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Merrill Lynch Case Study |
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Merrill Lynch: Powered by Insurance Technologies ForeSight™
Company Profile...
- Serving 16,000 Merrill financial advisors
- Replacing existing product suite with new suite
- Competing with dozens of other non-proprietary annuity products
- Needed a flexible tool that could effectively drive sales
Situation Analysis...
- Losing proprietary market share
- Needed a better way to show the benefits/features of the new product suite
- Field and home office personnel with varying levels of VA knowledge needed to use the system
- Need to satisfy stringent legal and compliance requirements
- Did not have a view into how reps use selling tools
- Compatibility with other internal systems was a non-negotiable business requirement
- Must develop a flexible and customizable selling tool to help the sales force
How Insurance Technologies ForeSight™ Solved the Problem...
- Web and desktop implementation with one set of code – Case and code synchronization
- Accumulation and payout annuity products
- One stop shop with links into marketing material and other resources including automatic pitch book selections
- Entry wizards, preset sales strategies and full custom illustrations/proposals
- Automatic link into the order entry system
Results/Benefit/Proof...
- ForeSight™ Mobility gives us the option of delivering functionality both to the desktop user as well as to the web only user
- Providing usable sales stories can reduce compliance concerns and improve sales appropriateness
- Integration using ACORD standards significantly enhance the user experience
- Wizards can reduce product training and improve product understanding while being more efficient for the rep
- Illustrations and creative output allow you to deliver your value proposition to your customer
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See IT in Action!
