I F F05 Dushyant Pandya 091807

Building Your Life & Health Insurance Business with Salesforce Karen Morton, Genworth Financial Paul Carrasco, Genworth Financial Katy Zahn, AMERIGROUP Track: Financial Services DF07-LifeIns-0907

Safe Harbor Statement ,[object Object],[object Object],[object Object]

Customers in all segments have found success with Salesforce.com P&C Life Distribution Personal Individual Group Commercial Broker Health Personal

Why are Insurance Companies Coming to Salesforce? Annuity Life Group Benefits Health The demand for relationship management has never been greater Direct and intermediated distribution Businesses and Consumers Brokers Banks Consultants Agents Advisors

Karen Morton IT Leader, Retirement and Protection Sales Solutions [email_address] Paul Carrasco IT Project Leader, Retirement and Protection Sales Solutions [email_address]

All About Genworth Financial ,[object Object],[object Object],[object Object],[object Object],[object Object],Genworth is a global financial security company dedicated to providing trusted solutions that help people realize their dreams - of owning homes, building peace of mind, achieving aspirations and enjoying financial independence.

Genworth Business Situation in 2004-2006 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Situation Challenges

Genworth Needed To Address Challenges ,[object Object],[object Object],[object Object],To achieve greater success, Genworth needed a solution that…

Solution: Salesforce.com and AppExchange ,[object Object],[object Object],[object Object],[object Object],[object Object],Salesforce.com Deployment Details Applications : SFA, AppExchange apps 170 users Integration Points : 10 Scontrols, 3 Custom Apps, backup to Oracle, feeds from mainframe systems. Leveraging the AppExchange ExactTarget ,[object Object],[object Object],Brainshark ,[object Object],Mobile Console ,[object Object]

Fixed Life Sales Support Team Call Tracking Initial Load of Accounts and Contacts from Access Database Integration with ExactTarget TLC Team Call Tracking ,[object Object],[object Object],Merged two Salesforce instances Internal Wholesaler Call Tracking Onboarding process for LTC Career Team Current Rollout Flexible architecture allowed initial rollout with quick expansion from there 15 Users 199 Users 1 Admin 2 System Admins 3 Business Admins 1 Developer 119 Users 2 System Admins 3 Business Admins 1 Developer IT Project Tracking Module Load of data from Licensing Admin System Request Tracking Integration with Brainshark 2007 (To Date) 2006 4 th Quarter 2005

Adoption & Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

User Feedback ,[object Object],[object Object],[object Object]

Katy Zahn Manager, Sales and Marketing Operations [email_address]

AMERIGROUP Background ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],AMERIGROUP is a a multi-state managed healthcare company focused on serving people who receive healthcare benefits through publicly sponsored programs, primarily Medicaid and Medicare. AMERIGROUP is one of the few companies addressing the needs of the “dual eligible” market.

AMERIGROUP : Launching Direct Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Sales Process Leads from internal member data, purchased lists, advertising, direct mail Qualification (telemarketing) In-home appointments Application Members New sales process necessitated creation of a CRM system at Amerigroup

Challenges Posed by New Sales Model ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Business Technology ,[object Object],[object Object],[object Object]

AMERIGROUP’s Solution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

AMERIGROUP’s Solution Lead list identified Telemarketer calls leads Home visit scheduled App- lication received? Outcome recorded in Salesforce Decline recorded in Salesforce Re-contact task auto generated No Telemarketing Sales Coordinator Yes Yes No Decline recorded in Salesforce Re-contact task auto generated Lead interested in appt? Application processing

Ease of Implementation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Results & Key Benefits ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Moving Forward with Salesforce.com ,[object Object],[object Object],[object Object],[object Object]

Karen Morton IT Leader, Retirement and Protection Paul Carrasco IT Leader, Retirement and Protection Katy Zahn Manager, Sales and Marketing Operations QUESTION & ANSWER SESSION

Don’t miss these Activities: ,[object Object],[object Object],[object Object],[object Object],[object Object]

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],We strive to improve, t hank you for filling out our survey. ,[object Object],[object Object]

Customer Hall of Fame Dianne Wright, Vice President, Sales Operations Leader says: “…Integrating Salesforce.com into the sales team has truly been rewarding, enlightening, thoughtfully planned and implemented and most importantly led by Karen's and Paul's excellent leadership. They clearly demonstrate the energy, passion, creativity and expertise that we needed for this integration.“ What the fans are saying: Famed Statistics (Sept. 07): 70% Login Rate 20 Custom Tabs 22 Custom Objects Apps Downloaded: Brainshark, ExactTarget, Salesforce Mobile ,[object Object],[object Object],Karen Morton Genworth Financial IT Leader, Sales Solutions Paul Carrasco Genworth Financial IT Project Leader, Sales Solutions

Customer Hall of Fame Jon Leeke, Vice President of Medicare Sales and Marketing says: "As our company embarks on a major product expansion for 2008, offering a suite of new programs in nine new markets within seven states, Salesforce will play an integral role as the mechanism monitoring all aspects of the sales process. Katy is the hub around which all this activity circulates. Without her expertise, dedication and attention to detail, we would have little hope of success. Couple this with her warm and engaging personality, and you have a true role model for the entire organization." Katy Zahn AMERIGROUP Corporation Manager, Sales and Marketing Operations What the fans are saying: Famed Statistics: 85% Login Rate Apps Downloaded: Planning & Adoption Dashboard

I F F05 Dushyant Pandya 091807

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