How Fragmentation Erodes Growth: A CEO’s Guide to Fixing Revenue Operations
What is Fragmentation in Revenue Operations? In wealth and asset management, fragmentation refers to the disjointed systems, siloed data, and manual workarounds that plague revenue-related functions. Billing lives in one place, advisor comp in another, fee schedules are managed in spreadsheets, and analytics are either delayed or nonexistent. It is the silent saboteur of scale, slowly leaking value while overburdening teams. For CEOs, fragmentation creates a false sense of control. On paper, the business may be growing. But underneath, revenue processes are brittle, prone to error, and increasingly expensive to maintain. Why Fragmentation is a CEO Problem CEOs are accountable for scalable growth. But fragmentation imposes invisible drag on the business: According to EY, firms that digitize and centralize revenue functions are nearly twice as likely to achieve growth goals compared to their peers. (EY, 2023) Fragmentation isn’t just an ops issue. It’s a growth blocker hiding in plain sight. Common Symptoms of Fragmentation If you’re seeing any of the following, it’s time to dig deeper: These are not isolated annoyances. They are compounding costs that add up to millions in leakage, disputes, and missed opportunities. The Business Case for Fixing It When CEOs prioritize fixing fragmentation, the impact shows up fast and across the organization: How CEOs Can Lead the Charge Fixing fragmentation is not about ripping out every system. It is about reimagining revenue operations as a connected lifecycle. That starts at the top. FAQs