Salesforce implementation for commercial insurer

Client: Leading US-based commercial insurance business, managing relationships with 5,000 brokers at a local level, using fragmented sales and relationship management processes across 20 offices

Bullets:

  • 10 SFDC experts
  • 20 Locations
  • 400 Users
  • 5000 Insurance brokers

OPPORTUNITY:

SG Analytics implemented Salesforce to drive sales growth and profitability, streamline its operations to make better use of sales resources and move closer to the broker intermediary community.

SOLUTION:

Based on a detailed understanding of the client’s technology stack, SG Analytics team adopted the following multi-pronged solution:

  • SG Analytics administered Salesforce CRM to 400 employees in 20 US offices, creating a single, near real-time view of business insurance target audience
  • SG Analytics created a new set of rules in Salesforce CRM to be used across a number of disciplines, including BrokerRelationship Management, Quote New Business, and Development Management
  • SG Analytics centralized the real-time broker relationship dashboard that involves key topics such as call planning, meeting minutes, actions, the status on large cases and new business prospects
  • SG Analytics deployed a scoring system, which manages customer satisfaction reporting and measurement in only six weeks

Tools used:

  • Salesforce
  • Alteryx
  • R/Python
  • QlikView

VALUE DELIVERED:

  • Net strike rate (opportunity conversion rate) for underwriters up 17% year-on-year
  • Accelerated decision-making and change management programs through near real-time dashboard view of 20 locations
  • Gross strike rate for BusinessDevelopers up 10% year-on-year
  • Completed in-time roll out across 20offices and 400 users in the US
10
SFDC experts.
20
Locations.
400
Users.
5000
Insurance brokers.

TOOLS USED

VALUE DELIVERED

►
1
Net strike rate (opportunity conversion rate) for underwriters up 17% year-on-year.
►
2
Accelerated decision-making and change management programs through near real-time dashboard view of 20 locations.
►
3
Gross strike rate for Business Developers up 10% year-on-year.
►
4
Completed in-time roll out across 20 offices and 400 users in the US.