Customer Success Story: AP Intego


By Canpango

Automating Sales Processes for Stronger Operational Control

As a small business insurance innovator, AP Intego identified the need to arm their sales team with the proper resources to improve their lead and opportunity management and meet the demands of their evolving business model.

 

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THE CHALLENGE: DISJOINTED SALES ACTIVITY

AP Intego’s exponential growth led them beyond the capacity of their legacy lead management tool, a third-party platform without full CRM capabilities. As a result of the system’s shortcomings, AP Intego was left with inefficient day-to-day lead, opportunity and sales management processes.

THE PROCESS: OPERATIONAL DEEP DIVE

Canpango facilitated multiple in-depth discovery sessions to uncover AP Intego’s unique business needs. With a solid grasp on the organization’s long-term goals, the Canpango team identified the proper path for designing more precise, tailored sales processes through a proof-of-concept solution that involved configuring AP Intego’s Salesforce org to support a multi-channel lead flow from various APIs, phone calls and emails, in order to automate the daily turnaround of 100+ insurance quotes.

THE VALUE: A MORE ACCURATE SALES FLOW

> Elevated responsiveness to channel partners will ensure SLA requirements are met.
> Improved lead generation relationships through better channel partner and customer experiences.
> Enhanced visibility into pipeline activity and prioritization.

THE RESULTS: A SCALABLE SALES PROCESS THAT WILL GROW ALONGSIDE THE BUSINESS

At project completion, AP Intego will be able to leverage a streamlined sales process, allowing sales reps to quickly underwrite the increasing classes of insurance policies with ease while maintaining their standards for providing superior service to every client. This new process, along with newly refined reporting, will make each customer’s account information more easily accessible to employees and managers. Additionally, the sales team’s day-to-day lead management customization opportunities will be expanded due to increased flexibility and CRM data.

 

“We were faced with the daunting challenge of converting our highly complex and unique sales process with zero Salesforce experience within a very aggressive timeline. We relied on Canpango’s expertise to fast-track the Salesforce design to align our new tool with our dynamic sales team. I’d recommend Canpango to any organization whose CRM efforts face similar challenges.”
Susan Paolatto | Senior Project Manager, AP Intego

 

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Want More Details?

Get in touch with Canpango’s expert consulting team today to learn more about how we can help grow your business.

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