Industry Analyst Novarica Presents: The Unique Challenges Facing Smaller Carriers
, 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
, 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"
, Publisher, Insurance Networking News
, Controller, Union Standard Insurance Group
Senior Director, Operations, Starr Companies
VP, Investment Accounting, RGA Reinsurance
, 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:
Panel of C-Level Insurance Executives Answers "What Keeps Me Up At Night?"
- 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?
, Market Specialist, Clearwater Analytics
, Vice President, Finance and Compliance Management, Dearborn National
, Chief Information Officer, Oregon Mutual Insurance
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.
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