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ETS Case Study: HCLT enables an insurance company move to the sales cloud for efficient business & operational planning, and improved sales productivity
HCL enables an insurance company move to the Sales Cloud for efficient business & operational planning, and improved sales productivity BACKGROUND 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 challengesCHALLENGES / OBJECTIVES The Sales & Distribution team faced several challenges in managing and tracking day-to-day sales and business functions SNAPSHOT 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 Horizontal: Enterprise Transformation contacts and customers with individual contact management tools, which meant the Services company lost valuable relationship history every time a rep left. Management Micro-vertical: Insurance needed a better way to retain and keep track of key sales information and provide automated support for its unique sales process Service Areas: Salesforce SFA Solution Need to increase collaboration with field Agents by implementing the Business Implementation planning process in Salesforce.com but the existing vendor was not able to provide Technologies: Salesforce.com 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
THE SOLUTION CUSTOMER TESTIMONIALHCL implemented a customized and configured solution on Salesforce.com, theleading on-demand solution and platform that would not only enable our client “This has been one of our most successful projects as business , IT and HCL worked close together onovercome most of the business and operational challenges pertaining to its requirements and development. The knowledge,agency operations but also enable the sales and marketing teams to have access flexibility and openness of the team enabled us to developto up-to date business and operational data related to these agencies an application that met and exceeded users’ requirements. Teaming with HCL proved to be a good The new system was rolled out to more than 100 Sales reps and Agents decision for the success of this project.” through the Salesforce Platform - the solution implemented acts as an --- Senior Director “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 CRMRESULTS / BENEFITS 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
Hello, I’m from HCL! We work behind the scenes, helping our customers to shift paradigms and start revolutions. We use digital engineering tobuild superhuman capabilities. We make sure that the rate of progress far exceeds the price. And right now, 88,000 of us bright sparks are busydeveloping solutions for 500 customers in 31 countries across the world.How can I help you?www.hcltech.com