case study: innovating the sales process through … case study: innovating the sales process...
TRANSCRIPT
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Case Study: Innovating the sales processthrough mobile sales technology
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Text your name and email address to
812-213-9358
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Bloom creates specifically engineered solutions supporting the Insurance industry. We are focused on increasing membership and early data collection while reducing costs for Insurance plans.
• Ascend, our mobile sales office solution, supports sales operations, enhances point-of-sale member engagement, and increases sales
• Call center services exclusively focused on Medicare, Medicaid, Marketplace, Life, and ancillary insurance products
• Serving over 30 carriers and have submitted in excess of $6 billion in premiums while saving millions of dollars in health plan inefficiency/inaccuracies
Text: 812-213-9358
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Founded in 1853 in Hartford, CT, Aetna is
committed to providing individuals, employers,
health care professionals, producers and others
with innovative benefits, products and services.
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WHY?
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Partnership – Bloom & Aetna
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Ascend Overview• Platform specifically engineered for the Insurance industry. A secure,
encrypted real-time cloud- enabled data platform that brings all necessary tools for field agent sales and member engagement interaction into one platform.
• Currently used by over 15,000 agents and both national, regional, and local carriers. Available for iPad and Windows and in multiple languages.
• Maximizes field sales/beneficiary interaction and on-boarding of prospective members.
• Captures important prospective/new member information and allows for immediate action upon new member enrollment.
• Provides compliance oversight and cost mitigation associated with investigation of CTM’s/CMS Audits.
• Is a proven best practice and training solution.
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• Goal: Save costs and increase sales through mobile sales office
solution
o Decrease faxed applications
o Decrease cost of printed materials
o Increase sales oversight
o Increase close ratio
o Improve cost per sale
o Decrease of post-enrollment work for Agents
Aetna’s Vision for the Ascend VSO
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Real-time lead delivery and management Electronic scope of appointment Electronic application solution Audio recording capabilities Point-of-sale presentation options with video
capabilities Replacement for sales support and marketing
documents Instant messaging from management to field
agents and/or groups Robust reporting suite External links
Aetna- Ascend options
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•Training and implementation process
•Communication planning
•Agent Engagement planning and
implementation
Aetna’s Vision for the Ascend VSO- Setup
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• Education is key
•Goal alignment and partnership
o Communication at multiple levels
o Agent surveys
•Systems Integration and Options• Seamlessness for users
• Need something? Ask!
Lessons learned & continual improvements
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•Two surveys completed
o Email survey to overall population
o Phone survey to top 25 agents
•What did they love?
•What didn’t they love?
What do agents have to say?
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Ascend VSO Success Stories
2012 to 2013
• Increase of Enrollments of 178.75%
2013 to 2014
• Increase of Enrollments of 184.36%
2014 to 2015
• Increase of Enrollments of 194.43%
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Ascend VSO Success Stories – Agent Adoption
2012 to 2013
• Increase of adoption of 186.41%
2013 to 2014
• Increase of adoption of 196%
2014 to 2015
• Increase of adoption of 91.82%
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Ascend VSO Success Stories – Metrics
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Successes!
Significant growth year over year in total enrollments – 194.43%
Agent utilization of the tool increased drastically
Pending Applications for Ascend enrollments were 0.03%
Request for Information (RFI) work for the Agent decreased
Senior Management vision into real-time metrics
Beneficiary ID cards were received one full day faster than paper enrollments
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Real time vision into sales meetings
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QUESTIONS?
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Brooke IveyVP- Sales and Account Management
Todd Brooks
Director of Medicare Marketing [email protected]