To track and monitor the performance of the insurance sales process through
metrics such as new business hit ratios, new vs renewal business,
premium rates, premium actuals to targets, Underwriter performance, Top/Bottom Brokers and Clients.
The client needed to get valuable operating metrics into the hands of it's underwriters so that
they could be more effective in their sales process. The underwriters had new and renewal targets
to achieve as well as targets around their Premium and Renewal rates. Problem was that their submission data
resided in a different system to their inforce policies and there was no effective mechanisms in place to
combine and then present the data to the users in a timely way.
The client had a general idea about what information they wanted to see, but were seeking guidance
on the specific data points required and the best visualizations to use to tell their story and
make the data insights truly actionable.
An additional motivating factor for the client was that they had effectively used dashboards in the
past and the users found the visual charts, heat maps, indicators and drill down ability to be a
very fast and effective way to get insights into their data. Unfortunately their dashboarding
technology was old, unsupported and expensive to maintain, and would not help them meet their current
Extend the client's existing Data Warehouse and bring in the submission data into the same dimensional
framework already being utilized within the business.
Using the existing dimensions such as Time, Client, Broker, Underwriter, Line of Business, enabled the client to
see the full sales and profitability picture for a Client, Broker or Line of Business.
Implement a new dashboarding tool that allowed users to visualize, interact and collaborate on the
sales data in faster, more insightful ways.
The design of the dashboard was key to its success. The design paradigm answered the questions,
"Where are we now?", "How did we get here?" and "Where are we going?". This approach gives
the client the ability to be very proactive in their decision making.
- Integration Services packages to bring additional submissions data in to the Data Warehouse.
- Extension of the existing Data Warehouse star schema, fact and dimension tables.
- Analysis Services cubes to allow slicing and dicing of data across the different dimensions.
- Dashboards of the various sales process metrics in the cubes. The dashboards were surfaced as
a web application and could be used on desktop pc's, tablets or other mobile devices.