In an industry that already has many challenges, insurance sales processes can be very complex. That means the pipeline can be disrupted easily. This, in turn, emphasizes the importance of ensuring processes are as smooth and efficient as possible—and supported by the right technology.

Such was the case with one large US provider of insurance and financial solutions, in business for 110 years. The firm’s differentiator is that they see policy owners, agents, and employees as family individuals, all connected by a passion for helping others and a respect for the uniqueness of each other’s lives.

The company needed to support a very complex insurance sales model that was supporting inside and outside sales teams with 12,000 non captive agents.

The problem: The technology supporting the team and these critical processes was a decades-old, green screen, mainframe CRM. This outdated technology was causing big problems:

• Inefficiencies, like forcing staff to re-key information into multiple places
• No modern functionality, like mobility
• No way for management to have visibility into data like sales performance, which limited their ability to forecast or take appropriate action when needed
• Siloing of the company’s three lines of business, causing them to miss opportunities to cross sell

If this wasn’t enough to contend with, the company embarked on a mission to implement a new CRM platform during the COVID-19 pandemic.

Acquisitions have resulted in substantial growth for a commercial insurance benefits broker and wealth manager, but bringing the technologies of the acquired companies together over the past decade has proven difficult, leaving the acquired organizations operating systems independently.

Now this financial services firm sees the value gained from a business and financial perspective by pulling them together under a common brand with common business models.

Hear about how the firm followed a scalable plan and came out ahead, ready to onboard more companies efficiently and consistently.