Health Insurance Provider Upgrades its Lead Management

Health Insurance Provider Upgrades its Lead Management


Client Success Snapshot

Client Profile:

  • Overview: A prominent health insurance provider
  • Industry: Insurance (Healthcare)
  • Team Size: 1,800
  • Annual Revenue: US$ 126 million
  • Headquarters: Tampa, FL
  • Markets: United States

The Challenge

A company was looking to build a lead management platform that would allow it to provide quotes to new leads immediately — whether online or over the phone. To increase efficiency, the insurer also sought to provide clients, brokers, and anyone involved in the sales pipeline with access to centralized information.

Gerent's Approach

Gerent built the company a new distribution platform using Salesforce Sites, thereby enabling the organization to build apps and websites that integrate with Salesforce. The Sites platform allowed clients, brokers, and anyone involved in the sales pipeline to access information in one place — complete with restrictions based on each user’s role. The platform also enabled brokers and groups to shop and quote using rule-based workflows, and the ability to manage complex installations, ensuring on-time delivery.

Key Outcomes

The company’s new broker platform reduced its time-to-quote substantially, improving lead management. Post-implementation, brokers could manage product catalogs, ratings, sales automation, underwriting, and renewals from one interface. The transformation also resulted in an improved sales experience for brokers, who can now engage more frequently with customers and provide them with a wider array of recommendations.

Client Success Story

In 2018, Gerent was approached by one of the biggest providers of community care plans (CCP) and prescription drug plans (PDP) in Florida. The company was looking to transform its entire insurance platform, although its primary focus was on healthcare quoting and pricing. The insurer was also looking to build a lead management platform that would allow it to provide new leads with quotes immediately. The organization knew that if it could accomplish this, it could significantly increase its close rate.


Salesforce Sites to the Rescue

Gerent began by building the company a new distribution platform using Salesforce Sites. Sites enable organizations to build apps and websites that integrate directly with Salesforce. The Sites platform provides clients, brokers, and anyone involved in the sales pipeline with access to the information they need in one place — complete with restrictions based on each user’s role. 

With the platform, the insurer’s prospects could submit relevant information to obtain an approximate quote automatically; this is especially useful when a broker is unable to immediately provide a prospect with a quote.

Dramatically Reduced Time-to-Quote

Typically, a digital transformation of this scope and complexity would take between one and two years to complete. However, Gerent completed the project in just four months — with two months spent on testing. What’s more, since the platform is intuitive and user-friendly, the insurer was able to onboard its entire team and broker network almost immediately.

The company’s new broker platform reduced its time-to-quote substantially. Brokers can now manage product catalogs, ratings, sales automation, underwriting, and renewals from one interface. Furthermore, with the support of flexible product models, market needs can be met and delivered in an expedited manner. The platform also enables brokers and groups to shop and quote using rule-based workflows, with a post-sales component that manages complex group installations, ensuring projects are delivered on time.

The transformation resulted in an improved sales experience for brokers, who can deliver quotes faster, engage more frequently with customers, and provide them with a wider array of recommendations. Thanks to Salesforce’s integrated platform, the business has cut down quote and bill times dramatically, enabling it to increase profits and maintain its competitive edge.

‍‍Contact Gerent today to find out how we can help your business achieve its ideal future state!

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