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