With nearly three decades in the wealth management industry, Brian Justice brings a rare combination of experience and perspective. After retiring from professional cycling, he began his career as a Registered Investment Advisor (RIA) before joining the organization in 2000. Now, as head of sales for SS&C Black Diamond® Wealth Solutions, Brian leads new customer acquisitions and works closely with our channel partner network to drive adoption.
In this edition of our Five Questions With series, Brian shares his insights on how RIAs evaluate technology, balance risk with growth, and leverage tools to deliver more personalized, scalable advice.
What’s changed most in how RIAs evaluate technology partners at the very start of the relationship compared to even five years ago?
RIAs are taking a much more holistic, long-term view of technology partnerships. The conversation has shifted away from individual features and toward integration, scalability, and alignment with the firm’s broader business strategy. Firms aren’t just asking, “What does this platform do today?” They’re asking, “Can this partner grow with us over the next decade?”
One of the biggest changes is how technology has enabled independence and expansion. Many firms can now act as a family office manager for each client, delivering highly personalized, comprehensive advice. Five years ago, that wasn’t feasible without the support of a larger, deeply integrated technology partner.
When do wealth management firms usually realize that Black Diamond is more than just a tool and is actually the right long-term partner for their business?
It clicks when firms realize we’re solving for the same long-term outcomes they are. It shows in how we work with them, the questions we ask, and the ongoing support we provide well beyond implementation.
Our service and technology stand out because they have been built, tested, and refined alongside some of the most sophisticated advisory firms in the market. When firms experience how our teams work together across sales, service, and product, and how that teamwork leads to real results, they start to see Black Diamond as more than a platform, but a strategic and collaborative partner.
How does Black Diamond support firms in balancing the need for change with the perceived risks associated with switching platforms?
Change is never easy, especially when technology is involved. We’re very intentional about how we guide firms through that process. Our evaluation and onboarding process is focused on ensuring that everyone’s expectations are clear from the beginning.
We walk firms through every stage of the transition with a clear plan, based on our experience from hundreds of successful conversions. We reduce risk by preparing carefully, communicating openly, and handing off to dedicated support teams once firms are live.
We also connect prospective clients to current clients who have gone through similar transitions. Hearing directly from peers who have faced the same challenges often gives reassurance and confidence.
Where do you see the biggest gap between what advisors want to offer and what their technology can actually do?
Personalization is at the top of the list. Advisors want to give each client a tailored experience, but many find it hard to do at scale. Time management and operational efficiency are also challenges that advisors want technology to help solve.
Bridging these gaps is what drives our innovation. We listen closely to client and user feedback to learn where advisors feel limited and where technology can help. Our goal is to help firms deliver more personalized service without increasing complexity or administrative burden.
Looking ahead, what changes in advisor business models do you think will have the most significant impact on how wealth management firms choose new technology in the next few years?
As RIAs continue to move toward more holistic advice models, they will choose technology more on the basis of flexibility and integration. Firms want platforms that can support them now while also accommodating more complex high-net-worth (HNW) and ultra-high-net-worth (UHNW) relationships as they grow.
There’s also a strong desire to work with fewer vendors. Firms are looking for technology partners who can support many parts of their business, from portfolio management to reporting to client experience, all in one, unified system. Innovation will continue to focus on enabling deeper personalization, which is key for independent advisors.
For Brian, platforms provide features, but true partners help firms grow. By partnering with a team like Black Diamond, wealth management firms can efficiently deliver highly personalized advice and grow their practice in a sustainable way.
Ready to see how SS&C Black Diamond® Wealth Solutions can help your firm scale smarter, serve clients better, and grow with confidence? Request a personalized demo, call 1-800-727-0605, or email info@sscblackdiamond.com today.
