Online Enrollment Op>ons - Sales Training Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 1

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1 Online Enrollment Op>ons - Sales Training Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 1

2 Agenda Understand Why This is Important Enrollment Op>ons Available EDI Blues Enroll HR InTouch Blues Enroll/HR InTouch Site Review FAQ Review Sales Process Implementa>on and Ongoing Support Compe>>ve Overview Objec>on Handling Q&A Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 2

3 ELECTRONIC DATA INTERCHANGE Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 3

4 EDI File Key Features Extracts Electronic Data Interchange (EDI) files from employer s HR or payroll system Handles new hires, life events, rou>ne changes, and annual enrollment Processes HIPAA 834 or Wellmark proprietary file formats for health/dental/prescrip>on benefits Flex spending is a different file format Sends full file or changes only file as needed File frequency can vary based on employer needs Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 4

5 EDI File Key Benefits No enrollment applica>ons or forms to submit No cost from Wellmark for EDI file setup Eliminates entry into mul>ple systems Increased enrollment accuracy due to elimina>on of manual keying Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 5

6 BLUESENROLL OVERVIEW Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 6

7 BluesEnroll Key Features User- friendly online enrollment system 24/7 Human Resources Administrator and employee access Handles new hires, life events, rou>ne changes, and annual enrollment Easy to use reports plus audit trail of ac>vity Incorporates ancillary products informa>on can be sent to other carriers (fees apply to non Wellmark ancillary products) Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 7

8 Op#on 2: Blues Enroll Cont. BluesEnroll Key Benefits HR Administrator Access HR Administrator managed No enrollment applica>ons or forms to submit Efficient and easy to use Front- end system edits reduce errors Member Access Employee self- service saves >me for HR staff No enrollment applica>ons/forms to submit Efficient and easy to use Front- end system edits reduce errors Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 8

9 HR INTOUCH OVERVIEW Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 9

10 HR InTouch Key Features Online enrollment for ALL benefits in ONE place Data exchange with ALL carriers HR, benefits and content management portal Online training and communica>on tools Payroll integra>on op>on Video and content libraries Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 10

11 HR InTouch Key Benefits Provides one point of entry for administrators and employees Eliminates manual process and data integrity issues with data exchange Increases HR efficiency Communicates effec>vely with employees and ensure compliance Eliminates redundant data entry and discrepancies Adds value to employees and increases employee engagement Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 11

12 Why HR InTouch? HR EFFICIENCY: HR InTouch increases overall HR efficiency and helps drive down administra>ve costs COMMUNICATE EFFECTIVELY: HR InTouch enables organiza>ons (administrators) to communicate more effec>vely and educate employees on healthcare and benefit op>ons EMPLOYEE ENGAGEMENT: HR InTouch is user- friendly and can increase employee engagement. Employers will experience the value when HR InTouch is u>lized by their employees Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 12

13 Online Enrollment Op>ons Matrix AVAILABLE SERVICES Electronic Data Interchange BluesEnroll HR InTouch Online Enrollment X X X - Leverage exis>ng HR/Payroll System X X X - One source of entry for HR and Benefits Vendor Dependent X HR Efficiency X X - Wellmark Only Data Integra>on/Repor>ng Vendor Dependent X X - ALL Benefit Data Integra>on/Repor>ng X - Payroll Integra>on X X - Business Rule Automa>on Vendor Dependent X X - Workflow Management Vendor Dependent X X - Administra>ve Tools Vendor Dependent X X Employee Communica#on - Personalized Messaging X - Training Programs X - HR & Benefits Video Library X - FAQ Knowledgebase X Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 13 X

14 SALES PROCESS IMPLEMENTATION ACCOUNT MANAGEMENT Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 14

15 SALES PROCESS HR InTouch Wellmark/FAI Team members iden>fy client targets s & marke>ng brochure campaign Sales process steps Wellmark/FAI AM discovery discussion with client to gauge interest, needs & requirements Engage Benefi+ocus once client shows interest Wellmark/FAI AM to schedule on site demo with Benefi+ocus & Broker (where applicable) Wellmark/FAI AM manage service agreement process with Benefi+ocus (if needed) Implementa>on process begins once service agreement is signed Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 15

16 Implementa>on Op>ons Manual to BluesEnroll Manual to HR InTouch EDI to HR InTouch BluesEnroll upgrade to HR InTouch Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 16

17 Expect A Successful Implementa>on No extra implementa>on fees Warm Handoff to Benefi+ocus Implementa>on Team Implementa>on consultants manage each company s unique needs and challenges Dedicated Project Manager is responsible for effec>ve delivery of the HR InTouch portal Thorough development and tes>ng Go Live in a maner of weeks Resources to promote employee adop>on Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 17

18 Implementa>on Phases 1. Discovery Phase Connect with our implementa>on consultants Gather content Collect benefit informa>on 2. Set Up Phase Design site structure Implement branding Configure benefits 3. Tes#ng Phase Conduct joint walk- through Obtain approval and sign off 4. Go Live Phase Train HR Administrators Transi>on to HR Support Team Roll out employee adop>on materials Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 18

19 Typical Implementa>on Timeline Week 1 Week 2 Week 3 Week 4 Week 5 Week 6-11 Week Kickoff mee>ng Review and approve configura>on Resolve any excep>ons Complete ques>onnaire Import data Go live! Enrollment Configure Request data Internal tes>ng Kickoff mee>ng Collect content Configure Go live! Portal Review and approve configura>on Discovery Sign- off requirements User acceptance tes>ng Payroll Code inbound paymax Code outbound paymax Internal tes>ng paymax Set up secure file transfer Go live! Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 19

20 Account Management HR Administrator Support Dedicated Account Manager System training Benefit strategy consulta>on Ongoing touch base mee>ngs Scheduled client on sites Issue management and escala>on User group conferences Ongoing system configura>on OE planning and prepara>on Project plans System configura>on Rates valida>on, tes>ng, repor>ng Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 20

21 Member Services Member Support Member Support Password reset Applica>on support/naviga>on 8:30 5:30 hours of opera>on 90 percent of calls answered within 30 seconds Abandonment rate less than 5 percent Greater than 95 percent first call resolu>on Enhanced Open Enrollment support Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 21

22 Online Sales and Marke>ng Resources BluesEnroll and HR InTouch Online Toolkit Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 22

23 HR INTOUCH COMPETITIVE OVERVIEW Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 23

24 Benefi+ocus Strengths in the Marketplace Industry leading technology Simplified, user- centric design Modern, clean user interface Integra>on of video Ability to incorporate voluntary benefits No implementa>on fees Established carrier rela>onships Large number of data links Focus only on benefits Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 24

25 Product Highlights Merged with ADP July 1, 2010 ADP - Workscape The Workscape Total Rewards Pla+orm offers: Online benefits enrollment and management sotware for employers Enrollment / benefits management sotware for brokers and consultants Partnership with WebMD for an integrated wellness program, health content, decision support tools, etc. Custom communica>on services Key Strengths 24/7 call support Compensa>on planning to improve oversight & control Goal management tools assist with achieving corporate goals through pay- for- performance Key Weaknesses Up front implementa>on fee and annual plan design change fee Lack of video content No SSO support to exis>ng employee self- service apps (401K, total comp ) No dedicated Account Manager- different call centers support each module Mul>ple pla+orms depending on solu>on being recommended Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 25

26 Product Highlights Key Strengths Allows for the ability to anach documents Electronic approval of EOI Ability to create reports with graphs and charts Very good job at integra>ng with carriers and payroll systems Call center Businessolver Allow employees and HR Administrators access to Benefitsolver, an online portal, for enrolling and managing their benefits. Administrators can: view current and historical eligibility and enrollment informa>on/manage and monitor annual, new hire, and ongoing enrollment/download billing and other files/ access real- >me data/create and post messages for employee communica>on Employees can: self enroll and accesss benefits informa>on/review and modify personal informa>on/review, download, and print benefits overviews/view payroll deduc>ons/print relevant benefits forms and their current Benefits Summary Key Weaknesses Not many other tools for employees besides access to their benefits data Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 26

27 Product Highlights ERP Systems Enterprise Resource Planning Systems are designed to facilitate the flow of informa>on between all business func>ons inside the boundaries of the organiza>on and manage the connec>ons to outside stakeholders Key components of an ERP System include: transac>onal database, management portal, customizable repor>ng, workflow management, messaging/chat, human capital management, customer rela>onship management, payroll, talent management, recrui>ng, and compliance management Key Strengths Allows for integra>on across various systems in larger organiza>ons Permits control of business processes that cross func>onal boundaries marke>ng, sales, manufacturing, etc Provides top- down view of the enterprise Detailed tracking of business processes from hiring and HR data, to orders, invoices and cash receipts Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary Key Weaknesses Benefit enrollment and communica>on is not core competency Inconsistent pricing and unexpected fees Limited customiza>on opportunity Costly and labor- Intensive implementa>on 27

28 Ceridian Product Highlights Integrated solu>on including human resources, payroll, payment, benefits, health produc>vity and compliance solu>ons Also offer variety of services including tax filing, HR outsourcing, employee assistance programs and health and wellness programs Key Strengths Have strategic alliances with Lawson, Oracle, Ul>mate Sotware, SAP, Workday, Kronos and other systems Scalable technology from single- proprietor shops to 80,000+ employee businesses Ceridian s Know- How approach gives companies proven integrated technologies, significant savings, enviable service, valuable exper>se, global accessibility, compliance, safety and responsibility Key Weaknesses Expensive with lots of unnecessary/unused features No SSO, have to login to each solu>on User interface is dated Repor>ng func>onality is not user friendly Payroll company going beyond core competencies and cannot offer the func>onality of HR and benefits focused vendors Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 28

29 Product Highlights bswit bswit offers benefits, HR and payroll technology Tools for streamlining HR include: applicant tracking, benefits administra>on, educa>on tracking, employee history, employee portal, employee self- service, leave administra>on, performance appraisals and >me and anendance System also offers employee e- files, a feature that serves as an electronic filing cabinet for 1-9, W- 4, HIPAA forms, discipline events, severance agreements and files can be designated a viewable or non- viewable by employees Key Strengths Have Utah Exchange contract: Offer several differen>a>ng features including: asset/property tracking, educa>on/skills tracking, leave administra>on, vaca>on/>me off tracking, and >me and anendance Key Weaknesses Poor user experience Lack of wellness integra>on Cannot support voluntary benefits enrollment Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 29

30 Product Highlights EbixBenergy EbixBenergy offers benefits and HR technology Tools for streamlining HR include: Real Value Statement, financial calculator, plan comparison, health & wellness management tools, benefits documenta>on, Personal Health Record In coopera>on with A.D.A.M., Inc. s health & wellness sotware to provide similar offerings as our Healthwise Knowledgebase Parent company, A.D.A.M., Inc. was just bought by insurance sotware company, Ebix, Inc. Key Strengths Very fast in making healthcare informa>on available Interac>ve sotware engages the consumer Co- founding member of Hi- Ethics, giving them access to the most widely- referenced health websites Key Weaknesses Only sell to mid- size and large companies Primarily sold through brokers but might change now with merger to Ebix Exper>se lies with health informa>on not benefits sotware Data exchange between carriers and brokers is not standard Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 30

31 OBJECTION HANDLING Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 31

32 Common Objec>ons From Clients I m concerned about having our employees enroll in their own benefits. Many of our employees don t have access to a computer. We have no budget for something like this. We have this available in our current system with Peoplesot/Lawson/Oracle/JD Edwards/Homegrown. Online enrollment is available with our current payroll provider (ADP/Ceridian, other) Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 32

33 Overcoming Common Objec>ons from Clients I m concerned about having our employees enroll in their own benefits. They won t know what to do. This is typically a concern or fear around loss of control or loss of job. The key is having this conversa>on with the decision maker not the end user. The goal of HR InTouch is to help the administrator become more efficient and add value to employees. Most employees are accessing computers at home, the library or through friends. HR InTouch is designed to be simple for users with all levels of computer exper>se and it guides employees through the enrollment process step by step. Integrated videos and documents can help educate the employee. Many of our employees don t have access to a computer. In many cases, employees are already accessing the Internet at home, the library or other loca>ons. Many clients also set up a laptop in a central loca>on that allows the employee access HR InTouch at work. All they need is access to the Internet Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 33

34 Overcoming Common Objec>ons from Clients We have no budget for something like this. There is an ROI case study available that demonstrates 178% ROI with an ini>al return in less than seven months. There are no set up fees with HR InTouch so the point of entry is low. The PEPM fee is typically less than what it costs organiza>ons to support internal processes today. And, because you are a Wellmark/FAI customer, you are able to u>lize HR InTouch at a reduced fee Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 34

35 Overcoming Common Objec>ons from Clients We have this available in our current system with (PeopleSoI/ Lawson/Oracle/JD Edwards/Homegrown system). Benefi+ocus works with many organiza>ons in this scenario. What these clients have found is that the overall costs to support this type of system and the IT resources required to support it far outweigh the costs and benefits of HR InTouch. Because HR InTouch is delivered via Sotware as a Service, there are no IT resources required to support or implement the system. There are two documents available to help support this scenario ( the costs to build vs. buy & ERP). Online enrollment is available with our current payroll provider (ADP/ Ceridian, other). These types of companies manage payroll very well. That is their core business. We have many clients that use these solu>ons for payroll and have chosen to u>lize HR InTouch for their benefits administra>on solu>on. They have found that the usability, the flexibility, communica>on and educa>on tools available within HR InTouch are much stronger than what is available through their payroll vendor Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 35

36 Sotware as a Service vs. ERP Benefi)ocus SaaS Advantages Trusted leader in benefits management Clear pricing structure Data exchange support Configurable Pla+orm and Apps Clearly defined implementa>on >meframe, support and training Dynamic communica>on system, including video libraries and custom messaging ERP Limita:ons Limited benefits exper>se Inconsistent pricing and unexpected fees Rigid technology module Limited customiza>on opportuni>es Costly and labor- intensive implementa>ons Minimal training and support Inflexible communica>on system Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 36

37 Why Now? 2011 is the year to engage all manual enrollment clients in a digital solu>on discussion Automa>on and innova>on are our keys to efficiency, reten>on and success Defer ques>ons to the digital enrollment subject maner experts (Rick, Tammy or Karrie) Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 37

38 Q&A Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 38

39 Online Enrollment Op>ons - Sales Training Benefi+ocus.com, Inc. All rights reserved. Confiden>al and Proprietary 39

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