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

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