How Hamilton Lane consolidates data and improves relationships with Intapp DealCloud

Hamilton Lane (Nasdaq:HLNE) is an alternative investment management firm that provides innovative private markets services to investors around the world. As of June 30, 2019, the firm has over 375 employees, and while its headquarters are located in the Philadelphia metro area, the firm has expanded throughout North America, Europe, Asia-Pacific, Latin America and the Middle East over the past 28 years.

The challenge

Several years ago, Hamilton Lane set out to more effectively and methodically manage its relationship data. The firm’s three distinct investment teams – Fund Investments, Secondary Investments and Co-investments – all had specific approaches and processes but overlapping relationships, so each leveraged different systems to track their deal relationship management.

Teams across Hamilton Lane were using separate internal systems and processes, including email, internal tools, Excel spreadsheets and various databases to store their information.

Hamilton Lane recognized that the teams needed a better solution to stay informed in real-time and better understand which clients, prospects and potential deal counter-parties were being contacted when and about what, instead of having information spread across different places.

As the firm grew and ultimately began to prepare for an IPO, the need to maintain visibility over its systems and the desire to optimize relationship tracking and transparency prompted them to seek a solution.

Implementing DealCloud

After implementation across each of the three teams was complete, the firm opted to roll out the platform solution to the rest of its groups because it saw immediate value and practical application for each.

DealCloud’s account management, implementation and training teams worked hand-in-hand with the Hamilton Lane teams to establish a phased rollout approach to ensure employees could maximize benefit out of the DealCloud platform.

PhaseTeams
1Fund, Secondary and Co-Investment
2Relationship Management
3Business Development
4Product & Investor Relations

With DealCloud, we were able to streamline our various systems into one consolidated platform that everyone could use at the same time. Now that we’re fully functional on the platform, it’s impossible to imagine going back to Outlook and Excel.

GRIFFITH NORVILLE, PRINCIPAL, HAMILTON LANE

The solution

The Hamilton Lane team needed an enterprise-wide system that could act as the central hub for each of its teams to work in simultaneously, day-in and day-out.

DealCloud’s deal, relationship, and firm management platform, created specifically with the needs and actions of capital markets professionals in mind, now serves as the one secure location for all of the following:

  • Business development opportunities
  • Historical communication flows with deal counterparties
  • Historical client data
  • Ongoing client interaction logs at both individual and company levels
  • Fundraising activity and progress

Partnering for success

Working with DealCloud’s account management, implementation and training teams, Hamilton Lane designed a solution and rollout plan that enables the teams to focus on the task at hand instead of on toggling between multiple systems.

For Hamilton Lane, success includes:

  • Implementation and data migration services
  • Global user training through DealCloud University
  • Dedicated account management and client success teams
  • Process and alert automation
  • End-user self-services reporting

Executive summary

  • Replaced 28 different existing systems or processes with DealCloud
  • Eliminated 55,000 internal emails
  • Increased transparency and efficiency across investment teams with overlapping relationships
  • Adopted across the firm’s Investment, Relationship Management, Business Development and Product Teams