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Background
Wellmark Blue Cross and Blue Shield is the major provider of health insurance in Iowa and South Dakota. The sales force for this implementation is direct and is organized by size of group served. In addition, group accounts sold through the independent agency distribution channel are tracked by the internal sales support teams.
Challenge
Wellmark BCBS issued an RFI for all of their technology needs in the CRM area. Not finding a single solution for a wide range of requirements, they chose “best of breed” for specific functionality and selected Sage CRM SalesLogix for sales contact and account management. The major needs consisted of activity management and forecasting by size of business. The needs for large group health care accounts were different than for small group.
CRM Solution
The Sage CRM SalesLogix system is used by several hundred internal sales and support personnel. It is the “single portal” for all account and contact information, calling activities and forecasts. Imports were designed to bring in account information held on legacy systems maximizing the centralization of the sales results data. The system is web-based.
Results
After several years of use, the Sage CRM SalesLogix system is the repository for all the calling history for accounts, prospect account and competitor intelligence gathering, and for tracking the sales process. It has become a valuable account management tool throughout the organization. In addition, Sage CRM SalesLogix provides pipeline information to manage forecasting business volume for the organization.
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