Distribution growth for insurance and wealth management
Truvant identified an opportunity to increase wholesaler distribution for Security Benefit by addressing disconnected systems that lacked cohesive processes and meaningful data to drive action. Siloed information was preventing individual departments from being able to efficiently focus marketing efforts and accurately track sales activity and report results. Security Benefit (Topeka, Kansas) is a leading manufacturer of retirement products and investment services to independent distributors including broker/dealers, IMO’s and financial service providers.
The Truvant Solution
Security Benefit engaged Truvant to align their sales, marketing and IT systems; identify tools to increase connectivity throughout the organization; and engineer processes for on-boarding of new clients.
Using data from each department, we created insightful profiles on Security Benefit’s top sales prospects and optimized reporting to improve sales management. Data science allowed their sales department to refine prospecting lists, send out targeted communications, reduce advertising waste and improving response rates.
There is absolute truth in data. We helped Security Benefit capitalize on this while expanding the use of Salesforce.com infrastructure to seamlessly track sales and marketing activity and outcomes. Beginning with a full analysis of their technology readiness, we engineered Salesforce CRM and Marketo marketing automation processes to meet the needs of each department. NewVoiceMedia computer telephony was introduced and ultimately integrated with the CRM system to streamline inside sales desk operations. Truvant handled assessment and vetting of 3rd-party vendors, as well as project managed implementation.
We mapped the on-boarding of new Broker Dealer firms, RIAs and Bank clients along with a relationship workflow in Salesforce that moved new clients from prospect to customer without interruption while maintaining quality of customer experience.
With Sales and Marketing aligned and powerful processes in place to track results and create efficiencies, Security Benefit experienced a notable increase in their outbound sales team outcomes. Truvant helped Security Benefit grow their sales at an astounding rate, rising from #24 to #3 in the DALBAR ranking over a four-year period! Our unique approach incorporated data science, management consulting, and information systems, created meaningful engagements that reduced their acquisition costs, and improved their return on marketing dollars.
Truvant can help your financial services organization:
- Track and measure sales and marketing results
- Deliver the right message at the right time to the right audience
- Reduce waste in your demand generation budget
Call (800) 218-2231 to schedule a consultation with Truvant.
- Client Security Benefit, Inc.
- Date January 10, 2015