HCL enables an Insurance Company move to Sales Cloud for Efficient Business & Operational Planning
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An insurance company approached HCL to implement a Salesforce solution to help overcome challenges in managing sales data. HCL customized Salesforce to create an agency management system. This new system streamlined processes, provided real-time sales visibility, and improved data management. The customer reported the project was very successful through collaboration between business, IT, and HCL.
HCL enables an Insurance Company move to Sales Cloud for Efficient Business & Operational Planning
- 4. BACKGROUND CHALLENGES / OBJECTIVES SNAPSHOT HCL enables an insurance company move to the Sales Cloud for efficient business & operational planning, and improved sales productivity Our client is a California-based insurance company, owned by Allianz SE of Germany. It is a premier property and casualty insurer, providing personal and commercial insurance products nationwide It’s sales & distribution team faced several challenges in managing and tracking day-to-day sales and business functions, so it approached HCL to implement a customized and configured solution on Salesforce.com that would enable it overcome these challenges The Sales & Distribution team faced several challenges in managing and tracking day-to-day sales and business functions Manual processes forced management to rely on its reps to ensure calls were routed to the appropriate field service staff. Sales reps were managing their own contacts and customers with individual contact management tools, which meant the company lost valuable relationship history every time a rep left. Management needed a better way to retain and keep track of key sales information and provide automated support for its unique sales process Need to increase collaboration with field Agents by implementing the Business planning process in Salesforce.com but the existing vendor was not able to provide the Business solution on the Force.com platform that met the needs of the Fireman’s Fund Business users faced challenges in maintaining and managing accurate agency profile, contact information and operational data Horizontal: Enterprise Transformation Services Micro-vertical: Insurance Service Areas : Salesforce SFA Solution Implementation Technologies: Salesforce.com
- 5. RESULTS / BENEFITS THE SOLUTION Retiring the legacy application in a few months, thereby reducing the need for new IT staff and complex training Streamlined manual processes with easy access to the required information is bringing everyone on to the same platform and increasing user adoption Using Salesforce CRM, agency information, profiling and development are now managed with greater efficiency and accuracy Comprehensive, consistent sales information provides management real-time visibility into key sales metrics HCL implemented a customized and configured solution on Salesforce.com, the leading on-demand solution and platform that would not only enable our client overcome most of the business and operational challenges pertaining to its agency operations but also enable the sales and marketing teams to have access to up-to date business and operational data related to these agencies The new system was rolled out to more than 100 Sales reps and Agents through the Salesforce Platform - the solution implemented acts as an “ Agency Management System” Salesforce CRM is used across a number of divisions within FFIC, including Broker Relationship Management, Planning New Business, Development Management and Agency Management Development Managers can score data quality, understand the extent to which the right brokers or contacts are being visited, and the degree to which contacts are being related to opportunities Integrations powered by the Force.com API, synchronize a legacy agency management system, master customer data, and finance information with Salesforce CRM CUSTOMER TESTIMONIAL “ This has been one of our most successful projects as business , IT and HCL worked close together on requirements and development. The knowledge, flexibility and openness of the team enabled us to develop an application that met and exceeded users’ requirements. Teaming with HCL proved to be a good decision for the success of this project.” --- Senior Director
- 6. BACKGROUND CHALLENGES / OBJECTIVES SNAPSHOT HCL enables an insurance company move to the Sales Cloud for efficient business & operational planning, and improved sales productivity Our client is a California-based insurance company, owned by Allianz SE of Germany. It is a premier property and casualty insurer, providing personal and commercial insurance products nationwide It’s sales & distribution team faced several challenges in managing and tracking day-to-day sales and business functions, so it approached HCL to implement a customized and configured solution on Salesforce.com that would enable it overcome these challenges The Sales & Distribution team faced several challenges in managing and tracking day-to-day sales and business functions Manual processes forced management to rely on its reps to ensure calls were routed to the appropriate field service staff. Sales reps were managing their own contacts and customers with individual contact management tools, which meant the company lost valuable relationship history every time a rep left. Management needed a better way to retain and keep track of key sales information and provide automated support for its unique sales process Need to increase collaboration with field Agents by implementing the Business planning process in Salesforce.com but the existing vendor was not able to provide the Business solution on the Force.com platform that met the needs of the Fireman’s Fund Business users faced challenges in maintaining and managing accurate agency profile, contact information and operational data Horizontal: Enterprise Transformation Services Micro-vertical: Insurance Service Areas : Salesforce SFA Solution Implementation Technologies: Salesforce.com
- 7. RESULTS / BENEFITS THE SOLUTION Retiring the legacy application in a few months, thereby reducing the need for new IT staff and complex training Streamlined manual processes with easy access to the required information is bringing everyone on to the same platform and increasing user adoption Using Salesforce CRM, agency information, profiling and development are now managed with greater efficiency and accuracy Comprehensive, consistent sales information provides management real-time visibility into key sales metrics HCL implemented a customized and configured solution on Salesforce.com, the leading on-demand solution and platform that would not only enable our client overcome most of the business and operational challenges pertaining to its agency operations but also enable the sales and marketing teams to have access to up-to date business and operational data related to these agencies The new system was rolled out to more than 100 Sales reps and Agents through the Salesforce Platform - the solution implemented acts as an “ Agency Management System” Salesforce CRM is used across a number of divisions within FFIC, including Broker Relationship Management, Planning New Business, Development Management and Agency Management Development Managers can score data quality, understand the extent to which the right brokers or contacts are being visited, and the degree to which contacts are being related to opportunities Integrations powered by the Force.com API, synchronize a legacy agency management system, master customer data, and finance information with Salesforce CRM CUSTOMER TESTIMONIAL “ This has been one of our most successful projects as business , IT and HCL worked close together on requirements and development. The knowledge, flexibility and openness of the team enabled us to develop an application that met and exceeded users’ requirements. Teaming with HCL proved to be a good decision for the success of this project.” --- Senior Director