1 !! Wifi Access Code: leadspedia Follow Us: #leadscon!! TUESDAY, 2:00 2:40 PM!! Growing Insurance Leads: The Future of Tracking, Measuring, and Analyzing Your Lead Spend MODERATOR: Ian Smith, VP of Operations, QuoteWizard SPEAKERS: Bill Tyson, Senior VP, SwissRe Blair Baldwin, Senior VP, Marketing & Analytics, Consumer United
2 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. The Panel: Ian Smith VP, Opera4ons & QuoteWizard Bill Tyson Head Distribu4on SwissRe Blair Baldwin SVP, Marke4ng & Consumer United
3 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. Ian Smith
4 Our story Founded in 2006 in SeaRle, WA One of the largest aggre- generators in the auto insurance ver4cal Partner with buyers Distribute leads from 150+ unique sources
5 The biggest challenges we work on every day: 1. Scaling technology and human resources to build out our agent distribu4on network 2. Blending traffic to buyers to deliver a high volume product with predictable ROI at a consistent price point 3. Walking up, walking down, and right pricing the sources we generator and aggregate leads from
6 A tradi4onal aggregator Aggregator
7 What that feels like to the buyer
8 Offer Lifecycle
9 Hiang the sweet spot with QuoteWizard IQ Our distribu4on and source ra4ng algorithm Incorporates customer reported contacts, quotes, closes, and returns Overlays demographics of consumer Not based on type of traffic Highly dynamic with constant adjustments Drives automa4c ramp up and scale down of traffic Enables our account managers to con4nuously work to improve each source
10 What s next More partnerships built around transparency leading to more policies Agents being equipped with much improved training and technology Right pricing of traffic both on the buyer and source side Life insurance as an area of investment and growth over the next 2 to 3 years
11 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. Bill Tyson
12 Swiss Re is a leading and highly diversified, global reinsurance company n 150+ years of experience in providing wholesale reinsurance and risk management solutions. Headquarters, Zurich n We deliver both traditional and innovative offerings in Property & Casualty and Life & Health that meet our clients' needs. Armonk, New York n A pioneer in insurance-based capital market solutions, we combine financial strength and unparalleled expertise for the benefit of our clients. The Gherkin, London n Our financial strength is currently rated: Standard & Poor s: AA-/stable; Moody s A1/positive; A.M. Best: A+/stable
13 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. The Protection Gap Swiss Re 2012 Study
14 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. Why do consumers pay $3.50 for a morning latte but not for life insurance?
15 Critical Success Factors to Make life insurance bought, not sold Simplify and innovate product design provide simple, transparent products for every lifecycle state, re-think product features Streamline the underwriting process expedite the sales process and remove buying hurdles Improve communication and consumer education improve transparency, build trust, and facilitate the decision making process Innovate distribution platforms 'research online, purchase offline' will likely dominate, multi-channel distribution models will gain in importance Improve long-term relationships reward loyalty, provide value beyond policy issuance Close the consumer knowledge gap more consumer research is important for deeper understanding of consumer behaviour and needs This requires a "minor" revolution in life insurance! Swiss Re Sigma No. 6/2013 Study: "Life Insurance - focusing on the consumer"
16 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. Strategic Marketing Framework: The 4 Pillars Approach Data and Insights: Offering the right product or service to the right or customer (or prospect) at the right 4me. Research, Data, Analy4cs, segmenta4on and targe4ng Marke4ng and Distribu4on op4mizing all touch points Integrated Marke6ng and Distribu6on: Marke4ng, promo4ons (and agent training) designed to maximize conversions and Return- On- Marke4ng Investments. Technology Solu6ons: Tools and Plagorms that make it easy and efficient to conduct acquisi4on, cross sell, upsell, trigger programs, reten4on and win back campaigns. Technology and opera4ons integra4on Simplified Product offerings Products and Services: Relevant, compe44vely priced, electronic, accelerated underwri4ng for a berer customer experience.
17 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. Deliver A Better Customer Experience DIY Term Life Agentless, Fluidless and Paperless! Available in English (and eventually Spanish) Plasma front-end Quick Survey offered, Uses recommendation engine to propose best product and insurance amount need Virtual Assistant via Avatars 24 hour turnaround for referred cases Green, paperless process, administered on Plasma plagorm Ask Sara (aka Siri for Life Insurance)
18 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. Provide ready access through innovative channels ü Strategies to reach the underserved middle market and address the protec4on gap needs that are not currently being met through exis4ng distribu4on: Primary Value Chain Where they Bank Other DIY Venues Find them where they shop Simple, easy, & convenient Where they Work Reach them where they surf Target Distribu-on Channels: Affinity Groups Brandassurance Direct- to- Consumer Online Service Providers Cross Sell Health Exchanges Worksite Through our clients, offer an array of products that are simple to understand and accessible through mul4ple channels.
19 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. Blair Baldwin
20 Our Story Founded in 2007 to help address the skyrocke6ng cost of living in MassachuseBs and around the country Today our primary focus is to save people money on their auto and home insurance We provide mul6ple, personalized quotes from the na6on s most respected insurance carriers to offer the best coverage at the lowest price In just over five years we ve grown from a small company with 10 employees into one of America s largest independent online insurance agencies
21 Facts & Figures Headquartered in Boston with an addi6onal office in Westborough, MA Operates in 38 states across the country ~350 employees today, with 700 planned by end of 2014 Partnered with leading insurance carriers
22 Consumer United 1.0 Buying strategy: buy leads with lowest acquisi4on cost (price of lead / conversa4on rate) Op6miza6on strategy: source blocking, basic demo filters (state / zip code, prior insurance, etc.) Tracking / measurement: spreadsheets and ad hoc database queries; CPA is primary metric
23 Consumer United 2.0 (today) Buying strategy: only buy leads that convert into profitable business (CPA and LTV) Op6miza6on strategy: propriety predic4ve analy4cs plagorm (ALQME) that makes buy/no buy decisions based on expected life4me value Tracking / measurement: Business intelligence layer (BI) that replaces Excel spreadsheets and SQL data pulls
24 Consumer United 3.0 (future) Buying strategy: only purchase as many profitable leads as a channel can support; diversify channels to fuel company growth Op6miza6on strategy: extension of ALQME models beyond leads into other channels (RTB, search); media mix and arribu4on modeling Tracking / measurement: BI repor4ng layer combined with cross- channel media arribu4on repor4ng
25 Some General Advice Open dialogue with lead partners is key Invest in data scien6sts and experienced data analysts Be willing to take risks and aggressively experiment (and explicitly budget for this!) Build a technical environment where it is easy to A/B test different models and lead- buying strategies, as well as back- test for what if scenarios
26 Ques4ons? Ian Smith VP, Opera4ons & BI : QuoteWizard Bill Tyson Head Distribu4on Development : SwissRe Blair Baldwin SVP, Marke4ng & Analy4cs : Consumer United
Big Data for Insurance Industry A perspective from Swiss Re Fredi Lienhardt, Manager Big Data & Smart Analytics Centre, Swiss Re 01 July 2014, Rüschlikon Picture Copyright: thep urai/shutterstock everything
ares Advertising Network Presented by: Kevin Kearns, Director of Media & Product Development AGENDA Industry Facts & Trends Our Mission & Goals Ad Network Par=cipa=on Levels: Become an Adver=ser Become
BRINGING INNOVATION TO CUSTOMER LOYALTY Rethink your customer loyalty program Your key loyalty questions.. The key strategic ques0ons to ask about your customer loyalty or affinity program Is our loyalty/affinity
A Guide to Understanding Revenue Attribution for Social Media Marketing p. 1 Joe Reger Co- founder & CTO Springbot p. 2 Who s Springbot ecommerce marke0ng pla?orm Marke0ng Robo0cs TM data analy0cs + marke0ng
How2Guide How Marketers Can Tap into Customer Data to Improve Customer Profitability and Campaign Effectiveness How Marketers Can Tap into Customer Data to Improve Customer Profitability and Campaign Effectiveness
Financial, Telco, Retail, & Manufacturing: Hadoop Business Services for Industries Ho Wing Leong, ASEAN 1 Cloudera company snapshot Founded Company Employees Today World Class Support Mission CriQcal 2008,
Continuous Customer Dialogues STRATEGIES FOR GROWTH AND LOYALTY IN MULTI-CHANNEL CUSTOMER-ORIENTED ORGANIZATIONS whitepaper TABLE OF CONTENTS: PAGE Overview...3 The Continuous Customer Dialogue Vision...4
Use Case TouchSell TM Use Case: Lead Capture Lead capture is commonly understood as merely an exchange of information. Your prospects provide you their contact details in exchange for something that helps
#LeadToMoney Sales Management Association Webcast Lead to Money: Aligning Finance with Sales and Marketing Processes 13 February 2014 Presented by Copyright 2014 The Sales Management Association. About
Case Study: Closing The Loop Connect digital marketing data and offline sales data to get true ROI with this cost-effective approach to Customer Intelligence. As digital marketing techniques and technologies
hybris Solution Brief Hybris Marketing Market to an Audience of One People are intuitive. A shop owner can meet a customer and immediately pick up on explicit and implicit cues that signal intent: What
Mobile Delivers Strong ROI for Adver6sers Jason Peaslee- Managing Partner, Thrive Analy6cs Hynek Stehno- VP Digital Services, SMG Local Spectrum About us Jason Peaslee, Managing Partner Thrive Analy6cs
Lead Generation A to Z Workshop #2 Lead Generation Quick Start Series # L e a d G e n Lead Generation Quick Start Series Featuring: Ian Michiels Principal/Analyst Gleanster Research Moderator: Andrew Gaffney
Empowering Agents to Employ Digital as a Competitive Weapon 2 Empowering Agents to Employ Digital as a Competitive Weapon For most personal lines insurers, agents bring a hands-on advisory role that can
1 Big Data Business Analy/cs Introducing BIRT Analy3cs Provides analysts and business users with advanced visual data discovery and predictive analytics to make better, more timely decisions in the age
OPTIMIZE SALES, SERVICE AND SATISFACTION WITH ORACLE DEALER MANAGEMENT KEY FEATURES Manage leads, configure vehicles, prepare quotes, submit invoice and process orders Capture customer, vehicle and service
Small Business Direct Mail Strategies Using Every Door Direct Mail May 2015 Jim Fitzgerald CEO Wendy Urquhart VP, Business Development Taradel LLC Ed Newhook EDDM Program Manager Vicki Stephen Director,
5 Tenets of Modern Marketing Targeting The foundation of any effective Modern Marketing effort is to ensure you have a clear and accurate picture of your potential customers. Without the proper strategies
EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 FIND. NURTURE. CONVERT. Research Conducted by Ascend2 in Partnership with Dun & Bradstreet NetProspex OVERCOMING THE MOST CHALLENGING OBSTACLE TO EMAIL SUCCESS.
THE STATE OF TECHSURANCE 2015 The Use and Impact of Technology in the Insurance Industry EXECUTIVE SUMMARY There is no question that technology has drastically impacted the insurance business, particularly
Data Driven Marketing B2B MARKETING AUTOMATION BENCHMARKS FIND. NURTURE. CONVERT. The most challenging obstacles to B2B Marketing Automation success and how marketers will overcome them in the year ahead.
1 Ways that Digital Marketing + Big Data = Sales Productivity The best global companies are transforming the way they market and sell. Here s how! Evolves into Digital TOP 10 about us MarketBridge is a
EXPERT GUIDE How to: Analyze the ROI of Your Marketing Channels and Plan Your Digital Strategy for 2015 You re planning your digital marketing budget for the new year, and expecting to increase your marketing
B2C Marketing Automation Action Plan 10 Steps to Help You Make the Move from Outdated Email Marketing to Advanced Marketing Automation Introduction B2C marketing executives are increasingly becoming more
Segmentation for High Performance Marketers Right Time Revenue Optimization STEP-BY-STEP GUIDE A Journey not a Destination High performance marketers recognize that market segmentation strategy is a journey
CONSUMER INFORMATION SOLUTIONS Insurance Successful marketing in today s challenging insurance environment With more options available to your customers and more businesses competing for those customers,
@annroskey BOSTON Modern Marketing Maturity Model What s your level? Ann Roskey Sr. Marketing Strategist 3 5 Tenets of Modern Marketing Targeting Engagement Conversion Analysis Marketing Technology B2B
Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead
Customer Centric Banking June 2014, IBU Banking, SAP EMPOWERED CUSTOMERS ARE 79% 53% 59% Digitally Connected of customers spend at least 50% of total shopping time researching brands online. Socially Networked
List Management List Management : Campaign Dashboard Campaign Dashboard Displays all recent campaign ac5vity when you first log in List Management : List View List Management View Easily Edit, Copy, Delete,
Advanced Multichannel Order Management Solutions That Optimize Sales Performance Analytics that help you make accurate, informed decisions Scalable and Vendor-Neutral; work with any service provider Over
Increasing Customer Value for Insurers How Predictive Analytics Can Help Insurance Organizations Maximize Customer Growth Opportunities www.spss.com/perspectives Introduction Trends Influencing Insurers
Smart Market: Vol. 4 Data-Driven Marketing, Demystified Redefining Measurement from Awareness to Conversion PROGRAMMATIC MARKETING & THE NEW CUSTOMER JOURNEY In today s multiscreen world, the odds that
Session Abstracts Optimization Services Track Survey Says: Consumers Want Live Help October 22 nd, 11:00 am Eastern ATG recently surveyed more than 1,000 Internet users who research, apply for, and buy
Building and Deploying Customer Behavior Models February 20, 2014 David Smith, VP Marketing and Community, Revolution Analytics Paul Maiste, President and CEO, Lityx In Today s Webinar About Revolution
Know Your Buyer: A predictive approach to understand online buyers behavior By Sandip Pal Happiest Minds, Analytics Practice Introduction Retail and E-commerce are one of the first industries that recognized
DIALSOURCE Sales Acceleration Software CASE STUDY UNDERGROUND ELEPHANT Accelerating demand generation and streamlining sales for the insurance marketplace Underground Elephant is a rapidly growing technology
Unleash Your Sales and Marketing Talent Save Time and Reduce the Cost of Sale with a Data-Driven Approach to Service Renewals WHITE PAPER Services Made Simple Copyright 2014 by MaintenanceNet, Inc. All
FUNNELBRAIN ONLINE MARKETING GET EDUCATED ON THE SITE THE DELIVERS QUALIFIED STUDENTS TO YOUR SCHOOL FunnelBrain ABOUT FUNNELBRAIN Founded in 2008, by Internet execu4ves from REALTOR.com, WebMD and educa4onal
A relentless desire to improve online performance Optimize TRINITY INSIGHT 2011 MEDIA KIT Complete internet optimization services to drive your online profits. We help businesses grow faster online. Optimization.
INTRODUCING RETAIL GET READY FOR THE NEXT WAVE OF ANALYTICS IN RETAIL By: Dan Theirl Rubikloud Technologies Inc. www.rubikloud.com Prepared by: Laura Leslie Neil Laing Tiffany Hsiao WHAT IS RETAIL? Retail
Title: "Life Insurance Sales in Banks: The Process is 'Broken' What's Coming to Fix it?" Speakers: Jim Sorebo, Dan Delity, Jason Bowman, and Bob Mittel Location: Diplomat 4 Time: 2:15 3:15 c. "Life Insurance
Analysis April 2011 Marketing Automation: Adding Science to the Art of Marketing Service Area Business Development Strategies Comments or Questions? Table of Contents Key Highlights... 2 Introduction...
Manage the Digital and Mobile Customer Experience A Breakfast Briefing For Web Analysts, Customer Insight Managers & Online Marketers www.scl.com The art of the possible SCL background Predicting, Understanding
Marketing Solutions Built with People in Mind Tailored emails, web recommendations and data-driven digital advertising designed to engage new prospects and excite customers. MAGNETIC MISSION To understand
OPTIMIZE YOUR BUSINESS WITH SUCCESSFUL ONLINE ADVERTISING & ADWORDS GENERATION 1 Table of Contents 1. Introduction to online advertising and Adwords... 3 2. What should we look out for... 4 3. Diversified
Consumer Profile Tool Bringing your customers to life through analytics 1. Financial-Clarity Consumer Profile We are pleased to unveil our brand new Financial-Clarity Consumer Profile tool which went live
Locating the Growth Edge of the Wedge in Annuity Sales: An Annuity Distribution Analysis Current retail annuity market by state: Source of inflows Number of households Information Asset Partners 732 662
Creating an Effective Online Member Acquisition Strategy Marketers historically have paid close attention to site traffic, time on site and page view metrics. Success on today s Internet, the social web,
March 2015 Sponsored by Introduction As the volume and types of business data have increased at a phenomenal pace, and the cost to store that data has plummeted, businesses have looked to data analytics
2013 Ad Solutions Cross Channel Advertising Partnership Opportunity Partnership Opportunities 1 WHO WE ARE AdMedia works with top agencies and brands to bring digital marketing solutions with our cross
Your Customer Is In Control A majority (74%) of buyers research their work purchases online (Forrester) The average deal has over 8 decision makers, a 43% increase from 3 years ago (IDC) Source: September
Addressing the Middle Market Protection Gap Online Distribution Kevin Pledge, CEO and Founder, Acceptiv How much personal protection life insurance (by policy count) will be sold online 5 years from now?
CORPORATE STATEMENT OF DIRECTION THE BUSINESS OF INSURANCE IS CHANGING, putting new demands on agencies, brokerages and carriers. This Statement of Direction describes how Applied Systems will continue
Solution in Detail Healthcare Executive Summary Contact Us Patient Relationship Management 2013 2014 SAP AG or an SAP affiliate company. Attract and Delight the Empowered Patient Engaged Consumers Information
Direct-to-Quote: New Technology from MediaAlpha s Powerful Advertising Platform for the Auto Insurance Industry White Paper 2015 There s no doubt that consumers are spending more time today on their computers,
RBTE: Big themes from Europe s biggest Retail show The Pierhouse team joined thousands of visitors, retailers and exhibitors at the Retail Business Technology Expo in London to discuss the challenges and
2014 THE REAL WORLD OF REAL-TIME ADVERTISING WHAT S INSIDE 2 INTRODUCTION 3 HOW ONLINE ADVERTISING USED TO WORK 3 INTRODUCING THE AD EXCHANGE 4 REAL-TIME BIDDING EXPLAINED 5 WHO WORKS WITH WHOM? 6 CONCLUSION
Increasing Marketing ROI with Customer Analytics 1 The agenda The Marketer s Evolving Role Data/Analytics Based Decisions Customer Analytics to Increase ROI ROI in Action 2 The Marketer s Evolving Role:
BIG Data Analytics Move to Competitive Advantage where is technology heading today Standardization Open Source Automation Scalability Cloud Computing Mobility Smartphones/ tablets Internet of Things Wireless
Ge#ng Started with the Unidesk Solu5on Partner Program Copyright Unidesk Corpora3on The Unidesk Solu3on Partner (USP) program is designed to enable resellers, system integrators, distributors and service
Taking your email marke/ng to the next level: segment, target and engage your audience by Tamara Gielen, Plan to Engage About Tamara Gielen 10+ years of experience in email markebng & ecrm Author of Be
WHITE PAPER Turning Insight Into Action The Journey to Social Media Intelligence Turning Insight Into Action The Journey to Social Media Intelligence From Data to Decisions Social media generates an enormous
Segmentation and Data Management Benefits and Goals for the Marketing Organization WHITE PAPER SAS White Paper Table of Contents Introduction.... 1 Benefits of Segmentation.... 1 Types of Segmentation....
Saving Time and Money with Web Based Benefits Administra9on and Consolidated Billing Compliancy Group Webinar 11/11/14 NOTICE: Proprietary and Confiden)al. This material is proprietary to Benera)on, LLC.
DATA SHEET Smarter Commerce for Smarter Customers Today s customers are deciding when and where the buying process begins, when it ends, who will be part of it, what order it will follow and how all elements
Five Ways to Grow Your Agency with Inbound Marketing 1 2 3 4 5 The inbound marketing opportunity for agencies The way B2B prospects research and buy products has changed dramatically over recent years.
A Custom Technology Adoption Profile Commissioned By IBM February 2014 Big Data Ups The Customer Analytics Game Introduction In the age of the customer, enterprises invest in creating actionable customer
CUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES Chapter 1: Introduction to CRM Selected definitions of CRM 1 CRM is an information industry term for methodologies, software, and usually Internet
WiFiAccessCode: LEADSPEDIA Thursday, 10:35 11:15 AM B2B Customer Acquisition: Effective Approaches to Finding and Securing the Most-Valuable Customers MODERATOR: M.H.(Mac) McIntosh, President and Principal
Display Advertising: What You re // 1 2 4.ch DISPLAY ADVERTISING: WHAT YOU RE MISSING Written by: Darryl Chenoweth, Digital Marketing Expert Display Advertising: What You re // 2 Table of Contents Introduction...
Physical/Digital Convergence: New Technology for Omnichannel Retail Moderator Allison Enright Editor Internet Retailer Featured Panelist Nikki Baird Partner Retail Systems Research Speaker Jeremy Wilson
Page 1 Transform the Retail Store with the Internet of Things The Internet of Things is here today There s a new era dawning in the retail industry, and it s being driven by the Internet of Things. The
Creating the customer experience INSIGHT. EXECUTION. ADVANTAGE. Customer experience outsourcing that transforms business performance 3 Your customer management future 5 The Webhelp difference 8 Services
1 Our focus for this session is on the customer and how their needs are changing in light of changing digital technologies. We ll look how the buying process can be impacted by digital technologies and
Tracking today s online consumer How DATA MINING helps marketers uncover hidden patterns, build customer engagement, and drive repeat sales Half the money spent on advertising is wasted; the problem lies
CA Community College Public Relations Organization The Evolution of Digital Marketing Brian Kroll / VP West & Strategic Accounts / firstname.lastname@example.org Agenda The Changing Digital Landscape The Importance
May 2014 VOICE OF THE CUSTOMER For most businesses, there are probably no more important voices to listen to than your customers. The bigger and more diverse your customer base, the harder is to get relevant
MOVING YOUR BUSINESS ONLINE TO MAXIMIZE ROI By Shelby Landeck Manager of Client Relations, Income Access PRESENTATION OVERVIEW Why going online is important And what your business can achieve online Defining
Retention, Perfectly Brewed How CoffeeForLess Made More than $500k in 6 Months From Data-Driven Lifecycle Emails Getting More from Existing Customers CoffeeForLess, an IR500 retailer, uses Windsor Circle
Marke&ng Managed Services Provider We define, build, implement and manage web search and remarkejng lead generajon programs as a Managed Service. Managed Web Search Lead Program Plan 27 s dedicated Google