Commission and Incentive Management Solution Provider uses Demand Acceleration Campaign to increase Sales Opportunities
Established in 1991 as a systems integration and software development firm, Computer Software & Solutions International, Inc. is a Gold Certified Microsoft Partner that has developed a suite of products specifically designed for the Insurance, Healthcare and Financial Services verticals. Not only has CSSI distinguished itself as a founding member of Microsoft’s Insurance Value Chain, but it has aligned itself with industry standards by becoming a member of organizations such as ACORD and NIPR.
CSSI’s flagship product, VUE Software, was the focus of the demand acceleration campaign. This robust solution delivers benefits such as increased productivity (revenue per employee), improved alignment with corporate goals, tighter cost control, and reduced producer turnover. VUE enables insurance organizations of all sizes to implement compensation programs that motivate sales teams and deliver results. By accurately calculating commissions and bonuses, and producing powerful reports ensuring clarity in compensation metrics, VUE delivers flexibility and automation to help solve the complexities of insurance sales commission and incentive compensation plans.
The Challenge
CSSI identified an opportunity to increase their sales pipeline by targeting companies with complex incentive plans and a large number of agents.
Campaign Goals and Strategy
The primary objective of the sales opportunity development campaign was to generate leads for CSSI’s solution by identifying organizations that relied on a series of manual, in-house developed processes to calculate and manage the complex incentive pay structures prevalent in the insurance industry. These organizations experience a number of pain points due to dependence on multiple spreadsheets and tables used to track incentives and bonuses, including delayed payouts of commissions, the inability of IT to deliver accurate reports, inadequate retention of top producers, and deficiency of self-service features which allow agents to track their own performance.
A secondary focus targeted companies that used competing software applications to manage this process; CSSI’s competitive advantage exploited that none of VUE’s competition were both created specifically for this vertical and developed on the Microsoft platform. Due to a close alliance with Microsoft, as well as other regulatory agencies, CSSI was able to effectively differentiate their offering.
If you are interested in reading more about how N(3) worked with CSSI to leverage sales opportuniy development to increase market awareness and overall market share for their Commission Management solution, please fill out the form on the right side bar to download the full case study today!