Tag Archive: Pricing


Schwab is no longer providing price file downloads that some Axys users have relied on for decades.

When I set out to write this, I had some trouble deciding on the title.  At first, I considered “Schwab Hamstrings Pricing for Advent Users”, but that’s inflammatory and not entirely accurate, so I couldn’t do that.

I could just as easily have titled this blog “Stubborn Axys Users Refuse to Embrace Benefits of ACD Interface” or “Axys Users Slow to Hire Consultants to Address Schwab Point-to-Point Interface Changes”, but in truth Schwab is discontinuing their support for Axys in the data they provide directly to their customers via the Schwab download, so I had to go with “Schwab Discontinuing Support of Axys Point-to-Point Interface – Again?”  Besides, picking one of those other titles would have made me write a blog with a different message.  In advance, I’d like to clarify that this issue only impacts the Schwab point-to-point interface and has no effect on those that receive their Charles Schwab data from Advent’s ACD interface. 

I need to apologize to those who have read my blog regularly in the past.  First, I am sorry I haven’t posted anything in a while.  Additionally, I must apologize that this blog may not seem particularly newsworthy for some.  You may even be thinking, Didn’t this happen eons ago.  The answer is yes and no.

About twenty years ago, there was some drama about the point-to-point interface that Charles Schwab provided to its customers and Advent, being Advent, may have been perceived as attempting to screw Charles Schwab and its customers to make more money.  Schwab, being Schwab, sued Advent – to paraphrase the judge told Advent, “You can’t do that.”

According to what I can dig up now, the firms quit wasting each other’s time and money nearly seven months after that preliminary injunction, coming to a compromise that allowed Schwab to continue to provide their point-to-point data for a period of time.  In my recollection of the events, it seemed much more drawn out.  Fast forward twenty years, and now everyone that is still relying on this particular set of data directly from Schwab’s download is back to square one.

Back in 2002, the underlying issue was that Advent didn’t want Schwab to continue providing the data without going through ACD and Schwab wanted to continue providing the data to satisfy their existing customers, who had grown dependent on getting that data via the point-to-point interface.  From the perspective of those Axys customers, it is easy to understand their position then and now…  it is pretty much free, and it works.  Why would we want to change that?

Somehow, for more years than I would have thought possible these holdouts that either saw no reason to fix something that wasn’t broken or were too cheap to move to ACD continued to do what they had been doing for decades.  I never thought this would have gone on as long as it did.  Alas, as they say, all good things must come to an end.  That is apparently what is happening now.

Schwab is in the process of stopping production of the files that feed Dataport for this subset of Axys users.  Last month, they stopped producing the price (CSMMDDYY.pri) files; they are also planning to stop producing other key files, such as transactions, sometime in 2023.  The sudden inability to create a price file no doubt caused some difficulties for those still dependent on them.  As a result, a couple firms reached out to me.

After a brief discussion with the first firm, I agreed to automate the creation of the missing price file.  According to my customers, both Advent and Schwab were unwilling to assist them with the issue.  Advent’s not planning to make changes to their interface to take in the new Schwab files, and Schwab’s not planning to help clients transform the files into something that can be ingested directly into Dataport.

It sounded way too easy for someone with my experience, and I thought it would only take a “few” minutes.  Somewhat embarrassingly, I spent a few hours creating the automation necessary to do the translation.  However, in a subsequent implementation for another customer, I was able to have a meet-and-greet call with them and a follow-up call to implement and test the solution in their environment very quickly.  All of it was accomplished in a couple hours, and on the very same day the prospective customer contacted me, leading me to believe that future implementation may be performed in a matter of minutes.

Those dealing with what is currently limited to a pricing issue have a handful of choices, none of which are fun to deal with when you need yesterday’s prices now:

  1. The most obvious choice: consider implementing the Schwab Interface via ACD.  It might be worth it.  I am not kidding.  I have plenty of clients that use ACD.
  2. Use a third-party pricing service like IDC/ICE or Telemet.
  3. Key the prices in manually.  I am not recommending this, but it is certainly an option.
  4. Utilize automation to recreate the missing price file (CSMMDDYY.pri) from the security file (CRSYYYYMMDD.SEC) now provided by Schwab.  This isn’t very difficult, and that is what I have done for those who have asked me to resolve the issue for them.

Addressing the pricing issue alone is a stop-gap solution at best.  The larger issue down the road is translating the transaction files, which will need to be done in 2023.  At my clients’ request, I have agreed to look into doing this for them as well, and I will most likely do it.  With my experience building Axys interfaces and doing the requisite transaction mapping et cetera it probably won’t be that big a deal, but it will certainly be more complicated and time-consuming than the Price File Translator was to create.

As always, if this issue is something your firm needs assistance with, please feel free to contact me directly.


Kevin Shea Impact 2010

About the Author: Kevin Shea is the Founder and Principal Consultant of Quartare; Quartare provides a wide variety of technology solutions to investment advisors nationwide.

For details, please visit Quartare.com, contact Kevin Shea via phone at 617-720-3400 x202 or e-mail at kshea@quartare.com.

If you saw $500 on the ground, would you pick it up?

In late 2008, most investment firms were focused on getting lean and surviving a heretofore unprecedented economic downturn. Because we specialize in working with these firms, we wanted to use our core expertise to help create efficiencies and save them money. We ran an ad in the Advent User Group (AUG) newsletter offering two free hours of consulting. It wasn’t a completely altruistic idea; we figured we would gain some long-term clients for the effort.

The ad was run, and I honestly thought we’d get some calls. Surely there were investment firms that would want FREE consulting, right?  We typically receive calls from investment professionals across the nation inquiring about our products and services, but not one person called to inquire about the two hours of free consulting.

It is possible that users were so busy that they weren’t reading the newsletter.  Perhaps the ad, which was kind of ugly, didn’t inspire firms to call us.  In all likelihood, this ad failed to generate interest because of its target market: investment advisors and their trusted professionals.

I have worked with these folks for over twenty years and understand who they are, so perhaps I should have known better. The typical investment advisor is a conservative skeptic who believes you get what you pay for. In their view, our offer of free consulting must have appeared hollow or even insincere. Investment firms are stereotypically risk-averse regarding their back office operations. For these reasons, many investment advisors are victims of a negative feedback loop. 

Software companies are able to continually increase fees without making dramatic technology improvements because, by and large, investment advisors are resistant to change and afraid to try anything else. This inertia obstructs new firms from competing with the established firms since the market share they need to capture is engaged in agreements that investment advisors may not think entirely reasonable, but acceptable for now.

Advent Software, for example, consistently raises the cost of Axys support and focuses on compatibility and bug fixes without implementing large-scale feature additions to further merit such sustained cost increases. Advent could change this with a little effort, but historically it hasn’t been part of their agenda. Nevertheless, I still believe that Axys is the most cost-efficient and feature-rich portfolio management system available to investment advisors today.

Axys users need to remember that the name of the company is Advent Software, not Axys Software. They are a for-profit business, and that is a good thing for their customers in the long-term. From my limited knowledge and perspective, it does seem like a grossly disproportionate amount of Advent’s research and development efforts go into things that are not related to Axys. For an Axys user paying annual maintenance fees which hypothetically go to support, research and development of their product, this is problematic – especially if they rarely call Advent for support.

Advent has invested significant resources in APX, an enterprise product offering which is a possible upgrade for Axys users. In reality, APX currently doesn’t make sense for the vast majority of non-enterprise Axys users. In May, Advent finalized a deal to buy Black Diamond for $73M. Three months later, just how or whether Black Diamond will be integrated into Advent’s other product offerings remains to be seen.

Advent is not alone. Earlier this year I had a call from a prospective customer that was frustrated by Satuit’s pricing plan. After paying roughly $2K per year to use Packman to package their reports and host statements on their portal, they were told that pricing would increase 300% over the next three years. If I made that announcement, I know what would happen to my clients.

To be fair to Satuit, they gave their client a year’s notice of the increase – enough time for them to find and implement a suitable alternative. We have experience selling competing products, and we feel that Satuit’s product, originally from Lync Consulting, had been underpriced at $2K per year.  Unfortunately, their client got used to paying $2K a year and didn’t feel like they could stomach more than $6K per year, even though the cost was scheduled to increase gradually.  Regardless, my advice to this prospective client was to stick with Satuit for now, because the cost of switching from their solution to our solution would outweigh any benefit in terms of cost over three years.

Rational product pricing takes competition, expectations, value, ongoing support and profitability into account, but don’t expect to make any sense of pricing in the industry where “greed is good.” Investment advisors that really want to change the status quo should follow Gandhi’s advice: “Be the change you want to see in the world.” In order to make it happen, they need to be willing to take on a certain level of risk. If the last twenty years is any indication of what we can expect, don’t hold your breath on this one.

Most investment advisors will continue to get what they pay for in the foreseeable future.

About the Author:
Kevin Shea is President of InfoSystems Integrated, Inc. (ISI); ISI provides a wide variety of outsourced IT solutions to investment advisors nationwide. For details, please visit isitc.com or contact Kevin Shea via phone at 617-720-3400 x202 or e-mail atkshea@isitc.com.