Evolution Online – EON
eOffice – solution for supervision of work of insurance agents
About the Client
Wiener Städtische insurance is part of the leading Austrian insurance company Vienna Insurance Group (VIG), the leader in CEE, with almost two centuries-long tradition. In Serbia, the company has been doing business successfully since 2003, and today its business network operates in more than 40 towns with more than 1,200 staff.
Context
The constant growth and increase in market share in Serbia set a new challenge for the company, to improve tech preconditions for the fulfilment of sales targets through further increase in productivity and efficiency of the sale network. Software tools the company had at its disposal at the moment did not provide efficient monitoring of sales activities and realization of targets at a single sales location, namely insurance salesperson. Salespersons were forced to get by with the available registers of planned and held meetings with clients. Salespersons lost a lot of time on internal organization of data on held meetings exit results, as well as realized sales. Cross selling options in such an environment were reduced to minimum and boiled down to the talent of a single salesperson to take a look at her/his portfolio and define further campaigns for the client. An additional problem had the management, not in a situation to follow the activities of its subordinates (top down), consultancy services, implement the training of subordinates and thus additionally affect the result of each individual. The analysis of results relied solely on the results coming from the central information system and manual bases led by the employees, which led to additional delays in reactions to very dynamic changes in market environment, having in mind that reports from the central system were based on the data on realization of activities. Data on potential realizations or lost opportunities did not exist.
With an aim to find software solution, Wiener company conducted market analysis and, having in mind that they failed to find an industrial solution which would fully satisfy business need, a decision was made to develop a custom solution in accordance with the company’s business model.
Solution
In the agreement with professional services of Wiener, a business analysis was conducted and a solution which satisfied all defined targets in the best possible way has been designed.
Client:
Wiener Städtische osiguranje
Industry:
Insurance
Size:
Large company
Period:
2014 –
Status:
System is in use and constantly updated.
Category:
Special-purpose software development, business analysis, project management
Technology:
HTML CSS Javascript Jquery .NET ASP.Net C# MSSQL MS Reporting Services
Integration:
Wiener Städtische core sistem
The new app is based on the calendar every user, in accordance with the authorization, uses to get an insight into all the activities and a possibility to define sales activity, in accordance with the projected targets. The user is given an opportunity to schedule a meeting with the client, invite him/her to a meeting and include other colleagues from the team, note the meetings in predefined categories of results (for example, next meeting, completed sale, unsuccessful sale with an explanation) and, in case of successful sale, introduce business results (for example, agreed insurance premium).
An additional quality the solution has brought is a possibility to manage clients where, in addition to the basic contact information about the client, the definition of recommendations has been enabled, namely creation of so-called leads for further sales activities.
The system has fully responded to the demands of a complex organizational structure of the company, which finally enabled the superior an insight into relevant sales activities of its employees, define their targets, namely schedule or cancel meetings and the most important thing, an insight is provided into all information. Each user can see and manage her/his own data, and managers, in accordance with their position in the organization, are given an opportunity to see and manage data provided by their staff.
The connection established with the central information system enables adequate data management and exchange of necessary information, there is no need to insert double data (for example, organizational structure, employees’ data, offices, hierarchy are taken over from the core system).
The eOffice
The eOffice also pays full attention to working days of each user and enables registration of non-working days (vacations, sick leaves, holidays etc.) which, in addition to better organization of teams, also enables precise monitoring of results and calculation of indicators of performances (KPI) for each employee.
An entire solution is realized as a web app based on Microsoft technologies and thus the employee can work from any position, s/he is not linked to the headquarters, and everything s/he needs is the Internet and an Internet browser.
Benefits
In addition to receiving and processing of data in real time, centralized sales activities and comfortable system work, one of the most important benefits is in the centralized, standardized and, first of all, transparent reporting system.
Each system user has been given an opportunity to manage its client portfolio and meetings in a very simple manner, administration has been drastically reduced because employees are no longer obliged to create and send daily/weekly/monthly reports, having in mind that the generation of reports is now automated, directly from the system.
The user can monitor and manage the results, whereas the manager has been given a tool to manage time of its staff quickly and simply. The reporting system now gives an opportunity to the manger to define the KPI for each staff member (for example, it is necessary to maintain 70% of scheduled meetings on a weekly level, with a certain result) and to, without additional administration, monitor and manage fulfilment of targets.
With the introduction of an app into the production, unnecessary administration has been reduced, productivity and efficiency of the sales network have been increased. Salespersons can now focus on sales activities and targets instead of unnecessary administration activities.
Different sets of predefined reports now enable managers to define their targets and monitor fulfilment in real time, whether per individual salesperson, or per organizational unit.
In a very short period of time since the introduction of eOffice to the production we have achieved the following:
Increase in number of meetings;
Increase in number of recommendations;
Increase in percentage of fulfillment of plans;
Increase in percentage of insurance renewal ;
Increase in collection rate.
As a major benefit, we can list a huge improvement, to create a possibility to have automated data analysis, as a basis for adequate sales management.
TIN: 102789279
Bank Account:
170-30005036000-02
Bank Account:
170-30005036000-02
TIN: 102789279