Industry Overview
Health Insurance industry covers various mediums to scout and convert leads – website, social media and existing previous member lists. Sales reps position in dual roles – following up and converting leads but also manually validating data of customers.
Problem Statement
Insurance companies capture data such as full names, mobile numbers and contact addresses across various customer touchpoints – own or partner websites, social media and past member lists. Compilation of data from the various channels and validation of the same remain a challenge. Moreover, the lifecycle of a potential lead is bottlenecked making follow through harder for sales reps.
Objectives of iLead
Kenko Digital focused on the following objectives to ensure that the product meets existing requirements of customers edging them closer to achieving their digital transformation journey –
- Masterful automated lead generation
- Good quality leads for Health Insurance companies
- Refocusing sales reps to selling
Kenko Digital Implementation
We worked in close conjunction with potential customers in the Healthcare Insurance industry to build a product that provides a 360˚ solution to the hurdles of lead generation
- Studying the market to understand customer pain points and the potential role of Digital Transformation
- Architects, in close conjunction with potential customers, laid out a transformation plan and built the architecture of the product.
- Solution validation to ensure it can digest data across sources – website submissions, social media, health plans in reach database and health plans enterprise data warehouse.
- Integration with Salesforce to ingest data and also redirect qualified leads to sales reps..
- Setting up a Data Mover Application (DMA) to automate manual processes – filtration, merging and curation of data to have a integrated list of target population.
- Curated leads are imported to Salesforce – can be downloaded as an CSV and/or also provide reports and analytics on the leads.
Platform and Tech Involved
Kenko Digital leveraged the following platforms to deliver an innovative solution –
- HTML CSS
- Angular
- NodeJS
- Azure App Service
- Azure Functions
- Azure Data Factory
- Microsoft SQL Server
Impact
iLead can be seamlessly integrated into company bringing you impact across your marketing and sales KPIs
- Marketing team with a targeted focus
- Segmentation of leads: Looking at leads in a segmented format according to income, race, zip code and data source.
- AI based recommendation engines: intelligent recommendations to increase propensity for conversion.
- Direct CRM push: Pushing lists directly into Salesforce or even downloading them as CSV.
- Reporting dashboard: Custom built reporting with an online interface to see data in real time.
- Empowering sales teams
- Higher quality of leads: diverse set of leads from customer’s enterprise data warehouse to statewide demographic data.
- Lead tracking and scoring: Verified emails and direst dial phone numbers of any leads at the click of a button
- Lead automation: automatic sending out emails to new leads when connected to CRM
- Sales life cycle: Easily manage sales process life cycle without any hassle
