An Insurance Group Achieves Operational Cohesion with Sales Cloud

An Insurance Group Achieves Operational Cohesion with Sales Cloud

Client Success Snapshot

Client Profile:

  • Overview: A holding company that encompasses three major organizations
  • Industry: Insurance (Group Health Insurance)
  • Team Size: 201-500
  • Annual Revenue: US$ 443 million
  • Headquarters: NY, USA
  • Markets: USA

The Challenge

A U.S.-based holding company that encompassed three insurance firms lacked a unifying CRM system; its component organizations utilized several incompatible systems. As a result, a vast amount of data was siloed between the three organizations, making it difficult for sales and marketing teams to launch effective outreach campaigns. This fragmentation also impacted the holding company’s operational effectiveness, as too much time was spent on administrative tasks and too little on maintaining a selling focus, leading to productivity losses.

Gerent's Approach

Gerent’s team began by implementing Sales Cloud, a Salesforce-powered, AI-supported platform that helps organizations capture essential data and gain instant insights into leads, next steps, and suggested strategies. This feature wouldn’t just help agents — it would also provide precise sales forecasting and empower sales and marketing managers to achieve better results. 

Gerent then integrated the CRM with the company’s existing data warehouse and in-house quoting tool. Finally, we implemented Pardot, which automates numerous marketing functions and illuminates leads and other sales opportunities, while eliminating manual marketing tasks.


Key Outcomes

Post-implementation, the holding company gained complete visibility into its pipeline and sales cycle. This broadened perspective enabled sales leaders to improve and optimize their outreach strategies.

Client Success Story

A U.S.-based holding company that encompasses three insurance firms faced several serious concerns when it initially contacted Gerent. 

It lacked a unifying CRM system and its component organizations utilized several systems that were incompatible with each other. As a result, the vast amount of data the company held was siloed between the three organizations — which made it difficult for sales and marketing teams to launch effective outreach campaigns. This fragmentation also impacted the holding company’s operational effectiveness; too much time was spent on administrative tasks and too little on maintaining a selling focus, leading to significant productivity losses.

Insurance companies need to have a complete profile of their clients, as such insights are instrumental in furthering sales. Recognizing this, Gerent posited a solution that could better support the company’s sales initiatives: Salesforce’s Sales Cloud.


Salesforce’s Sales Cloud Facilitates Better Forecasting

Sales Cloud is a Salesforce-powered, AI-supported platform that helps organizations capture essential data and gain instant insights into leads, next steps, and suggested strategies. This feature wouldn’t just help agents — it would also facilitate precise sales forecasting and empower sales and marketing managers to achieve better campaign outcomes. 

Next, Gerent integrated the CRM with the company’s existing data warehouse and in-house quoting tool. Gerent also implemented Pardot, a product that automates several key marketing functions and helps representatives identify leads while eliminating manual tasks. Pardot also enables sales and marketing team leaders to execute more sophisticated and targeted outreach campaigns.


Achieving Full Visibility Of The Sales Cycle with Salesforce

Post-implementation, the holding company gained complete visibility into its pipeline and sales cycle. This broad perspective enabled sales leaders to improve the way they managed their outreach. The holding group also gained the ability to track conversions, conduct analysis, and gather key strategic insights. 

Our client has since launched a direct-to-consumer site, taking advantage of its Salesforce CRM’s built-in lead generation and data analytics capabilities to market health insurance, dental, and vision plans directly to Americans in the over-65 market.


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