March 17 - 18, 2016

Westin Hilton Head Resort & Spa

2016 IASA BootCamp+
Sales & Marketing Summit for Insurance Solution Providers

IASA's 2016 Boot Camp+ will deliver the educational content insurance-focused sales and marketing professionals need to succeed in today's crowded marketplace, as well as networking opportunities with peers and sponsoring vendors. Featured sessions include educational content from analysts and insurance veterans to better understand the industry; two insurance panels with senior-level insurance executives discussing issues that drive project selection and big picture challenges; and, breakout sessions targeted to sales and marketing focusing on improving relevant skills using insurance-focused examples.


$395 - IASA Members and Associate Members
$495 - Non Members

Hotel Rate

$219 Single/Double  (10% applicable tax and $2.00 destination fee per room per night; along with $20 Resort Fee per room per night will be added)
Hotel rooms are available from Wednesday 3/16 through Sunday 3/20.   If you are also attending the IASA Planning Meeting to be held Friday, 3/18 - Sunday, 3/20 cover your entire stay when making BootCamp+ reservations.  


Thursday, March 17, 2016    #IASABootCamp

7:45am - 8:45am      Registration & Continental Breakfast   
8:45am - 10:00am    Welcome & Keynote
10:15am - 11:15am  How Insurance Companies Generate Revenue  
11:15am - 12:15pm  Using Social Media and Social Selling to Better Engage with Prospects and Industry Stakeholders
12:15pm - 1:00pm    Lunch
1:00pm - 2:00pm      Industry Analyst Novarica Presents: The Unique Challenges Facing Smaller Carriers
2:00pm - 3:00pm      Profiling the Decision Makers at an Insurance Organization  
3:15pm - 4:15pm      Panel of Senior Insurance Executives Reveal "How Solution Decisions Get Made at an Insurance Company"  
4:15pm - 5:15pm      Panel of C-Level Insurance Executives Answers "What Keeps Me Up At Night?"  
5:15pm - 6:45pm      Cocktail Reception

Friday, March 18, 2016  #IASABootCamp

7:30am - 8:15am         Registration, Continental Breakfast & Welcome
8:15am - 9:15am         Break Out Sessions
                                     Marketing: Leveraging Marketing Automation and Lead Nurturing for Success
                                     Sales: How the Insurance Company Structure Affects the Sales Cycle
9:15am - 10:15am       Break Out Sessions
                                     Marketing: Improving Educational Session Proposals for #IASA2017
                                     Sales: Best Practices in Complex Sales
10:30am - 12:00pm    Interactive Roundtables with Group Debriefs on Strategies for Specific Challenges

Ruth Estrich, Chief Strategy Officer, MedRisk, Inc.

Ruth Estrich is a successful insurance industry expert and a dynamic and inspiring speaker who is uniquely qualified to address the expanding role of the solution provider in the IASA universe.  An IASA volunteer for decades, first as a carrier member and then as an associate member, she is the only active vendor to ever hold the position of IASA President. In this keynote presentation, she will address how the industry has changed for insurance industry vendors over the years, share her key observations on how to successfully sell to carriers, predict where the industry is going and how to prepare for it, and will reflect on the impact that her IASA involvement has had on her career and her life.

How Insurance Companies Generate Revenue 
Claire Burke, Vice President, Finance and Compliance Management, Dearborn National
Joe Dzigiel, Senior Vice President, Insurance Solutions, Yodil, Inc.

To effectively sell into the insurance industry, it is imperative to understand the insurance landscape, what differentiates it from other industries, and the complex drivers of performance and profitability. Different solution or services offerings target different needs and pain points. To best communicate your value proposition, it is also important to understand the different roles/functions and how those contribute to the success of an insurance organization.  This session will lay the foundation for later profiling and panel sessions by providing an introduction to insurance, including the following: 
  • What is Insurance?
  • What are the different types of Insurance companies and lines of business
  • What makes insurance complicated
  • Key insurance terms
  • How insurance companies make money
  • Important insurance metrics
  • Insurance processes by function, role, and  job
  • Current trends and market disruptions

Using Social Media and Social Selling to Better Engage with Prospects and Industry Stakeholders   
Heather Dunn, Marketing Manager, GhostDraft    
Stephanie Leicht, Vice President of Sales, GhostDraft    

Professionals who use social selling help best-in-class companies achieve a 16% gain in year-over-year revenue. Today's top salespeople are using social media to increase their revenue potential, exceed quota, prospect more efficiently, and consistently create a more robust pipeline. In this session you will learn:

  • How social changed the cold call
  • How to leverage your professional brand on social networks
  • Social selling success stories
  • How sales management and marketing can support social selling initiatives
  • What the future of social selling holds for B2B companies
Industry Analyst Novarica Presents: The Unique Challenges Facing Smaller Carriers
Tom Benton, Vice President of Research and Consulting, Novarica

Insurers both large and small face similar challenges: improving customer experience, leveraging big data and analytics, modernizing for emerging technologies and cyber-security among others. However, smaller carriers face these issues with less staff and budget than their larger peers as they apply information technology to run, grow and transform the organization. In this session, Novarica will discuss challenges facing insurers that have limited resources, and best practices for addressing them.

Profiling the Decision Makers at an Insurance Organization  
Jose Loera, Sales Executive, Insurance Group, SNL iPartners

Before you consider selling to an insurance carrier, it’s important to do your homework.  The first step is to build an understanding of what is important to your potential clients based on their roles within the organization. Having an understanding of both their functional areas and the critical business issues or challenges facing them is crucial to success in both sales and marketing.  Having this foundational knowledge is key to earning the right to scheduling an informative conversation and delivering the right message.  In this session we will explore the profiles of both the executive roles at an insurance organization as well as critical business roles within underwriting, claims, finance, accounting and I.T.

Panel of Senior Insurance Executives Reveal "How Solution Decisions Get Made at an Insurance Company"  
Holli Gronset, Publisher, Insurance Networking News

Sylvia Grotowski, Controller, Union Standard Insurance Group
Edward Myers, Senior Director, Operations, Starr Companies
Sylvia Scheuler, VP, Investment Accounting, RGA Reinsurance    
Len Servedio, Divisional Vice President, Information Systems, Dearborn National

In order to determine the needs of a potential customer when promoting a technology solution, it is vital to understand the various factors that go into the solutions decision-making process. This panel of insurance executives reveals the process decision makers undergo as they share how they evaluate several factors, including: 
  • What are their solution needs?
  • Is it a financially viable solution that will provide a return in the future? How is the ROI going to be determined?
  • How does the solution fit into the overall strategy of the organization?
  • What do they look for when choosing a vendor?
Panel of C-Level Insurance Executives Answers "What Keeps Me Up At Night?" 
Richard Pullara, Market Specialist, Clearwater Analytics    

Claire Burke, Vice President, Finance and Compliance Management, Dearborn National
Bryan Fowler, Chief Information Officer, Oregon Mutual Insurance   
Jim Keal, AVP Operations, Argent - A Division of West Bend Mutual Insurance Company
Steven B. Resnick,
Retired COO & CFO, Caterpiller Financial Insurance Group

Today’s insurance world is complex and ever-changing. New regulatory oversights, changing technology, and a growing competitor field, combined with a limited employment resource pool, are just some of the challenges insurers face today. At this session, insurance companies’ key senior staff will answer a simple, yet multi-layered, question: What keeps me up at night? Whether your target demographic is the CEO, CIO, CFO, CAO, or CTO, this session will provide insight to the top challenges that insurers face, including:
  • Key challenges in each participant’s respective market and the ideal solution they are looking for from vendors.
  • Executives’ best practices for examining the benefits of new technology versus the status quo.
  • Growing an insurance company in today’s complex environment

Marketing Break Out Sessions:

Leveraging Marketing Automation and Lead Nurturing for Success  
Anne Marsden, Principal & Founder, Marsden Marketing

You’re attending the right conferences, you’re publishing the right papers and you’re hosting the right webinars—you’ve got the leads and you’re handing them off to sales. But is that enough? What do you do once the leads are into your sales funnel? How do you turn a lead into a prospect and a prospect into a buyer?  Marketing automation has been viewed as the holy grail of marketing for years; proper inbound marketing takes into account all of the information you have on every lead, and leverages every touchpoint from social media to email to conference participation to deliver the right message to the right prospect at the right time. This session will focus on how to leverage inbound marketing strategies in the insurance space to better connect with a nurture the leads you’re generating regardless of channel.

Improving Educational Session Proposals for #IASA2017
Jason Nickles, Director - Corporate Accounting, Western And Southern Life Insurance Co
Douglas Ramsey, 2nd VP - Personal Insurance Technology, The Travelers Companies, Inc.
Beech Turner, VP-Finance, Assurant Specialty Property

Join us as leaders from IASA's Education Committee discuss selection processes and present best practices for educational proposals at the IASA Annual Conference. The Chairs of both the Accounting, Risk, & Finance and Technology SubCommittees will be on hand to present the selection processes their respective committees follow, as well as offering guidance on key themes, emerging topics of interest, and pitfalls to avoid when responding to the annual Call for Papers. Get first-hand guidance on improving your session proposals and answers to questions like:
  • What are the biggest mistakes companies make on their proposals?
  • How much of a factor does date/time of submission play?
  • How can we make it easier for the committee to say "yes" to our proposals?

Sales Break Out Sessions:

How the Insurance Company Structure Affects the Sales Cycle  
Bob Ridinger, VP – Sales & Marketing, IDP

Insurance carrier sales cycles keep getting more complex.  This session is intended to help solution providers run more relevant and successful sales pursuits with insurance company buyers and buyer teams.  We will review the carrier organization structure, the different buyer roles typically found in a complex solution sales cycle, and how to relevantly speak to target audiences that can have differing needs and buying styles.  We will review how to engage and collaborate with them at multiple levels (e.g. executive, operations, technology, procurement) in ways that showcase our understanding of their needs, our domain expertise and the differentiated solutions we develop to address those needs. We will review, as well, the process of cultivating a trusted advisor relationship in the sales cycle. 

Best Practices in Complex Sales  

Kyle G. Caswell, Vice President Sales, Verisk Insurance Solutions - Claims, Verisk Analytics
John Vercellino
, Vice President of Product Management, FIS

Building on the previous sales breakout session, it’s now time to learn from those that have gone before you to plan your strategy and tactics.  Because in today’s market, all sales are complex sales.  This session draws upon the experience of practitioners who have successfully negotiated the complicated sales landscape that we now face. In addition to exploring best practices to build a successful team, you will learn how to determine the decision process at insurance companies when they are securing products and services from solution providers, how to determine the wants and needs of each member of the prospective client’s evaluation team, and the strategies and tactics to execute to ensure success for your campaign.

Interactive Roundtables with Group Debriefs on Strategies for Specific Challenges 
The Boot Camp will wrap-up with roundtables focused on overcoming the specific challenges identified during the various sessions. Join your peers in developing ideas for overcoming specific business challenges, with a short debrief on the ideas generated by each group.

Roundtable Leaders:
Angela Abbott, VP Sales & Business Development, Primoris Services
Chris Belle, President, ITS - Insurance Technology Services
Nikki Dugan, Manager, Demand Generation, EIS Group
Heather Dunn, Marketing Manager, GhostDraft
Darin Reffitt, Director, Demand Generation & Campaign Management, EIS Group
John Vercellino, Vice President, Product Management, FIS Global


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