Assured Partners had cultivated a large and unique audience of brokerage business but was not capitalizing on it. BizDev was inconsistent and disjointed - and not supported with the right technology. They turned to Incapsulate for answers and got an intuitive and highly automated revenue infrastructure, freeing up Assured Partners to focus on selling.
Core Problems
The strategic objective of Assured Partners (AP) is to offer the best tools and technology for brokerages and their end customers. Having grown through acquisitions, however, 100s of different “producers” (brokerages) were using a variety of different technology and business processes. Moreover, the organization lacked unified reporting and analytics.
Some of the key challenges included ensuring that the system supports disparate agencies that operate in many different regions, sell different products, sell to different markets, and have different business processes. The core challenge was to provide a blueprint that is general enough to work for all but consistent enough to enable meaningful analytics, dashboards, and reporting.
Solution Design
The solution was a best-in-class sales & marketing platform that turbocharges sales through the integration of 30 instances of 3 different Agency Management Systems as well as the integration of other key 3rd party data providers across 300 agencies. Codesigned by AP and Incapsulate, this solution brings critical data to 1500 sales producers, sales leaders, and industry specialists enabling them to provide the appropriate coverage at the appropriate cost with an outstanding user experience. Integrations enable producers to have mobile access to their most important data including policies of new business.
Features include omni-channel access, Outlook integration, and dashboards. Key tools included outside of the Salesforce product line were LinkedIn Sales Navigator, Zoom Info, and MuleSoft. Other tools include Snowflake for data warehouse, Okta for SSO, and Azure DevOps for CI/CD.
The Results
With an adoption rate of virtually 100%, 1,200+ producers are using the system daily. This has resulted in increased cross-selling, an improved renewal process, and improved analytics. With a 360-degree customer view, producers can leverage industry specialists and gain deeper insights into the sales process. Improved analytics and dashboards enable sales leaders to better coach emerging producers. Risk is reduced dramatically by retiring systems and reducing technical debt. In addition, the strategy for implementation minimizes custom-coded solutions and other forms of technical debt. Operational expenses are reduced by eliminating duplicate data entry, automating key tasks, and using analytics and insights to focus business processes.
Other benefits include dramatically improved forecasting, a consistent yet flexible sales process, the ability to accelerate the development of new agents, and faster onboarding of new agencies.
Together these result in more sales, better service, and improved operating margins. AssuredPartners expects revenue growth of greater than $1 billion over the next several years while realizing efficiency gains and cost savings.