Learn How Health Plans are Using Salesforce.com to Navigate a Rapidly Shifting Environment


Published on

Learn how Perficient is helping leading health plans deploy Salesforce to:

Quickly respond to evolving regulations and health plan requirements

Decrease costs while delivering improved services

Deliver better sales rep-to-client experiences in a secure, yet flexible, environment

We also share how Perficient helped a well-known helath plan company:

Define an integration strategy for data residing in disparate systems

Improve data quality, automation, sales processes, and performance measurements and metrics

Configure and implement Salesforce to reduce costs and improve processes

  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Learn How Health Plans are Using Salesforce.com to Navigate a Rapidly Shifting Environment

  1. 1. Learn How Health Plans are Using Salesforce.com to Navigate a Rapidly Shifting Environment Martin Sizemore, Principal, National Healthcare Practice John Rago, Director of Business Development facebook.com/perficient twitter.com/perficientlinkedin.com/company/perficient
  2. 2. • Founded in 1997 • Public, NASDAQ: PRFT • Major market locations throughout North America • Global delivery centers in China, Europe and India • >2,100 colleagues • Dedicated solution practices • ~90% repeat business rate • Alliance partnerships with major technology vendors • Multiple vendor/industry technology and growth awards Perficient Profile
  3. 3. • Combined strength of two well established salesforce.com Gold Cloud Alliance partners (Clear Task and CoreMatrix) More than 450 customers │Completed ~3,000 Salesforce engagements • Expertise: Sales and Service Clouds, Chatter, Portals, Communities, Mobile and Custom Development on Salesforce Platforms • Industry Strength: Healthcare, FinServ, Hi-Tech and Consumer/Retail • One of the highest Salesforce.com customer satisfaction ratings: 9.5 out of 10! Salesforce Practice
  4. 4. Agenda • Overview • Healthcare Trends and Pressures – Healthcare Reform – Transactional to Service Model – The New Consumer – Mobile First • Case Study • Q&A and Special Offer
  5. 5. Perficient has a long history of delivering successful initiatives for healthcare payors. By pooling our knowledge and skills into our unique HealthCare practice, Perficient is able to deliver repeatable, high quality, and cost effective solutions to our clients. System Integration, Remediation and Compliance • Business Integration/SOA • 5010 Performance Tuning • ICD-10 Implementation BI & Analytics • Healthcare Enterprise Data Roadmaps • Predictive Analytics • Data Governance • Master Data Management Connected Health • Portal Collaboration • Content Management • Member Experience We Understand Healthcare Plans
  6. 6. Healthcare Reform • Focus on the healthcare consumer (i.e., member) • The new goal is to drive improved quality and long-term outcomes • Consumer awareness and education to take better care of themselves and make better decisions on the use and purchase of health care and insurance • New levels of integration are required between sales and enrollment, sales and quoting, etc. Healthcare Trends and Pressures
  7. 7. Explanation Insights • Affordable Care Act: Health plans need to offer products for exchanges • New emphasis on members as well as traditional employers, agencies and brokers • Shared responsibility • Regulatory compliance • Broader access to care and coverage • Increased management, oversight of government programs (MLR) • Health plan risk management/adjustment • Health plan reporting requirements • Access to content to help make better buying and health living decisions • Leverage technology to better engage with your members • Leverage technology to better engage with your other stakeholders (provider, employer, agencies, brokers) • Leveraging technology to manage and monitor your risk • Connect disparate systems to manage the member experience more effectively • What’s your strategy for engaging with your members, particularly the new individual consumers? • What is your time to value? Trends and Insights
  8. 8. Healthcare Payor - Case Study
  9. 9. Major Healthcare Payor – National, State Example Challenges: • Dynamic business environment caused primarily by shifting regulations • Fragmented sales processes across divisions • Lack of ability to accurately target customers and prospects holistically between divisions Healthcare Payor Case Study
  10. 10. Solution • Salesforce platform • Business process re-engineering effort with a cross- divisional scope to drive standardization wherever possible • Master Data Management initiative Healthcare Payor Case Study
  11. 11. Master Data Management CRM Enrollment Products Claims Servicing Rating Self Service
  12. 12. Results • Improved quality of sales interactions • Sharing data effectively throughout the enterprise allows for more intelligent, targeted marketing & selling • Pipeline management • Strengthening coaching through improved sales representative tracking and feedback • Greater targeting of cross sell/up sell opportunities • Enhanced call management and time management • Improved territory management Healthcare Payor Case Study
  13. 13. Standardizing on Salesforce.com along with the Master Data Management work allowed for the: • 360-degree view of customer’s entire relationship • Enhanced reporting and more meaningful, actionable metrics tracking • Visibility to customer products and services previously managed in disparate data sources • Sales dashboards and sales process automation including pipeline by broker, product line, timeline, size and new KPIs Healthcare Payor Case Study
  14. 14. Complimentary Consultation Please take advantage of our special offer for 1 hour of complimentary consultation
  15. 15. Questions? Please enter your questions through the “Chat” panel
  16. 16. Thank You! For more information contact: 877-276-2120 sales@perficient.com