Industry
Insurance
Process
Analytics
Formulated lifetime model for agency compensation
to boost sales productivity
The client is a leading insurer selling auto and home The WNS Solution
insurance products through a network of independent
agents and brokers. WNS provided a comprehensive analytics solution,
deploying a range of techniques to analyze data including
The 2008 comScore online automobile insurance report statistical forecasting, time series analysis, regression
estimates that 15 percent of respondents reported analysis, trend analysis and segmentation to deliver
purchasing their current policy via an online channel, actionable insights. To meet the client's needs, WNS
a 3 percentage point gain over 2007. At the same time, Created
n a lifetime value model to support the design of
the traditional agent channel experience a corresponding the new agent compensation plan. This model calculates
decline in market share, decreasing 3 points to 53 percent the present value of the future cash flows attributed to
of total policies purchased. the agent relationship
Faced with a market environment where customers were Developed
n detailed reports used by the sales team in
increasingly purchasing policies through the internet, the order to monitor and improve the engagement with
client wanted to boost productivity of its agents and their agents
company sales teams. The client selected WNS to deliver Utilized
n trend analysis to determine the effectiveness of
an analytics solution that elicits actionable insights in order marketing campaigns including the impact of seasonal
to develop the right sales and distribution strategies. factors and macro economic conditions on sales
Deployed
n predictive analytics to understand customer
The Client's Challenge retention through regression modeling. WNS identified
To address the challenge of increasing the productivity of its data sources including information on variables such as
agent and company sales force, the client was seeking product, distribution channel, customer demographics,
analytics support in order to and competitor pricing to determine the likelihood of
customer retention
Design
n a new agent compensation plan
Generated
n MIS for insight-based decision-making for the
Assess
n effectiveness of its channel marketing programs client's senior leadership.
Increase
n the efficiency of engagement between the sales
team and the agents
Develop
n a better understanding of customer retention
drivers at the time of policy renewal.
Copyright © 2009 WNS Global Services | wns.com Industry: Insurance | 01

Extending Your Enterprise About WNS
Given that agents are the key distribution channel for the WNS is a leading global business process outsourcing
client, it was imperative to increase the productivity of this company. Deep industry and business process knowledge,
distribution channel. In addition the efficiency of the a partnership approach, comprehensive service offering and
client's sales force needed to be improved. By deploying the a proven track record enables WNS to deliver business value
analytics solutions developed by WNS, the client was able to the world’s leading companies. WNS is passionate about
to generate actionable insights into its sales and building a market leading company valued by our clients,
distribution channels and use these insights to formulate employees, business partners, investors and communities.
appropriate strategies.
Benefits delivered by the WNS team
Supported
n the successful launch of a new compensation
plan for its agents
Assessed
n the effectiveness of a range of marketing
campaigns, thereby helping the client devise the future
campaigns
Delivered
n better insights into agent performance.
To learn how we can help extend your enterprise,
write to us at info@wnsgs.com
Copyright © 2009 WNS Global Services | wns.com Industry: Insurance | 02