All Things Fundraising

In this episode of the Rainmaker Podcast, host Gui Costin sits down with Joe Grogan, Head of Distribution for the Americas at WisdomTree, for an energizing conversation on leadership, sales strategy, culture, and the power of treating people like owners. With over 25 years of experience at firms like Fidelity and State Street, Joe shares how his humble beginnings and early exposure to sales instilled a relentless drive that continues to shape his leadership style.

Joe’s journey to WisdomTree began with a cold call from a recruiter and evolved into a long-standing leadership role at one of the most innovative ETF providers in the industry. He fell in love with WisdomTree’s entrepreneurial culture and commitment to transparency, client outcomes, and constant innovation. Today, he leads a 50-person distribution team across the U.S. and Latin America, focused on providing consultative value to financial advisors rather than just pushing products.

Grogan walks listeners through his approach to team structure and culture, emphasizing the importance of clear expectations, open communication, and professional development. His team spans national accounts, wires, RIAs, and enterprise channels, with a strong emphasis on career pathing from analyst roles to field sales. Weekly calls, one-on-ones, and a highly transparent performance tracking system help drive accountability while fostering healthy competition.

Joe also discusses how CRM and AI tools have transformed his team's efficiency. From automated meeting notes to engagement-based compensation tracking, WisdomTree leverages data to reduce administrative burden and keep salespeople focused on high-impact client interactions. He views CRM entries not as micromanagement but as “gold bars” that unlock insights and create better investor experiences.

Leadership, for Joe, is about servant mindset, vulnerability, and long-term retention. He believes in empowering his team, maintaining low turnover through trust and autonomy, and treating teammates like the professionals they are. Rather than managing activity for its own sake, Joe rewards outcomes and teaches his team to think like owners of their own territory.

His advice to young professionals? Nail your current role. Master the fundamentals. Don’t worry about the next job—it will come if you focus on being excellent where you are. This episode is packed with tactical insight, cultural wisdom, and authentic leadership takeaways from one of the most respected distribution leaders in the business.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode 13 of the Dakota Research Podcast, we explore the top real estate investment themes shaping private markets in 2025. From hyperscale data centers and renewable energy infrastructure to life sciences, logistics, and hospitality, real estate is no longer just about buildings—it’s about innovation. We unpack how sectors like AI, power, and global digital transformation are driving capital flows into modern real assets.

The episode also covers major private market updates, including Clearlake’s $7.7B acquisition of Dun & Bradstreet, TPG’s new sports platform, and fundraising news from Apera, Escalate Capital, and Applico. Plus, we highlight real estate funds currently in market and why institutional investors are rethinking allocations amid macro and technological shifts.

Whether you’re focused on real estate equity, credit, or thematics, this episode breaks down where investors are placing long-term bets.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

In this episode of the Rainmaker Podcast, guest host Pat Tighe welcomes DeWayne Louis, founding partner of Versor Investments, for a deep dive into how the firm uses technology, process, and leadership discipline to scale a lean, global investment business. With over 20 years of experience spanning hedge funds, private equity, and investment banking, DeWayne shares how his career shaped the culture and strategy behind Versor’s quantitative investment platform.

Versor, managing approximately $1.4 billion in AUM, specializes in quantitative equity strategies including single stocks, event-driven, and global equity index futures, all powered by proprietary research and robust data infrastructure. Founded by a team that previously worked together at Investcorp, Versor’s mission was to spin out and commercialize the quantitative research insights they had developed over a decade of institutional investing.

A central theme of the episode is Versor’s use of AI and automation to maximize efficiency. With just five people on the distribution team, the firm leverages tools like Salesforce, Microsoft Teams transcription, Motion AI for project tracking, and automated DDQ systems like Qvidian to streamline operations and boost productivity. DeWayne emphasizes that embracing AI isn’t optional—it's a strategic advantage. He shares how junior team members often lead innovation by identifying new tools, and leadership’s openness to those ideas allows the firm to stay nimble and competitive.

DeWayne also walks through how the team organizes itself using OKRs and A+ projects—firmwide priorities with measurable outcomes that drive growth and innovation. These initiatives are reviewed and executed collaboratively by a partner group, ensuring alignment across departments and clear accountability.

When it comes to fundraising, DeWayne discusses the evolving landscape and their expansion into the wealth management channel via new mutual fund products. He credits platforms like Dakota Marketplace for helping them efficiently reach a wider RIA audience.

As both a player and coach, DeWayne shares leadership lessons on empowerment, trust, and mentoring. He advises younger professionals to become fluent in investment strategy, embrace technology, and approach relationships systematically. For fellow leaders, he stresses the importance of removing barriers to innovation and listening to voices at every level of the firm.

This episode is packed with valuable insights for sales professionals, fundraisers, and distribution leaders looking to scale smarter with fewer resources and stronger processes.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In Episode 12 of the Dakota Research Podcast, we dive into the high-stakes world of aerospace and defense. From major deals like Thoma Bravo’s $10.6B acquisition of Boeing’s digital flight assets to Neuralink’s $500M raise, we spotlight the biggest private market moves this week.

The main discussion unpacks why aerospace and defense are drawing increased private equity interest—from counter-cyclical defense budgets and long-term government contracts to surging investment in space, cybersecurity, and dual-use AI. We highlight key subsectors, investment strategies, and the firms leading the charge, including AE Industrial Partners, Lux Capital, and Veritas. Additionally, we explore recent fund launches and rising interest in private credit and retail access, as the industry adapts to evolving investor demand and geopolitical risk.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Click here to book a demo today ➡️ https://www.dakota.com/calendar-researchpage

In this episode of the Rainmaker Podcast, host Gui Costin welcomes Drew Dolan, co-founder and principal of DXD Capital, for a compelling conversation on data-driven development, investor relations, and building a specialized real estate platform. With over 20 years in real estate and a deep passion for ground-up development, Drew shares how he transitioned from technical sales into leading one of the most forward-thinking firms in self-storage.

Founded in 2020, DXD Capital was built on the belief that self-storage is a real estate-driven asset class where location and timing are everything. By leveraging a proprietary analytics platform, Radius+, co-created by Drew’s partner, DXD is able to assess rates, density, competition, and demographic trends with precision. This data-first strategy has helped DXD identify and develop prime self-storage projects across the U.S.—from Nantucket to Maui.

Drew walks through the firm's capital strategy, explaining their evolution from a $63M LP fund to a flexible model incorporating both funds and one-off joint ventures with family offices. This structure allows DXD to cater to both high-net-worth individuals and large institutions, with a focus on customization, transparency, and performance. Drew emphasizes that communication is key—monthly updates, timely financials, and responsiveness help build trust with their 300+ investors.

Internally, DXD runs a lean, focused operation with 30 employees spread across three main offices and remote locations near active projects. Slack and weekly check-ins are central to internal communication, while in-person retreats help maintain cultural connection. Drew also shares his leadership philosophy, centered around empowering others, encouraging ongoing learning, and hiring people who are better than him in key roles.

From an IR standpoint, DXD recently expanded its team, bringing in professionals with strong relationship instincts and private equity backgrounds. Drew underscores that while industry knowledge can be taught, trust and human connection are what open doors. Their tech stack, including Juniper Square and HubSpot, helps them manage investor communication and track data, but Drew admits the most effective outreach still comes down to “hand-to-hand combat.”

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of Dakota Research, host Chris LeRoy sits down with Dr. Rana el Kaliouby, co-founder and managing partner of Blue Tulip Ventures, to explore the future of human-centric AI innovation. Drawing from her groundbreaking work as an AI scientist and entrepreneur, Dr. el Kaliouby shares the vision behind Blue Tulip Ventures: investing in AI startups that amplify human capabilities in health, wellness, productivity, and sustainable living.

The conversation highlights how Blue Tulip targets pre-seed and seed-stage companies with defensible technology, proprietary data, and real-world impact. Dr. el Kaliouby discusses the firm's technical diligence advantage, stemming from her deep AI expertise and strong ties to leading innovation ecosystems like MIT and Harvard. She also sheds light on emerging trends such as the virtual human economy and the evolving role of AI in regulated industries.

Listeners will gain insights into Blue Tulip’s hands-on approach to supporting founders, from product guidance to strategic visibility. With success stories like Figure AI and Synthpop, the episode offers a firsthand look at how Blue Tulip is shaping the next generation of responsible AI entrepreneurship. Dr. el Kaliouby closes with practical advice for AI founders: stay lean, build defensibility, and focus on creating real value.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

In Episode 11 of the Dakota Research Podcast, we explore how the investment management industry is rapidly evolving. We kick off with key private equity headlines, including a16z’s $20B AI fundraise, Blackstone’s $10.8B European real estate close, and Bain Capital’s $1B deal for Sizzling Platter.

Our deep dive focuses on structural shifts reshaping the sector—from consolidation among asset managers and RIAs to the growing demand for alternative investments. We discuss fee pressure, the rise of semi-liquid fund structures, and how public and private markets are converging. We also examine the expansion of family offices, ESG investing's shifting role, and what these trends mean for investors and managers alike. If you’re tracking how capital, talent, and strategy are moving in today’s market, this episode connects the dots.

Tired of fragmented data slowing you down? Book a demo of Dakota Research to centralize critical investment data and intelligence to simplify your decision-making process.

Master sales with four game-changing principles: Focus on what matters, target the right people, craft the perfect pitch, and follow up like a pro. Packed with actionable tips, this guide helps you turn meetings into deals—fast! 💼🔥

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of the Rainmaker Podcast, host Gui Costin sits down with Daniel Noonan, Executive Vice President and Head of Wealth Management Consulting at Cohen & Steers, to explore what it takes to lead and scale a top-tier distribution team in today’s evolving investment landscape. With more than two decades of experience at firms like Nuveen, PIMCO, and State Street Global Advisors, Daniel brings a thoughtful, measured approach to sales strategy, team leadership, and client engagement.

Daniel offers an inside look at how Cohen & Steers is expanding beyond its core REIT franchise into private real estate, retirement solutions, and most recently, active ETFs. With a 50-person U.S. wealth distribution team, the firm is structured to stay agile while maintaining deep relationships across channels including RIAs, wirehouses, independent broker-dealers, and private banks.

A central theme in the conversation is intentional sales process. Daniel emphasizes the importance of identifying the right advisor profile—those who embrace active management, endowment-style portfolio construction, and value in real assets. The firm leverages CRM technology, specifically Salesforce, as a “force multiplier,” empowering the sales team with data, segmentation, and efficiency to spend more time with high-potential clients. He stresses that success comes from combining the “art” of client engagement with the “science” of targeting and tracking.

Daniel also discusses the challenges and opportunities of new client acquisition, particularly in the fast-growing but complex RIA channel. He advocates for a consultative, business-minded approach, focused less on product pushing and more on providing value—whether that’s market insight, operational advice, or branding strategy.

On leadership, Daniel defines his style as collaborative, present, and servant-oriented. He believes in staying close to the business and investing time with his team to remove roadblocks and reinforce shared goals. He encourages open communication across levels, structured reporting, and measurable goals that prioritize effort and process over uncontrollable outcomes.

For young professionals, his advice is to be a “student of the game”—stay curious, work hard, and differentiate yourself through depth and breadth of knowledge. His biggest challenge today? Focus. With multiple initiatives underway, Daniel’s priority is maintaining clarity on what matters most and building infrastructure to support that focus. This episode is a masterclass in strategic sales leadership and thoughtful organizational growth.

Tired of chasing outdated leads? Book a demo to see how Dakota Marketplace simplifies your fundraising process with accurate, up-to-date investor data. 

In this episode of the Dakota Fundraising News Podcast, Pat and Konch cover key job moves including Cheryl Alston stepping down after 20 years at Dallas ERF, Sam Johnson joining Gresham Partners, and Atria co-founders exiting LPL. On the RIA front, Osaic adds $450M Wichita firm NoxNumis, while new firms SoundRidge Private Wealth and Exponent Wealth launch. Morgan Stanley gains an $875M team from JPMorgan, and Raymond James picks up an $828M team from RBC. Institutionally, consultant decisions were made across San Diego, Alameda, and Oregon pensions, and real assets pacing plans were updated across several systems. New commitments include TRS of Texas backing $681M across real assets and co-investments, while South Carolina and Ventura also made fresh allocations. On the fundraising side, Morgan Stanley closed its $2.3B Co-Investment Fund III, ABC Impact raised $600M for its second fund, and Founders Fund secured $4.56B for its third growth vehicle.