CUSTOMER SUCCESS STUDY: AGRICA GROUP

Transcription

1 CUSTOMER SUCCESS STUDY CUSTOMER SUCCESS STUDY: AGRICA GROUP STREAMLINING ITS SALES PROCESS ACROSS SALES CHANNELS WITH PROS CAMELEON CPQ Unlock Your Data Unleash Your Sales

2 SUMMARY Agrica Group is a French provider of personal protection coverage for companies and people working in the agricultural sector. Providing services to approximately 726,000 retirees today and 1.58 million subscribers in more than 171,000 businesses, Agrica is the reference group of the agricultural world. Client companies of Agrica belong to different agriculture sectors, including agricultural production enterprises, agricultural cooperatives and service providers. 2

3 CHALLENGE Pierre Blachon, Agrica Group Vice President for Policy Management Services, explained Agrica Group s challenges, Customer satisfaction is our top priority. Because each customer has their own needs, we must offer personalized proposals and specific products. To achieve this goal, we considered it necessary to rethink our commercial approach. This provided the impetus for adopting a solution to harmonize our methods and propose innovative solutions with greater simplicity. Solutions tailored for specific needs Agrica Group s healthcare, savings or personal protection offerings consist of a core package of benefits to which supplemental or optional guarantees may be added. The level of complexity of each product varies considerably. Some represent standard offers while others include a combination of features that are complex to price. The objective with PROS Cameleon is to facilitate the sales process for all these offerings both through online platforms and in branch offices, by creating proposals for each customer at the right price point and coverage that meet their specific needs, said Blachon. For small and midsize companies and individuals, PROS Cameleon enables Agrica Group to propose modular solutions that meet their specific needs. Harmonizing methods and tools To generate commercial proposals, advisers had an underwriting pricing tool developed four years ago that required constant and costly updates, Blachon continued, From now on, with PROS Cameleon we have a single sales tool covering the entire spectrum of products available to the network of advisers. After a proposal has been defined, PROS Cameleon generates reliable and professional quotes fully compliant with our legal requirements and sales policies. This has allowed us to accelerate the volume of quotes generated to more than 1,500 issued in just six months. Pierre Blachon Vice President, Policy Management Services, Agrica Group 3

4 SOLUTION Integrated directly in Agrica s IT system, PROS Cameleon serves as a common tool for product information and quote generation for savings, personal protection and health coverage solutions. The marketing department can now custom-design new products, define the corresponding rates, establish sales scripts for deployment across the entire sales network or Internet, all in just a few clicks. Using a web interface, the sales tool equips Agrica advisors at the Group s 18 regional branch offices to create immediate offers. At the branches, on the phone or on customer visits, advisers are guided through an interactive script to build modular proposals perfectly adapted to the customers needs. It also allows the sales network to create proposals in real-time and simulate different scenarios. PROS Cameleon is also deployed on the Group s website and serves as a virtual advisor, guiding online customers to select the best product for them. Through a dynamic questionnaire, it proposes customized products and rates. And, if the online customer wishes, identification data and simulation information are transmitted to customer service teams for a follow-up discussion. The objective of this type of service is to generate traffic, facilitate access to Agrica Group s product offering, identify interest and provide their network of advisers with information about needs for more effective commercial follow-up. Launched successfully, the PROS Cameleon project represents the first phase in revamping Agrica s commercial information system. Next, PROS Cameleon will be integrated with their CRM platform and contribute to the development of personalized marketing approaches. After that, Agrica plans to take this even further by using PROS Cameleon to propose a new service to customers: obtaining policies online. 4

5 RESULTS For customers Personalized solutions tailored to their specific needs. Enhanced, interactive product information. For marketing and sales teams A consistent level of quality of service across the network. Improved commercial follow-up. For advisers 100% accuracy of pricing Compliance with the Agrica s sales process Fulfillment of legal and regulatory obligations. Rapid issuance of reliable quotes. Regardless of the type of interaction (phone, face-to-facebranch office meetings, or online), PROS Cameleon ensures consistent service quality and sales methods. This benefit reflects Agrica s commitment to offering customers the best possible products tailored to their needs combined with simple and innovative services. Pierre Blachon Vice President, Policy Management Services, Agrica Group 5

6 About PROS PROS Holdings, Inc. (NYSE: PRO) is a big data software company that helps customers outperform in their markets by using big data to sell more effectively. We apply years of data science experience to unlock buying patterns and preferences within transaction data to reveal which opportunities are most likely to close, which offers are most likely to sell and which prices are most likely to win. PROS offers cloud solutions to optimize sales, pricing, quoting, rebates and revenue management across more than 40 industries. PROS has completed over 800 implementations of its solutions in more than 55 countries. The PROS team comprises approximately 1,000 professionals around the world. To learn more, visit pros.com. PROS.com Copyright 2015, PROS Inc. All rights reserved. This document is provided for information purposes only and the contents hereof are subject to change without notice. This document is not warranted to be error -free, nor subject to any other warranties or conditions, whether expressed orally or implied in law, including implied warranties and conditions of merchantability or fitness for a particular purpose. We specifically disclaim any liability with respect to this document and no contractual obligations are formed either directly or indirectly by this document. This document may not be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without our prior written permission.