Best Practices: Run Your Insurance Agency in the Cloud Darren Cunningham, Informatica Cloud Marketing Jarrod Buckley, Info...
Today’s Agenda <ul><li>Overview of Salesforce & Cloud Integration </li></ul><ul><li>Introducing Informatica Cloud </li></u...
Leading Insurance Firms Embracing the Cloud Life & Health P&C Brokers
Why Does the Cloud Make Sense for Intermediaries? <ul><ul><li>Traditional tools focus on administration, not prospecting a...
Putting Tools & Information in the Hands of Producers
Leading Agencies Love the Benefits Salesforce <ul><ul><li>Track. Measure. Improve. </li></ul></ul><ul><ul><li>Focus on the...
The Cloud Serves Brokers of Every Size ENTERPRISE MID-MARKET SMALL BUSINESS
Why Isn’t Your Firm Interested in SaaS?
Primary Cloud Integration Use Cases: Load Data Synchronize Data Replicate Data Cleanse Data Your Company
1000+ Salesforce.com customers rely on Informatica to integrate Salesforce CRM and Force.com with enterprise applications,...
Informatica Cloud www.informaticacloud.com True SaaS Integration Kendall Collins, CMO “ Informatica’s focus on customer su...
Informatica Cloud “ After evaluating 3 systems over 3 months (we wanted to evaluate a fourth but one vendor couldn't or wo...
Informatica Cloud <ul><li>http://trust.informaticacloud.com </li></ul><ul><li>Over 1000 salesforce.com customers use Infor...
Informatica Cloud for Insurance Focus on Your Business Not Administering the Data <ul><li>Insurance Carriers: </li></ul><u...
Vincent Culhane,  Senior Managing Director,  Salesforce & Informatica Cloud Customer Success
The Alternative in Insurance Brokerage <ul><li>Full-service insurance brokerage firm, founded in 1933 </li></ul><ul><li>Fi...
Commercial Insurance Services <ul><li>Services a wide range of clients, including: </li></ul><ul><li>Product and industry ...
Financial Insurance Services <ul><li>Services a wide range of financial and professional clients, including:  </li></ul><u...
Private Client Services <ul><li>Dedicated experts provide services for: </li></ul><ul><li>Specialized consideration of aff...
Employee Benefits Services <ul><li>Employee benefits encompass a wide array of coverages intended to protect and assist em...
Business Objectives for Salesforce Implementation <ul><li>Enable & enhance production of new and expanded business </li></...
Overview of Integration <ul><li>Informatica Cloud  </li></ul><ul><li>Sagitta/BenefitPoint </li></ul><ul><li>Quote, Service...
Adoption and Lessons Learned <ul><li>Bi-directional integration to agency management system is critical for adoption and s...
Next Steps and Resources <ul><li>Get started with Salesforce CRM and Force.com </li></ul><ul><li>Don’t wait to integrate! ...
 
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Run Your Insurance Agency in the Cloud

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Webinar presented by Informatica Cloud and Frank Crystal focused on the benefits of Salesforce CRM and cloud integration with on-premise AMS systems. For more information, please visit www.informaticacloud.com.

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  • Salesforce has been spending a lot of time digging into customers in the broker and agency space using their CRM platform. Traditional AMS tools focused on admin, not used for prospecting and sales up front Hard to collaborate because data scattered across systems – and often on paper Producers want to be out in the field buidling their book of business. As a result 5 of top brokerages use Salesforce globally. They now offer packaged solutions for insurance carriers and brokers.
  • Focus today on how cloud puts tools and info into the hands of producers Salesforce pioneered the shift from client-service to the enterprise cloud computing Their focus has always been on ease of use, taking their cues from the consumer marketplace with the goal of democratizing computing.
  • Why Salesforce is popular with agencies Producers can work from anywhere at any time. Focus on buidling relationships. Measure things that they hadn’t measured before – renewals, cross sell upsell, etc. And finally, they like that they can make Salesforce their own – adapt to your process, not fit your process into an enterprise app
  • Salesforce serves small, medium, and large sized companies Small companies benefit with access to enterprise apps and infrastructure that they might not be able to afford - Large companies benefit with the innovation, rapid scalability, and rapid deployment of people and apps in the cloud
  • Integration continues to be one of the biggest barriers to cloud computing success. Heading into 2010, Informatica’s Chris Boorman made the following prediction: Cloud Data Integration will eclipse both security and availability to be the defining capability that drives Cloud Computing success.  Everyone is predicting that 2010 will be big for cloud computing. I agree. However, my belief is that the cloud represents a unique collaborative dilemma for the business and IT. Business users want the ease of use and perceived freedom, while IT is and HAS TO BE concerned with availability, security and data ownership. Security and availability are being resolved to the extent that we now hear of on- premise downtime more frequently than cloud downtime, while security concerns are becoming less worrysome for broad ranges of computing needs. However, the final hurdle is in remaining in control of your most important asset – your data. 2010 will be the year when data integration delivers for the cloud and provides the ease of use that business users require together with the trust and control that IT demands.  http://blogs.informatica.com/perspectives/index.php/2009/12/15/2010-predictions/
  • So the cloud is taking off…but it’s also become the #1 driver of Data Fragmentation in the enterprise. As one of our customers said, “a SaaS application without integration is like a beautiful island that nobody can actually get to.” In fact, Forrester Research has shown that 65% of IT managers recognize integration issues as the top barriers to success.
  • Sample list of customers using Informatica technology to integrate Salesforce with other systems.
  • B2B Data Transformation Translating industry-standard files and messages like ACORD, SWIFT, EDI-X12 and EDIFACT into a consumable form is now greatly simplified by pre-packaged transformations that allow organizations to readily integrate messages received from partners, suppliers and trading networks in the cloud. Insurance – Carriers can integrate critical ACORD format information coming from back-office systems into the cloud to present a single view of the customer to agents and brokers.
  • Run Your Insurance Agency in the Cloud

    1. 1. Best Practices: Run Your Insurance Agency in the Cloud Darren Cunningham, Informatica Cloud Marketing Jarrod Buckley, Informatica Cloud Alliances Vincent Culhane, Senior Managing Director, Frank Crystal & Co www.InformaticaCloud.com CLICK HERE TO VIEW THE RECORDING
    2. 2. Today’s Agenda <ul><li>Overview of Salesforce & Cloud Integration </li></ul><ul><li>Introducing Informatica Cloud </li></ul><ul><li>Success Story: Frank Crystal & Company </li></ul><ul><li>Q&A </li></ul>
    3. 3. Leading Insurance Firms Embracing the Cloud Life & Health P&C Brokers
    4. 4. Why Does the Cloud Make Sense for Intermediaries? <ul><ul><li>Traditional tools focus on administration, not prospecting and sales </li></ul></ul><ul><ul><li>Information scattered across systems, paper, people </li></ul></ul><ul><ul><li>Producers want to focus on relationships and building business </li></ul></ul>Call Bob Technology is Back Office Challenge to Collaborate Producers and Customers in the Field
    5. 5. Putting Tools & Information in the Hands of Producers
    6. 6. Leading Agencies Love the Benefits Salesforce <ul><ul><li>Track. Measure. Improve. </li></ul></ul><ul><ul><li>Focus on the Business </li></ul></ul>Make It Work For You Point-and-click customization and integration. <ul><ul><li>Close every renewal and capture the cross-sell. </li></ul></ul><ul><ul><li>Producers can work anytime, anywhere. Focus on building relationships. </li></ul></ul>
    7. 7. The Cloud Serves Brokers of Every Size ENTERPRISE MID-MARKET SMALL BUSINESS
    8. 8. Why Isn’t Your Firm Interested in SaaS?
    9. 9. Primary Cloud Integration Use Cases: Load Data Synchronize Data Replicate Data Cleanse Data Your Company
    10. 10. 1000+ Salesforce.com customers rely on Informatica to integrate Salesforce CRM and Force.com with enterprise applications, databases and files.
    11. 11. Informatica Cloud www.informaticacloud.com True SaaS Integration Kendall Collins, CMO “ Informatica’s focus on customer success and innovative technology has earned them the top spot for data integration on the AppExchange . ”
    12. 12. Informatica Cloud “ After evaluating 3 systems over 3 months (we wanted to evaluate a fourth but one vendor couldn't or wouldn't set up trial) Informatica Cloud was by far the easiest to use . From the time I started the trial to loading my first set of data into my sandbox was a total of about 2 hours.” “ Easy to use with great UI features greatly simplified our ability to integrate Salesforce data into our in-house applications. Cut the development time to get data in and out of Salesforce in half.” “ By far, Informatica's on-demand service provides the easiest, fastest and most flexible way to integrate any kind of data with Salesforce.” “ Deceptively simple UI design with a great work-flow approach to ETL setup. I can't think of anything I'd change in the workflows or UI....designers did a great job of nailing the essential process in 6 steps...yet allowing full orchestration and workflows built upon tasks. It looks simple, but it has depth.” CLICK HERE TO READ MORE REVIEWS True SaaS Integration Ease of Use
    13. 13. Informatica Cloud <ul><li>http://trust.informaticacloud.com </li></ul><ul><li>Over 1000 salesforce.com customers use Informatica Cloud </li></ul><ul><li>Over 50,000 integration jobs run on Informatica Cloud daily </li></ul><ul><li>Over 10 Billion Salesforce records processed on Informatica Cloud monthly </li></ul>True SaaS Integration Proven Customer Success Ease of Use
    14. 14. Informatica Cloud for Insurance Focus on Your Business Not Administering the Data <ul><li>Insurance Carriers: </li></ul><ul><ul><li>Easily aggregate critical information via industry standards from back office systems </li></ul></ul><ul><ul><li>Present single view of customer to agents and brokers for effective upsell/cross-sell opportunities </li></ul></ul><ul><li>Insurance Agents and Brokers: </li></ul><ul><ul><li>Quickly and easily synchronize critical data between CRM and back office agency management systems </li></ul></ul><ul><ul><li>Ensure policy & contacts stored in AMS are accessible anytime and anywhere </li></ul></ul><ul><ul><li>Ensure agents and carriers can exchange information effectively via industry standards </li></ul></ul>
    15. 15. Vincent Culhane, Senior Managing Director, Salesforce & Informatica Cloud Customer Success
    16. 16. The Alternative in Insurance Brokerage <ul><li>Full-service insurance brokerage firm, founded in 1933 </li></ul><ul><li>Fifteenth largest insurance brokerage firms in the United States; second largest privately owned </li></ul><ul><li>Over 400 employees nationwide </li></ul><ul><li>Headquartered in New York, with offices in Houston, Los Angeles, Miami, Palm Beach, Philadelphia, Portland, San Francisco, Seattle, Southampton & Washington, DC </li></ul><ul><li>5 Business Units organized nationally, not geographically </li></ul><ul><li>Serves clients throughout the United States and around the world </li></ul>Page
    17. 17. Commercial Insurance Services <ul><li>Services a wide range of clients, including: </li></ul><ul><li>Product and industry specialists provide comprehensive insurance solutions: </li></ul><ul><ul><li>- Automobile Liability - Environmental liability </li></ul></ul><ul><ul><li>- Casualty Coverages - Product recall & contamination </li></ul></ul><ul><ul><li>- General Liability - Professional liability & fidelity </li></ul></ul><ul><ul><li>- Internet professional liability - Property Coverages </li></ul></ul><ul><ul><li>- Kidnap & ransom - Representations & warranties </li></ul></ul><ul><ul><li>- Loss mitigation insurance - Surety </li></ul></ul><ul><ul><li>- Political risk, trade disruption, war - Workers Compensation </li></ul></ul>Page <ul><li>- Aviation </li></ul><ul><li>Construction </li></ul><ul><li>Environmental </li></ul><ul><li>Health Care </li></ul><ul><li>Hospitality </li></ul><ul><li>Manufacturing </li></ul><ul><li>Marine & Energy </li></ul><ul><li>Merger & Acquisition </li></ul><ul><li>Nonprofit </li></ul><ul><li>Real Estate </li></ul><ul><li>Retail </li></ul><ul><li>Technology </li></ul><ul><li>Transportation </li></ul>
    18. 18. Financial Insurance Services <ul><li>Services a wide range of financial and professional clients, including: </li></ul><ul><li>Product and industry specialists provide comprehensive: </li></ul><ul><li> - Brokerage services and solutions - Professional liability </li></ul><ul><li>- Internet professional liability - Property & casualty insurance </li></ul><ul><li> - Professional fidelity - Representations & warranties </li></ul><ul><li>Dedicated claims experts for all lines of coverage including specialty professional </li></ul><ul><li>liability claims experts </li></ul>Page <ul><li>- Accounting Firms </li></ul><ul><li>Advisors </li></ul><ul><li>Brokers/Dealers </li></ul><ul><li>Commercial Banks </li></ul><ul><li>Hedge Funds </li></ul><ul><li>Investment Banks </li></ul><ul><li>Investment Managers </li></ul><ul><li>Law Firms </li></ul><ul><li>Mutual Funds </li></ul><ul><li>Private Equity Firms </li></ul><ul><li>REITs </li></ul><ul><li>Venture Capital Firms </li></ul>
    19. 19. Private Client Services <ul><li>Dedicated experts provide services for: </li></ul><ul><li>Specialized consideration of affluent individuals to protect assets, including: homes liability, jewelry & fine arts, automobiles & yachts, kidnap & ransom, farm & ranches, domestic employees, and aircraft </li></ul><ul><li>Experts are focused on wealth preservation and the efficient transfer of wealth through estate planning techniques – life insurance, & disability long-term care </li></ul><ul><li>Client programs are based on income continuation, current assets, and accumulated wealth using an in-depth research & analysis process </li></ul><ul><li>24 hour claim advocacy with dedicated personal insurance claims experts </li></ul><ul><li>Confidentiality </li></ul>Page <ul><li>- Affluent Individuals & Families </li></ul><ul><li>Entrepreneurs </li></ul><ul><li>Estates & Trusts </li></ul><ul><li>Executives </li></ul><ul><li>Family Offices </li></ul><ul><li>Private Collectors </li></ul><ul><li>Professional Athletes </li></ul><ul><li>& Entertainers </li></ul>
    20. 20. Employee Benefits Services <ul><li>Employee benefits encompass a wide array of coverages intended to protect and assist employees and to help employers to remain competitive, including: </li></ul><ul><li>Client-focused solutions </li></ul><ul><ul><li>High-touch service of a boutique firm </li></ul></ul><ul><ul><li>Resources and specialty expertise of a larger firm </li></ul></ul>Page - Deferred Compensation - Dental - Employee Assistance - Executive Life/Disability - Flexible Spending <ul><li>International Benefits </li></ul><ul><li>Life/AD&D </li></ul><ul><li>Long-Term Care </li></ul><ul><li>Long-Term Disability </li></ul><ul><li>Medical </li></ul><ul><li>Prescription Drug </li></ul><ul><li>Qualified Retirement </li></ul><ul><li>Short-Term Disability </li></ul><ul><li>Vision </li></ul><ul><li>Voluntary Benefits </li></ul>
    21. 21. Business Objectives for Salesforce Implementation <ul><li>Enable & enhance production of new and expanded business </li></ul><ul><li>Manage sales activity on suspects, prospects and clients including calls, meetings, events and mailings </li></ul><ul><li>Manage new business pipeline of opportunities by stage </li></ul><ul><li>Allow us to qualify and assign resources to opportunities more efficiently </li></ul><ul><li>Track the outcome of opportunities </li></ul><ul><li>Identify and manage cross sell and penetration opportunities within FCC client base </li></ul><ul><li>Track referral sources and centers of influence </li></ul><ul><li>Continue to grow our brand and sales culture </li></ul>
    22. 22. Overview of Integration <ul><li>Informatica Cloud </li></ul><ul><li>Sagitta/BenefitPoint </li></ul><ul><li>Quote, Service and Renew </li></ul><ul><li>Accounting </li></ul>Sagitta Web Services sales f orce.com <ul><li>Marketing and sales activities </li></ul><ul><li>Manage new and cross-sell opportunities </li></ul><ul><li>Assign resources </li></ul><ul><li>Forecast new business revenue </li></ul>Clients, Policies, Contacts, Codes <ul><li>Set-and-forget integration between systems </li></ul><ul><li>No dual entry of data for sales – fully automated </li></ul><ul><li>~1,730 integration jobs running per day </li></ul>
    23. 23. Adoption and Lessons Learned <ul><li>Bi-directional integration to agency management system is critical for adoption and success </li></ul><ul><ul><li>Exposes Agency Management System data to producers and management </li></ul></ul><ul><li>Think through your Agency Management System data requirements and build the rules into salesforce.com upfront </li></ul>
    24. 24. Next Steps and Resources <ul><li>Get started with Salesforce CRM and Force.com </li></ul><ul><li>Don’t wait to integrate! </li></ul><ul><ul><li>Take a 30 day Informatica Cloud trial today </li></ul></ul>www.informaticacloud.com CLICK HERE TO VIEW THE RECORDING

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