The Missing Link for Institutional Investors

As institutions pour into crypto, corporations, HNWIs and family offices demand personalized solutions. White-glove services are emerging as a potential model to assist this client base to invest in the digital asset market without a hassle.

Gone are the days when the talk of the crypto town hall was “institutions are coming”. In 2025, the digital asset market is no longer a reserve for retail traders or the infamous crypto ‘degens’; institutions are now making a debut into a market they once shunned. One good example is JP Morgan bank, which recently launched JPM Coin on the Base blockchain despite the company’s CEO, Jamie Dimon, still leaning towards his anti-crypto rhetoric. 

What’s even more intriguing is the demand for crypto as an asset class. To provide some context, Blackrock, the world’s largest fund manager, has an exposure of around 800,000 BTC through its spot Bitcoin ETF, IBIT. This is not the only fund manager that has been aggressively accumulating crypto; a recent report by CoinLaw revealed that 71% of institutional investors had allocations in digital assets as of mid-2025. 

It is also worth taking into account the evolution of institutional crypto adoption to better understand the maturity of the market and its current service needs. The 2018 – 2021 era was defined by an emphasis on security, compliance and liquidity. Then came 2022 – 2024 where institutions embraced regulated platforms such as OTC desks and custodians. In this new phase, institutions want the same service sophistication they enjoy in traditional finance. 

Why Institutions Expect More from Crypto Platforms

While there has been significant interest by institutions, HNWIs, family offices and the likes, the current level of crypto services fall short of the demands of this level of clientele. Think about the trading limitations by crypto exchanges or OTC desks: slow settlement times, unrealistic trading caps and lack of personalized support along their investment journey. At face value, these may seem like ‘by the way’, but matter a lot to a certain caliber of investors.  

So, how can innovators in the digital asset ecosystem change this narrative? 

There are several ways to address the service challenge in digital asset trading, one of them is crypto exchanges scaling their customer service teams. While this approach could be effective, a customer service report by Gitnux uncovered that 58% of crypto users are already frustrated with slow customer service times, while another 41% expressed concerns that their queries were not being sufficiently addressed.   

This begs the question: could white-glove, instant, and limit-free trading services be the missing link between prospective crypto investors and the market? In legacy finance, this client-service model introduces high-touch and personalized financial solutions, making it more seamless for HNWI’s, institutional clients, and corporations to participate in financial markets. 

White-Glove Trading in Crypto: The Bridge Between Institutions and Crypto Markets  

With the market now coming of age and regulatory frameworks being implemented across the world, white-glove crypto trading services are no longer a luxury but a necessity. Imagine having an OTC desk partner that combines bank-level compliance and security to provide concierge-style crypto services. This is what most of the deep-pocketed investors are currently looking for; after all, not everyone is interested in the technical nuances of digital assets. 

One good example of such an OTC desk is On-Demand Trading (ODT); this platform offers a straightforward and secure way for investors to purchase digital assets such as BTC and ETH through a tailored white-glove service approach. ODT achieves this level of personalization by allocating investors dedicated account managers who understand their needs and can therefore assist them in navigating the crypto ecosystem and make the best decisions. 

ODT’s white-glove service stands out compared to crypto exchanges that have unreliable customer service in several aspects. For starters, there are no withdrawal or deposit caps, allowing investors to transact from $500 to $1M+, with same-day settlement. The concierge-style OTC services run by ODT are also licensed, registered and operate fully within the U.S. This provides a layer of trust and compliance, giving investors the peace of mind they need to allocate strategically. 

White-glove service meets crypto may not yet be as popular, but going by the institutional adoption rate, such models could soon be the industry standard. 

Looking Ahead: The Rise of Concierge-Class Crypto Services 

With more listed companies applying for crypto ETFs, it is a sign that we’re just witnessing the first wave of institutional inflows. However, it also matters whether the crypto industry is currently prepared to handle such types of clientele. On the one hand, there is the possibility of attracting more inflows if the service providers get it right, while on the other hand, the lack of a reliable customer support ecosystem could be the beginning of a stagnant period. 

Of course, some could argue that it is counterintuitive to integrate white-glove services in an industry whose core values are anchored around smart contract automation. But when it comes to large investments, history has taught those who hold the cards to be cautious before deploying. No big money will continuously chase a market that lacks sound support, doesn’t deliver on same-day settlements, and limits withdrawals, going against its own ethos. 

As such, there is a high likelihood that crypto service providers, especially those in the investment space, will begin tailoring services according to a specific client’s needs as opposed to a blanket customer service approach. The debut of concierge-class crypto also signals an industry that has finally matured to meet the level of traditional finance markets.