Partner Centric Sales Driven with Centralized CRM

The client is a Fortune 100 company that provides life insurance for individuals and families at every income level and stage of life. They are an assets management firm, managing their assets and portfolios in different divisions.

Business Challenge

  • The client had multiple sales channels such as Third Party Distribution and Agency Sales & Services to reach potential customers. There was a need for a single platform to manage sales goals and daily targets. The technical architecture to integrate multiple source systems was complex due to custom ETL jobs servicing more than 900 end users across multiple business groups in the enterprise.

Technology Components

  • SFDC, Informatica, SOAP/REST interfaces

Approach

  • Created a transition plan for high performing individuals to enable development & support

  • Established scalable team structure and documented all the required knowledge assets across all sales processes

  • Onboarded the new team and transitioned the Support and Enhancement activities in a phased manner

  • Established the governance model; evangelized the engagement model with business and established SLA’s and prioritization process

  • Deployed a global team to provide 18x6 support

Transformational Effects

  • Predictable delivery and continuous engagement improved the overall platform adoption

  • Reduction of technical and capability debt resulted in onboarding of multiple lines of business

  • Leveraged out of the box feature and reduced customization with technical governance in place

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