Insurance Sales and
Channel Management
Predictive Sales Analytics Solution
Improve Sales and Channel
Performance with Sales and
Marketing Analytics
Predictive sales analytics software and
solutions by Angoss Software Corporation have
been helping leading insurance carriers for the
past 10 years to increase sales and profitability,
and reduce risk. Carriers such as United Health
Group, USAA, Blue Cross, AON and American
General Life and Accident Insurance Company,
trust our proven predictive analytics software
and solutions.
Brokers and agents (producers) are essential
sales and distribution channels for most
insurance carriers (insurers). Being able to
effectively manage and improve sales channel
performance is both an operational and
performance imperative. An accurate and
complete understanding of the producer
network is needed in order to better segment,
target and manage the channel for improved
sales performance and profitability.
Angoss uniquely applies its industry and
business process experience to help
companies improve their sales and distribution
channel performance — while employing its
predictive analytics technology. Agent network
evaluation, segmentation and targeting is
automated and based on current value and long
and short-term predicted behavior.
Truly understanding the agent network allows
insurers to strengthen agent relationships and
implement measurable engagement processes
that increase sales.
Challenge
Insurers rely heavily on their broker and agent
network for selling policies — while producers
have an ever-increasing choice of insurance
carriers to represent.
43% of agents intend to increase the
number of carriers they represent, while
37% intend to consolidate and reduce the
number of carriers they represent. And
relationship quality is consistently cited as
the top reason agents choose to retain or
expand their business with a particular
insurer.
The ability of insurers to identify and engage
those agents that are best aligned with the
company’s products and offerings at the right
time is a competitive advantage that translates
into sales growth.
2
Broker and agent sales and distribution channel
challenges include:
? Segmentation and profiling for performance
measurement and channel planning.
? Targeting of agents for retention of best
performing agents.
? Allocation and adjustment of resources
against agents and business objectives.
Solution
Angoss has helped many leading global
companies to better understand their sales and
channel management processes with the goal
to improve channel sales performance.
Advanced, detailed data analytics and
predictive modeling is applied against a
customized and hosted analytical data mart
comprised of unified, relevant sales and
channel data.
Angoss gives sales and channel managers
access to the insights and knowledge they need
to make informed business decisions and
implement channel sales improvements.
Angoss predictive sales analytics solutions for
insurance carriers deliver solutions to:
? Segment agent networks into distinct
groupings;
? Analyze channel sales performance;
? Allocate resources based on predicted future
performance;
? Produce ongoing and timely ranked lists of
individual agents;
? Report on pre- and post-implementation
performance with in-depth analysis;
? Measure overall channel sales performance
against a number of key business variables.
REPRESENTATIVE CLIENTS
? United Health Group
? USAA
? Blue Cross Blue Shield
? AON
? American General Life and Accident
Insurance Co.
“ Integrating these analytics with
Salesforce.com allows our sales and
marketing teams to be fully connected in our
planning and our daily operations.”
Managing Director of Private Client Services
Marketing, Russell Investments
3
Angoss combines its best-of-breed business
intelligence software, KnowledgeSTUDIO, with
a world-class analytical data warehouse hosted
on a secure platform. The fully automated
platform is enabled for rapid integration into any
enterprise – taking in data from all relevant
business sources and provisioning enriched,
prioritized data back into your sales
organization. Most importantly, the platform
gives sales and channel managers full insight
into the effectiveness of the solution.
Benefits
Angoss solutions for sales analytics give
insurers the tools necessary to transform their
channel sales operations into a Sales 2.0
organization – optimized, measurable and
repeatable. Organizations deploying Angoss
channel sales management solutions typically
realize a 2X increase in average deal size, and
7% to 14% increase in annual sales.
Leading insurers are now able to:
? Analyze, discuss and act upon agent network
performance based on each agent’s affinity
and predicted behaviour.
? Target the right agent at the right time and
with the right message in order to retain the
best agents, strengthen relationships, and
maximize revenue.
? Measure the success of channel sales
programs based on agent segmentation,
program utilization, region, representative
and other variables;
? Gain full control over revenue performance.
Angoss predictive sales analytics solutions
empower insurance carriers to gain a better
understanding of sales and channel
management to increase revenue and improve
performance.
4
About Angoss Software
As a global leader in predictive analytics,
Angoss helps businesses increase sales and
profitability, and reduce risk. Angoss helps
businesses discover valuable insight and
intelligence from their data while providing
clear and detailed recommendations on the
best and most profitable opportunities to
pursue to improve sales, marketing and
risk performance.
Our suite of desktop, client-server and in-
database software products and
Software-as-a-Service solutions make
predictive analytics accessible and easy to
use for technical and business users. Many of
the world's leading organizations use Angoss
software products and solutions to grow
revenue, increase sales productivity and
improve marketing effectiveness while
reducing risk and cost.
Corporate Headquarters European Headquarters
111 George Street, Suite 200
Toronto, Ontario M5A 2N4
Canada
Tel: 416-593-1122
Fax: 416-593-5077
Surrey Technology Centre
40 Occam Road
The Surrey Research Park
Guildford, Surrey GU2 7YG
Tel: +44 (0) 1483-685-770
www.angoss.com
©Copyright 2011. Angoss Software Corporation – www.angoss.com
doc_531048968.pdf
Channel Management
Predictive Sales Analytics Solution
Improve Sales and Channel
Performance with Sales and
Marketing Analytics
Predictive sales analytics software and
solutions by Angoss Software Corporation have
been helping leading insurance carriers for the
past 10 years to increase sales and profitability,
and reduce risk. Carriers such as United Health
Group, USAA, Blue Cross, AON and American
General Life and Accident Insurance Company,
trust our proven predictive analytics software
and solutions.
Brokers and agents (producers) are essential
sales and distribution channels for most
insurance carriers (insurers). Being able to
effectively manage and improve sales channel
performance is both an operational and
performance imperative. An accurate and
complete understanding of the producer
network is needed in order to better segment,
target and manage the channel for improved
sales performance and profitability.
Angoss uniquely applies its industry and
business process experience to help
companies improve their sales and distribution
channel performance — while employing its
predictive analytics technology. Agent network
evaluation, segmentation and targeting is
automated and based on current value and long
and short-term predicted behavior.
Truly understanding the agent network allows
insurers to strengthen agent relationships and
implement measurable engagement processes
that increase sales.
Challenge
Insurers rely heavily on their broker and agent
network for selling policies — while producers
have an ever-increasing choice of insurance
carriers to represent.
43% of agents intend to increase the
number of carriers they represent, while
37% intend to consolidate and reduce the
number of carriers they represent. And
relationship quality is consistently cited as
the top reason agents choose to retain or
expand their business with a particular
insurer.
The ability of insurers to identify and engage
those agents that are best aligned with the
company’s products and offerings at the right
time is a competitive advantage that translates
into sales growth.
2
Broker and agent sales and distribution channel
challenges include:
? Segmentation and profiling for performance
measurement and channel planning.
? Targeting of agents for retention of best
performing agents.
? Allocation and adjustment of resources
against agents and business objectives.
Solution
Angoss has helped many leading global
companies to better understand their sales and
channel management processes with the goal
to improve channel sales performance.
Advanced, detailed data analytics and
predictive modeling is applied against a
customized and hosted analytical data mart
comprised of unified, relevant sales and
channel data.
Angoss gives sales and channel managers
access to the insights and knowledge they need
to make informed business decisions and
implement channel sales improvements.
Angoss predictive sales analytics solutions for
insurance carriers deliver solutions to:
? Segment agent networks into distinct
groupings;
? Analyze channel sales performance;
? Allocate resources based on predicted future
performance;
? Produce ongoing and timely ranked lists of
individual agents;
? Report on pre- and post-implementation
performance with in-depth analysis;
? Measure overall channel sales performance
against a number of key business variables.
REPRESENTATIVE CLIENTS
? United Health Group
? USAA
? Blue Cross Blue Shield
? AON
? American General Life and Accident
Insurance Co.
“ Integrating these analytics with
Salesforce.com allows our sales and
marketing teams to be fully connected in our
planning and our daily operations.”
Managing Director of Private Client Services
Marketing, Russell Investments
3
Angoss combines its best-of-breed business
intelligence software, KnowledgeSTUDIO, with
a world-class analytical data warehouse hosted
on a secure platform. The fully automated
platform is enabled for rapid integration into any
enterprise – taking in data from all relevant
business sources and provisioning enriched,
prioritized data back into your sales
organization. Most importantly, the platform
gives sales and channel managers full insight
into the effectiveness of the solution.
Benefits
Angoss solutions for sales analytics give
insurers the tools necessary to transform their
channel sales operations into a Sales 2.0
organization – optimized, measurable and
repeatable. Organizations deploying Angoss
channel sales management solutions typically
realize a 2X increase in average deal size, and
7% to 14% increase in annual sales.
Leading insurers are now able to:
? Analyze, discuss and act upon agent network
performance based on each agent’s affinity
and predicted behaviour.
? Target the right agent at the right time and
with the right message in order to retain the
best agents, strengthen relationships, and
maximize revenue.
? Measure the success of channel sales
programs based on agent segmentation,
program utilization, region, representative
and other variables;
? Gain full control over revenue performance.
Angoss predictive sales analytics solutions
empower insurance carriers to gain a better
understanding of sales and channel
management to increase revenue and improve
performance.
4
About Angoss Software
As a global leader in predictive analytics,
Angoss helps businesses increase sales and
profitability, and reduce risk. Angoss helps
businesses discover valuable insight and
intelligence from their data while providing
clear and detailed recommendations on the
best and most profitable opportunities to
pursue to improve sales, marketing and
risk performance.
Our suite of desktop, client-server and in-
database software products and
Software-as-a-Service solutions make
predictive analytics accessible and easy to
use for technical and business users. Many of
the world's leading organizations use Angoss
software products and solutions to grow
revenue, increase sales productivity and
improve marketing effectiveness while
reducing risk and cost.
Corporate Headquarters European Headquarters
111 George Street, Suite 200
Toronto, Ontario M5A 2N4
Canada
Tel: 416-593-1122
Fax: 416-593-5077
Surrey Technology Centre
40 Occam Road
The Surrey Research Park
Guildford, Surrey GU2 7YG
Tel: +44 (0) 1483-685-770
www.angoss.com
©Copyright 2011. Angoss Software Corporation – www.angoss.com
doc_531048968.pdf