Insurance

We strive to be the leading go-to systems integrator of the Salesforce/Salesforce Industries solution for the insurance industry by:

  • Bringing our expertise, tools and quality services to transform the industry into digital insurance leaders for the evolving risk marketplace
  • Driving transformative change throughout the insurance value chain and bringing insurance organizations into the advanced world of a gig economy, AI, and on-point customer service capabilities.

Areas of expertise

Property & Casualty

The speed and proliferation of product combined with the increase in competition for new and existing customers is rapidly changing the digital landscape of Property & Casualty Insurance.

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Life & Annuity

For the foreseeable future, interest rates are going to create significant pressure on the profitability of Life & Annuity carriers. Responding to these pressures requires quickly adapting new digital methods and technologies for accelerated underwriting, product introductions and customer acquisition.

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MGA

Significant growth is forecasted for the management and underwriting of carrier programs to quickly, effectively and profitably deliver products to customers. The cornerstone of this shift is the MGA, MGU and Wholesale companies. Customers require the streamlined buying and services experience that only a comprehensive digital platform can provide.

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Why Gerent for insurance?

Leadership

Extensive industry expertise with venerable, heavyweight insurance executive and practice leader.

Partner of choice

Trusted, go-to implementer of the Salesforce Industries Insurance Solution.

Track record

Proven track record in delivering Salesforce & Salesforce Industries into complex insurance environments including SMBs and major Fortune 500 companies.

Two-in-one

Agile, boutique, mid-sized firm with the expertise and capabilities of a large integrator.

Bring leverage & speed to insurance change

Targeted digitization of the distribution space

The advance low-code Salesforce Industries solution enables the introduction of transaction processing (Quote/Bind) earlier in the distribution chain, significantly increasing success.

Break-through solutions to accelerate advanced underwriting decisioning

Analytics and data is incorporated into the underwriting process to ensure decisions are based on proven automated models and human interaction.

Rapid deployment of insurance products that match the speed of change from IoT and Gig Economy

Effective coverage and strategic positioning for the continued revolution in emerging risk marketplaces, driven by the explosion of the IoT and Gig economy.

Seamless acquisition and service of customers that form a truly 360-degree capability

A single platform to capture and transact while servicing customers in a unified manner that allows alignment across the distribution systems and market.

How we can help

Meet Oliver

Senior Producer at a large brokerage / wholesale organization

“I drive revenue and clients to the business. I work with multiple parties to make sure that the right insurance solutions match the clients and agents needs. I make sure that the insurance carriers that are being chosen, provide exceptional products and coverages. I require interaction with all parties to place complex risk.”

How can technology help?

  • Provide a platform to manage prospect and customer data in one place.
  • Allows for transactions such as quoting, binding and issuing to work across the parties in a seamless manner, which frees up the producer’s time.
  • Provide insights through analytics on the drivers of successful conversion from quote to issue.
  • Provide management and executive analytics in a manner that is within the day-to-day process rather than additional effort and workload.

Meet Carl

Underwriter for a medium-sized insurance carrier

“I am where the rubber meets the road. My decisions each day affect prospects, customers and our company. So, a lot is riding on making sure I get these decisions right. To do that, I need to be able to focus on the risks that really require my expertise and allow the advance technology to handle the low-risk decisions without intervention. When I am involved, I need to have access to all the parties involved, all the information required and the specialized exceptions that each product or carrier will have, to ensure risks are properly covered for the right rate. Any deviations I make must be able to withstand the regulatory environment we work within.”

How can technology help?

  • Deliver automated underwriting solutions to ensure that only those risks that really require intervention are identified.
  • Integration of information such as video, pictures, voice and applications into one platform with the ability to navigate the information seamlessly.
  • Provide advanced analytical models aligned to the risk appetite, pricing and exposures for advance insurance policies.

Meet Michael

Claims Supervisor at a large Third Party Claims Administrator (TPA)

“The three things we can all count on in life is death, taxes and claims. I am so glad to be able to help people get back on track with their lives by resolving their claims in an efficient and effective manner. This means that I have to have access to all the customer and policy data to ensure the claim is covered. Then I have to be able to pull the various claim information together into one platform that helps me focus on the claims when there is a change in status or information. Finally, I have to be able to resolve the claim with proven historical information and advanced analytics that can help claimants understand the resolution that allows them to get back on their feet quickly.”

How can technology help?

  • Provide access to the customer information that is relevant to resolve claims quickly.
  • Help keep track of the arrival of new information or completion of additional reviews and route them automatically to key decisions makers.
  • Provide advanced analytical models to arrive at a proper settlement.

Donn Vucovich

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Insurance Practice Leader

Donn is a multidimensional business executive and trusted advisor to senior executives in the insurance industry, with 30 years of deep experience. Donn has always placed great importance in maintaining lasting partnerships with clients based on honesty, mutual respect and a relentless commitment to helping them overcome organizational / industry challenges. Donn has successfully led organizations through numerous transformations leveraging his ability to:

  • Develop and execute business, operational and technical strategies that expand organizational capability and maximize shareholder value.
  • Deliver hands-on leadership that aligns and engages disparate stakeholders in developing strategic visions, streamlining operations, and reversing negative trends.
  • Offer sharp financial acumen, industry expertise and an MBA from University of Chicago – Booth School of Business, to consistently drive outstanding results.

Kishan Ramineni

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Salesforce Industries Lead

Kishan is an accomplished, results-driven, techno-functional leader. He has 15 years of diverse IT experience in insurance, finance & health industries. He is a member of Salesforce Industries Industry Partners Masters Program and has achieved the Salesforce Industries Customer Endorsement Badge for the insurance industry. Kishan has successfully delivered Salesforce and Salesforce Industries solutions into complex insurance environments with his:

  • Extensive experience with enterprise application deployment architectures and environments.
  • Proficiency in architecting and designing end-to-end applications and solutions with technical, economic, and risk trade-offs.
  • Ability to support Sales/Account teams and Software Project Managers in the role of Program Architect during the proposal stage of business requirements capture and during the transition, build, and operate phases of solution/program implementation.

Our Point of View

Our Point of View

Technology Builds A New Bridge Between MGAs and P&C Carriers explores how technology innovation is helping carriers to reduce their expense ratios, why such technology is allowing MGAs to leverage their core strengths, and where the smart money sees double digit ROI.

Episode 26: From Single Channel To Omni-Channel: The Evolution Of Life and Annuity Distribution

The digital revolution in the insurance industry is in the process of  transforming the way insurance is marketed and sold.

The reason it’s undergoing such a metamorphosis is because of how customers want to do business. Smartphone technology, the internet and e-commerce have all combined to allow purchases at the touch of a button and this is changing the role of the insurance agent, as well.

In this episode, we learn from two experts why and how insurance selling is changing.

Donn Vucovich is Gerent’s Insurance Practice Lead and someone with a rich background in providing technology solutions to carriers, MGAs, and others. Michael Plazony is a former senior executive at both Kemper and Erie Insurance and also possesses a strong understanding of modern insurance technology.

June 3, 2021

AIG Transforms User Experience with Vlocity and Salesforce

In 2019, Gerent was contracted by AIG, an American multinational finance and insurance corporation with operations in more than 80 countries and jurisdictions. The insurer was looking to digitize and integrate their disparate, siloed data infrastructure into a cohesive platform that would be easy to navigate for their nearly 50,000 employees.

The primary problem facing AIG was that it had an outdated legacy system. This platform required brokers to perform quoting using a green screen interface with many manual steps. Their main goal was to modernize the user experience by bringing their various disconnected systems and applications onto a single platform with a modern UI. The insurer knew that if they were able to do this, they could significantly increase not only the productivity of their team but the quality and retention of their team as well.

Gerent architects and executes modernization and digitization strategy

Initially, the insurer had no single platform that integrated their legacy applications with their mainframe system. This was a problem, as their rating system was housed in the mainframe and could not communicate easily with pricing and quoting applications.

To overcome this problem, Gerent implemented Vlocity and Salesforce to interface with their rating procedures. This enables calls to be made from Salesforce to the external system and get quoting information accordingly. The result was 15 different platforms integrated into a single user experience.

For setting up products, we used Salesforce Product Objects and then created attribute categories. Their new reporting experience is built on Salesforce Configure, Price, and Quote (CPQ) platform.

To ensure that Vlocity worked with every mainframe integration, Gerent's team used data integration procedures and data wrappers to integrate between 400 and 500 lines of payload. This lets the insurer reach out to their mainframe system at any time to collect a quote.

Insurer drives productivity and increases employee retention through Salesforce modernization

After working with Gerent and implementing Salesforce, AIG has been able to consolidate their multiple green screen applications into a single user interface. Previously, brokers, underwriters, sales and service – essentially the entire organization – had to rely on a system in which information was always challenging to find. Information such as customer data, sales pipeline status, and insurance premium pricing structures all existed on different servers that did not communicate with each other. Now, everything is discoverable in real-time, all through a single platform. The result is a dramatic increase in productivity, as well as an increase in broker retention.

To learn more about how Gerent can help you transform your business with Salesforce, contact us today.

New York Life Insurance Company Exceeds all KPIs with Salesforce Digital Transformation

Gerent was approached in 2019 by Fortune 100 life insurance company, New York Life. The reason? Their legacy platform was beginning to cause significant issues. Brokers and agents were unable to get a complete view of clients, resulting in poor sales calls and information getting lost. Additionally, onboarding agents onto the broker platform was challenging and time-consuming, which created a barrier to bringing new talent into the insurance firm. What’s worse, retaining that talent had become difficult due to the platform’s poor usability. This was due to their cumbersome process. Brokers and customers typically had to fill out 18 pages of paperwork, all of which had to be input into the legacy system and reviewed manually.

Furthermore, the insurer was looking to empower roughly 12,000 agents to sell insurance using mobile and tablet, as well as desktop. This initiative's primary driver was to ensure agents could interact with clients on the go through mobile and then head back to the office and work on the same case through their laptop.

Gerent creates a 360° customer view for life insurer

Gerent began by performing a data migration and infrastructure that would allow New York Life to integrate their new Salesforce platform with the legacy infrastructure. Tools such as Sales Cloud and OmniScript had to work seamlessly with old data for the new system to work correctly.

Gerent then transformed New York Life's printable form into a digital one. Now, they no longer have to look at the same data twice, and information is always available to anyone within the organization who needs it. The process can be started and resumed wherever an agent left off, ensuring that the agent’s time is far more effective than previously.

With a central Salesforce database, multiple agents can now partner in a deal. Previously, this was impossible, as once a policy was sold, agents could no longer view the same record of any alterations the client had made, making it impossible for them to partner on a single deal.

Additionally, agents had no way of even identifying customers. Therefore, they had to go through a lengthy process of ensuring the person calling about a particular issue was the legal policyholder. Now, agents can verify a caller’s right to the policy immediately, at which time OmniScript provides several responses tailored to the individual customer.  

Prior to the Salesforce Service Cloud implementation, service reps had to go through multiple green screen systems to acquire client information. They can now get a three-sixty-degree view of a customer from a single screen and provide premium scores much quicker. As a result, New York Life has exceeded its KPIs across almost every available metric.

Liberty Mutual Reduces Time to Quote From 7 Days to 15 Minutes with Salesforce

In 2018, global insurer and Fortune 100 member, Liberty Mutual, approached Gerent to help transform their entire quoting platform. While the insurer remained a dominant player in the industry, they felt themselves starting to fall behind in terms of time to quote and broker experience. The root of their problem stemmed from the fact that they were trying to manage their insurance premium calculations entirely through Excel spreadsheets.

Premiums are calculated based on dozens of factors, such as the number of employees and officers a company has and revenue. All of this was initially handled in Excel because the Microsoft office tool was simple to set up and provided a standard database that was easy for everyone to access.

However, as their client base grew and Liberty’s rules and conditions for various insurance plans and rates multiplied, Excel became an unwieldy tool to use and was causing unacceptable quote delays and frustration throughout their broker network.

To solve this problem, Liberty decided to pursue a Salesforce implementation. The goal was to create a single platform that would allow both clients and brokers to input relevant data and receive a quote as fast as possible.

Vlocity and OmniScript power digital transformation

Gerent began by setting up the insurer’s products in a single Salesforce system. Specifically, all products were set up on the Vlocity Configure, Price, and Quote (CPQ) platform.

Gerent then leveraged OmniScript to guide users through various sales workflows and scenarios. With Omniscript, sales and service teams have access to all customer information and the most relevant information for a particular situation. The same holds true for products. Now, when sales teams gather information about a prospect’s business, they can input it into Salesforce while the call is taking place. Salesforce will instantly provide either the best insurance options or the right question to get more information to present an insurance option.

Vlocity lets Liberty capture a wide range of company information, such as size and revenue. This can then be used for insurance rating procedures. Calculation matrices are applied to provide insurance premiums, often automatically and near-instantaneously, which are used to inform the OmniScript information provided to sales teams. Quotes are created directly in Salesforce, where they are made available to clients, brokers, and insurance providers.

Worldwide insurance provider Liberty Mutual achieves near-instantaneous quoting

Before migrating their quoting and sales platform to Vlocity and Salesforce, producing a quote was an extremely time-consuming and labor-intensive process for the insurer. An agent would have to gather every piece of available information from a client, import it into an Excel sheet, and then send that sheet to the insurers quoting office for them to begin the underwriting process. Then, underwriters had to look at every factor that goes into pricing premiums manually, applying rules and calculations as they go, before finally providing the final premium. This process usually took five to seven days.

Now, with Salesforce, brokers can input prospect data into Salesforce and have a quote in fifteen to thirty minutes. This has resulted in a dramatic increase in sales. Additionally, the streamlined and easy-to-use platform has helped the insurer retain top broker talent.

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