Ralph Tucker - iPipeline - Finding buried treasure in your existing client base

1. FINDING BURIED TREASURE
IN YOUR EXISTING CLIENT
BASE
Ralph Tucker, Enterprise Sales

2. IPIPELINE INTRODUCTION

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SELLINGMARKETING PROCESSING
Consumer Adviser Distributor Insurer
CUT COST
DRIVE REVENUE
INCREASE PRODUCTIVITY
IMPROVE CUSTOMER EXPERIENCE
WHY IPIPELINE EXISTS

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SELLINGMARKETING PROCESSING
IPIPELINE SOLUTION SET
Consumer Adviser Distributor Insurer
Data services supporting business intelligence and analytics
DATASERVICES
OPTIMISE
eDeliver and eSign your documents
A digital solution for policy changesProtection sales and research tool
Digitise your paper forms and processes
TRANSACT
RESEARCH
DELIVER
SERVICE
Live protection and annuity rates
CONNECT
Automated and dynamic protection modelling
MODEL

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25 Providers
25,000 Advisers
1.2 m clients
6.3m comparisons
15% Protection Market Share

6. REACHING THE
‘UNDER-INSURED MAJORITY’

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WHAT IS LIFEGENIE?

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KEY BUSINESS PROBLEMS - ADVISERS

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KEY BUSINESS PROBLEMS - CONSUMERS
• The majority of people are underinsured
• The cost of Life Insurance is overestimated by the
majority of consumers – by over 200%
• 40% of customers don’t know how much cover they
need and are intimidated by the buying process
[Source: “2015 Insurance Barometer Study Finds Americans Continue to Overestimate Cost of Life Insurance” 2015, www.limra.com]

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LIFEGENIE – THE CUSTOMER JOURNEY
Where are your target
customers?
How do they encounter
your organisation?
Personalised Email
communications
Point of sale nudge to
advisers
Website targeted
marketing
Consumer tools that
engage and educate
Adviser tools that remove
the barriers to sale
Data-driven and
dynamic journeys
Clients put on risk
quicker and easier
Clients take out more of
the right type of cover

11. WHAT ARE WE USING LIFEGENIE
FOR?

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Consumer evolution
‘Using increasingly granular data, from detailed demographics
and [customer analytics] to consumers’ clickstreams on the web,
businesses are starting to create highly customized offers that
steer consumers to the “right” services - at the right moment, at
the right price, and in the right channel.’
LIFEGENIE - ENGAGING CONSUMERS, GROWING THE MARKET
‘Many brands lead consumers down confusing purchase paths.
The savviest ones simplify and personalize the route.’

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REACHING THE CONSUMERS –
DATA DRIVEN PERSONALISED OUTCOMES

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REACHING THE CONSUMERS –
DATA DRIVEN PERSONALISED OUTCOMES

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Of the underinsured majority, some will be brand new to you but
some will already be YOUR customers.
THE HIDDEN TREASURE
RECONNECTING WITH YOUR EXISTING CLIENTS

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IT COSTS 7 TIMES AS MUCH TO SELL TO A NEW
CUSTOMER THAN TO AN EXISTING CLIENT
Of the underinsured majority, some will be brand new to you but
some will already be YOUR customers.
They are the hidden treasure.
THE HIDDEN TREASURE

17. SUMMARY

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LifeGenie – Our Solution
 Target customers in new places and nudge
them into a protection journey
 Present these customers with relevant offers
and generate higher response rates
 Highly flexible implementation options that can
easily complement your existing processes
 Personalised and tailored customer experiences
that increase the relevance to the customer
 Technology that suits a test and learn approach
so experiments can be run and allow you to
optimise conversions
 Engage your customers in the need for
protection and the personal impact on them of
being under-insured
 Get smarter around how you drive up-sell and
cross-sell
 Simple and lightweight APIs for easy
implementation and ongoing maintenance
 No need to throw away existing processes or
operating models
 SaaS model delivering high levels of agility and
with enterprise grade capacity allowing you to
scale when appropriate

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SUMMARY

20. Finding the buried treasure in your existing client base
LIFEGENIE™ FROM IPIPELINE
✉: rtucker@ipipeline.com
✆: 07502 334462
Ralph Tucker