Allianz Brasil Seguros

Insurance Group Boosts Business with New Broker Relationship Tool

Allianz Brasil Seguros, the Brazilian subsidiary of the Allianz Group, wanted to improve the productivity of its insurance sales team and give it access to information about brokers in the field. The company deployed Microsoft® Dynamics® CRM for 400 employees—half of whom work remotely. Managers now have better strategic and day-to-day control over the sales team, which, in turn, has detected more new business opportunities and improved customer service.

Business Needs
As a leading provider of insurance in Brazil, Allianz Brasil Seguros—part of the Munich-based Allianz Group—needed to have fast access to complex sales information from brokers and improve management controls. Emilio Vieria, Director of Operations and IT at Allianz Brasil Seguros, says: “We wanted a new system that gave account managers access to structured sales data so they could consult the full background of the broker they are engaged with in real time.” They also needed:

• Improved collaboration between managers and sales teams—previously limited to face-to-face meetings and e-mail messages.
• Enhanced support for field sales—half the 400 sales executives work in the field.
• The ability to store competitive information about the company and any feedback on how to improve products.
• An easy-to-use solution that required no training integrated with the company’s applications infrastructure.

Solution
After reviewing the market, the company chose Microsoft Dynamics® CRM because of its easy integration with the firm’s existing applications and Microsoft® Office suites and messaging infrastructure. The implementation took just five months.  Vieira says: “Our teams had no trouble adapting to the new system because they’re familiar with using Microsoft Office. The solution automates the process of sales and product development via the company’s Web site.” Other benefits include:

• Staff working in remote locations can check all background information and customer inquiries using laptops or personal digital assistants.
• With Microsoft Office Outlook®, sales executives can view additional sales related information such as outstanding tasks, leads and opportunities linked to the brokers.

Benefits

• Account managers access business and sales data in real time.
• Managers gain greater visibility of sales performance by territory.
• Detailed information about how competitive deals were closed helps bolster new business development.
• Sales team members receive alerts and information about policy renewal dates.
• More transparent business processes improve productivity for all staff.
• Consolidated information gives managers a single view of each client.
• The tools ensure customer feedback leading to improved products and services.
• Customers benefit from improved service matched to their individual needs.
• Integrated business process improves service to customers.
• Familiar Microsoft tools prevent the need for huge investment in training.