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Insurer sees sales conversions jump 20% and saves $3 million in costs

Business Situation

A leading global provider of supplemental accident, disability, health and life insurance products for families and individuals needed a process overhaul. In a digital age, it was still using paper-based processes that slowed the sales cycle.

To overcome its challenges and improve its sales and marketing performance, the company opted for a new CRM and marketing platform. With its highly mobile, door-to-door sales force, the provider particularly sought mobile functionality to best equip its agents.

For help in building a solution tailored to its needs, the company turned to Avanade and Accenture for the right answers.

Solution

The insurer selected Microsoft Dynamics CRM as the platform that would equip the insurer’s agents to pursue leads—and convert those leads to sales—most effectively. Several factors influenced this decision, including the solution’s competitive pricing and the available cloud hosting option.

Avanade architected a new CRM platform for the insurance provider, fully integrating it with existing back-end systems.

Results

The company has seen solid bottom line benefits thanks to the new CRM system. Lead disposition rates increased by more than 30 percent, sales conversion rates jumped 20 percent and annualized premium value rose 50 percent in some territories. Some $3 million in cost savings has been realized to date—but gains also include intangibles. Agent retention and productivity is high, and customer satisfaction is on the rise.

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