Implementation of Sales Cloud in Aegon

Customer – Aegon

Aegon is one of the world’s leading providers of life insurance, pensions and asset management. Today has operations in over 20 countries, about 30 000 Aegon employees help over 26 million customers take responsibility for their financial future.

Companies from the Aegon Group offer life insurance, savings schemes as well as investment options and property insurance in Poland. They also operate the Aegon Open Pension Fund with more than 927 thousand members.

Challenge

Standardization of processes and increase of sales representatives efficiency

• A need to increase coherence of sales targets
• Willingness to enable sales representatives mobile phone/tablet access to the system
• Willingness of unification of selling process that would cover all offices within own sales network
• A need of optimization of the registration process and sales opportunity monitoring
• A need to increase sales representatives’ work efficiency as well as meetings calendar transparency
• Willingness to create a “Golden Customer” record for all products and services
• The requirement of a transparent and secure login system for remote working agents

Solution

Cloud sales process in Salesforce technology

• Implementation of Salesforce Forecasting report that enables presetting sales targets and measuring sales pipeline
• A “Lead” object was used as the first step in the sales process
• An “Opportunity” object was used to follow insurance policies for renewal and anti-churn activities
• Salesforce Calendar was used by agents to log their meetings with existing and potential customers
• Custom login flow fitted to Aegon’s need and 2-factor authentication process

Benefits

Optimization of the sales process

• One platform for internal sales support departments and sales offices
• Possibility to measure sales pipeline in one place
• Insurance product life cycle in one place, tracked and measured
• The tool for cooperating agents that is compliant with corporate security and is easily accessible from various devices (without VPN)