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

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 opportunitiesIntegrations 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

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

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 opportunitiesIntegrations 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