing compliance risks. Wiz can identify encryption gaps and ensure consistent application of data protection policies across all cloud assets.
CRM Data Quality and Governance Solutions
Demandbase - This company provides account-based marketing and sales intelligence solutions that include data quality capabilities.
Why they are relevant: Duplicate client records appear within Cohen Steers' Salesforce CRM before data synchronization, creating inaccuracies. Demandbase can cleanse and unify client data, validating records at the point of entry to maintain a single source of truth.
Validity - This company offers data quality and email deliverability solutions for CRM platforms like Salesforce.
Why they are relevant: Marketing automation campaigns trigger on incomplete client profiles within Cohen Steers' CRM, leading to ineffective outreach. Validity can standardize required fields and enrich client profiles, ensuring complete data before marketing efforts launch.
Alternative Investment Workflow Automation Platforms
DocuSign - This company provides electronic signature and agreement cloud solutions that automate document workflows.
Why they are relevant: Investor onboarding documents require manual re-entry into multiple systems for Cohen Steers' alternative investment platform. DocuSign can automate the collection, routing, and signing of subscription documents, removing manual transcription errors.
Workato - This company offers an integration and automation platform that connects disparate business applications.
Why they are relevant: Transaction data fails to propagate consistently between Cohen Steers' SUBSCRIBE platform and internal accounting systems. Workato can route data dynamically, standardizing formats and ensuring real-time synchronization across investment platforms.
Endpoint Detection and Response Tools
CrowdStrike - This company delivers cloud-native endpoint security solutions that detect and prevent cyberattacks.
Why they are relevant: Unauthorized software installations occur on Cohen Steers' Windows endpoints without immediate alerts, creating security gaps. CrowdStrike can detect and block unsanctioned applications, enforcing software deployment policies across the firm's global environment.
VMware Carbon Black - This company provides advanced endpoint and workload protection against modern cyberthreats.
Why they are relevant: Citrix application access rights do not update immediately after role changes within Cohen Steers, posing an access control risk. VMware Carbon Black can monitor and control application access, validating user permissions upon role changes in Citrix environments.
Final Take
Cohen Steers is strategically scaling its foundational IT infrastructure and specialized investment platforms, demonstrating a clear focus on operational resilience and client service delivery. Breakdowns are visible in data consistency across CRM and investment platforms, and in the enforcement of security policies across cloud and endpoint systems. This account presents a strong fit for solutions that prevent system-level failures in critical financial workflows and enforce strict data governance.
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