Slides from Vlocity webinar hosted with AITE Research, ABD Insurance for Insurance Carriers, Agents and Brokers. Brent Rineck, the CIO of ABD Insurance will discussed how they are successfully using Vlocity Insurance and Salesforce to gain a single view into their customer's insurance product portfolios to provide household level marketing, selling, and relationship management. Jamie Bisker, Senior Insurance Analyst, AITE Research discussed how to build the insurance distribution workforce of the future; retaining and recruiting a new generation of talent.

1. ©
2014
Vlocity,
Inc.
Three
Strategies
to
Maximize
Performance
of
Your
Insurance
Distribution
Channels
WEBINAR

2. ©
2014
Vlocity,
Inc.
Webinar
Agenda
Jamie
Bisker
Senior
Insurance
Analyst,
AITE
Group
Brent
Rineck
CIO,
ABD
Insurance
&
Financial
Services
Ron
Young
VP/GM
Vlocity
Insurance
Build
the
insurance
distribution
system
and
workforce
of
the
future
Gain
a
single
view
into
your
customers'
insurance
product
portfolios
Enable
carriers,
agents
and
brokers
to
manage
policies,
quotes,
renewals
and
claims
across
their
clients
and
producer
networks

3. ©
2014
Vlocity,
Inc.
©
2014
Aite
Group
Introduction:
The
need
to
transform
• While
some
in
the
industry
are
leveraging
technology,
many
others
are
running
out
of
excuses
not
to
do
so.
• Digitization
is
becoming
ubiquitous.
• The
goal
is
not
to
displace
or
replace
people,
it’s
all
about
empowering
and
enabling
stakeholders
with
tools.
• Changing
demographics
are
causing
larger
flux
in
other
industries
and
we
need
to
be
paying
attention.
• Managing
customer
expectations
is
a
crucial
task
with
both
consumers
and
all
your
other
customers-­‐your
staff
and
field
professionals.

4. ©
2014
Vlocity,
Inc.
©
2014
Aite
Group
• Big
Data:
Volume,
Variety,
Velocity
and
Veracity
• IoT
–
The
Internet
of
Things
(or
why
you
should
stop
yelling
at
your
TV)
• Managing
customer
experience
• Mobile
First
• Cognitive
Computing
Insurance
transformation:
Digitization
leads
the
way
Sources:
A.M.
Best,
Aite
Group
analysis

5. ©
2014
Vlocity,
Inc.
©
2014
Aite
Group
Sources:
Aite
Group
“Auto
Insurers
Digital
Presence”,
June
2014
• Digitization
is
more
of
a
cultural
destination
than
a
specific
thing,
so
be
careful
of
IT
shops
bearing
gifts…
• Dynamic
infrastructure
via
cloud
delivery
is
impacting
insurers
from
their
IT
shops
to
their
Actuarial
departments
Digitization:
It’s
not
just
an
IT
thing,
but
that’s
where
it
shows…
Rank
Company
Digital
presence
1
Allstate
(2)
Strong
digital
presence:
Includes
90%
or
more
standard
features,
almost
50%
or
more
of
the
differentiating
features,
with
some
innovation
toward
what's
next
2
Progressive
(4)
3
State
Farm
(1)
4
Geico
(3)
5
Farmers
(5)
6
The
Hartford
(11)
Needs
improvement
digital
presence:
Insurers
with
a
range
of
68%
to
95%
of
the
standard
features
and
only
about
25%
to
about
50%
of
the
differentiating
features
7
Liberty
Mutual
(7)
8
Nationwide
(8)
9
Travelers
(9)
10
Amica
(22)
11
American
Family
(10)
12
MetLife
(14)
13
Erie
Insurance
Group
(15)
Weak
digital
presence:
Insurers
with
less
than
two-­‐thirds
the
standard
features
of
a
digital
presence
and
no
more
than
27%
of
the
differentiating
features
14
California
State
Auto
Group
(16)
15
National
General
(20)
16
Mercury
General
(13)
17
Mapfre
(18)
18
Auto-­‐Owners
(17)
19
Kemper
(23)

6. ©
2014
Vlocity,
Inc.
©
2014
Aite
Group
What
changing
demographics
means
for
marketing
to
consumers
• Gen
Z
and
Gen
Y
• Interactions
with
Seniors
and
Boomers
Sources:
Aite
Group,
McKinsey
“Agents
of
the
Future”
June
2013

7. ©
2014
Vlocity,
Inc.
©
2014
Aite
Group
What
changing
demographics
means
for
insurance
distribution
• Graying
for
distribution
=
loss
of
crucial
knowledge
&
experience
• How
to
attract
‘high
skill
/
high-­‐will’
individuals
to
the
insurance
industry
?
• How
can
a
digital
insurance
industry
adapt
to
these
changes?
Sources:
Aite
Group,
McKinsey
“Agents
of
the
Future”
June
2013

8. ©
2014
Vlocity,
Inc.
©
2014
Aite
Group
Making
it
real,
incorporating
digitization
into
your
systems
Commissions
and
incentives
Pending
new
business
In-­‐force
business
info
Producer
credential
service
Producer
data
warehouse
Performance
Reporting
and
modeling
Insurer
CRM,
pipeline
management
Agent
CRM/
self-­‐service
portal
Regulatory
reporting
Agent
new
business
activities
Onboarding
Quotes
Contacts
Illustrations
Campaigns
Needs
Leads
E-­‐app
1. Understand
performance
2. Understand
activities
3. Model
and
change
plans
4. Monitor
compliance
Most
relevant
to
life
and
annuity
and
specialty
lines
P&C
Sources:
Aite
Group
“Next
Generation
of
Producer
Management
:
The
Race
is
On”,
Sept.
2014

9. ©
2014
Vlocity,
Inc.
©
2014
Aite
Group
Managing
data
quality
is
key
to
high
performance
for
carriers
• Clean,
accessible,
and
agreed
upon
data
is
a
critical
source
of
truth
&
knowledge
for
any
insurer.
• Insurance
data
is
the
only
natural
resource
available.
• The
quality
of
data
is
more
important
than
ever
as
the
precision
of
our
decisions
increasingly
relies
on
it.
• Investing
in
data
management
with
an
emphasis
on
the
data
that
impacts
claims
is
crucial.

10. ©
2014
Vlocity,
Inc.
©
2014
Aite
Group
Successful
carriers
who
adapt
and
leverage
modern
technology
will
be
the
leaders
of
tomorrow
• Understanding
the
pragmatic
use
of
digital
technology,
and
mobile
devices,
dynamic
infrastructures.
• Finding
and
using
the
information
and
knowledge
currently
trapped
in
the
unstructured
text
fields.
• Routing
information
to
the
right
stakeholder
and
alerting
management
as
early
as
the
situation
calls
for.
• Engaging
potential
distribution
professionals
with
new
technology,
and
not
using
it
to
confront
established
producers.

11. Using Technology
for Good
Brent Rineck, CLU, CPCU, ChFC
Chief Information Officer
ABD Insurance & Financial Services

12. Using Technology for Good
Internal efficiencies lead to better customer service
World class back office and agency
management systems
• Seamless integration and workflow from proposals to
service to claims
• Integrated platform
• Salesforce/Vlocity
• BenefitPoint
• AMS360
• WorkSmart
• Client Portal
• Client Satisfaction (SatMetrix)
12

13. ABD: Integrated Platform
13
Mobile App
for Producers
Capture leads,
prospects, and
activities
Client Portal
View policies and
initiate claims
Reference Library
Quickly access risk
surveys, industry
codes, and
checklists
Reporting
Improve
decision-making with
data insights
Carrier Uploads/
Downloads
Connect with
insurance carrier
systems
Comparative Rating
Get real-time quotes
from national and
regional carrier
inventory
Sales
Authorization
Expedite licensing
and renewals
Workflow and
Content Mgmt.
Improve efficiency;
increase agency
capacity
Benefits
Management
Manage clients,
plans, policies
Sales Automation
Manage leads,
opportunities,
accounts,
x-dates
Agency
Management
System
Clients, policies,
and accounting

14. Data Flow to Vlocity
14

15. Using Technology for Good
Innovative, client-centric use of technology
Be in the know
• LinkedIn Premium
• Vlocity cloud and mobile apps
• Advisen
Be better
• Best of breed partnerships
• DocuSign
• PlanSource
• Maxwell Health
• SmartBen
• Custom applications
• Foreign Clinical Trials Map
• Client dashboards
15

16. Using Technology for Good
Ahead of the curve
A blueprint for future applications
• Nimble and responsive
• Always proactive
• Extremely secure
• Always available
Turning potential into practical
• Social networks
• Zero footprint, zero client
• Data analytics
16

17. ABD & Vlocity
Access
• Real-time client, policy and contact information in Salesforce
One and done
• No duplicate entry between Salesforce and back office management systems
Client relationships
• Vlocity’s insurance vertical brings a new view into our client data through customer
relationships, profiles, stories and tags
Mobility
• Vlocity’s mobile platform makes it easy for producers to stay connected on the run
Future
• Vlocity’s plans for future product features will help us meet many of our long-term goals for
growth
17
Advantages and differentiators

18. VLOCITY
INSURANCE

19. ©
2014
Vlocity,
Inc.
Vlocity
Insurance
• Extends
value
of
Salesforce
Customer
Success
Platform
• Out-­‐of-­‐the-­‐box
functionality
for
insurers,
brokers,
agents,
channel
managers,
wholesalers
• Core
insurance:
policies,
annuities,
benefit
plans,
claims,
and
distribution
• Insurance
Relationships:
Robust
Party
Model,
Householding,
Profiling,
and
Visualization
• Mobile
First
iOS
Apps
• Additive
to
Sales
Cloud,
Service
Cloud,
and
Marketing
Cloud

20. ©
2014
Vlocity,
Inc.
Vlocity
Insurance
/
Salesforce
Industry
Solution
Policy
/
Benefits
Administration
Claims
Administration
Billing
Underwriting
Accounting
/
GL
Agency
Management
Insurance
Enterprise
Systems
Vlocity
Insurance
Single
View
of
Products
and
Services
Vlocity
Mobile
Insurance
Advisor
Vlocity
Insurance
Enterprise
Integration
Individual
Life,
Health,
&
Annuities
Personal
Lines
P&C
Commercial
Lines
P&C
Employee
Benefits

21. ©
2014
Vlocity,
Inc.
Salesforce/Vlocity
Users
Vlocity
Insurance
Single
View
• Understand
full
multi-­‐line
relationship
• View
customer
touch
points
• Handling
high-­‐priority
tasks
Tom Smith, Agency Territory Manager Bill Adams, Multi-Line Producer
Vlocity
Mobile
Insurance
Advisor
• Understand
producer
relationship
• Flexible
profiling
• Easily
create
call
reports
and
create
relevant
outreach
to
producers

22. Q&A
www.vlocity.com
844-­‐VLOCITY
@vlocityinc