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

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
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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. • 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. 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. 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. 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. 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. Healthcare Payor - Case Study

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. 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. Master Data Management
CRM
Enrollment
Products
Claims
Servicing
Rating
Self Service

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. 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. Complimentary Consultation
Please take advantage of our special offer for
1 hour of complimentary consultation

15. Questions?
Please enter your questions through the “Chat” panel

16. Thank You!
For more information contact:
877-276-2120
sales@perficient.com