Salesforce automationGroup Health consolidated and streamlined sales processes and customer relationship management by working with Astadia to implement and customize Salesforce.com.Group Health Cooperative is a member-governed, nonprofit health care system that coordinates care and coverage. Founded in 1947 and based in Seattle, Wash., Group Health and its subsidiary health carriers, Group Health Options, Inc. and KPS Health Plans, serve more than 600,000 residents of Washington and North Idaho.

ChallengeThe team at Group Health had three sales groups each using different sales processes – all managed manually via different systems, or in some cases just Outlook and Excel. Their leadership identified ongoing issues with both acquiring and maintaining customers due to these disparate systems and processes. They also sought the ability to store and view all this data in one place using custom dashboards and metrics.

Their ultimate goals were to gain:

. Easier and faster process for logging all sales calls, emails and activities in order to easily review or report on them.

. Better summary view of data related to eligible subscribers, rate increases, total loss ratio and total members.

. Executive dashboard on an LCD screen for daily review of key metrics.

. Analysis reports on sales team pipeline and segments with options to categorize by large group, small group or producer as well as distinguish from a new opportunity or a renewal opportunity.

. Ability to see which groups are “at risk” of losing business

Numbers

Sales and account reps requiring visibility of information across the organization

Sales teams impacted by disparate systems in need of consolidation

Group Health Cooperative Case Study

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Contact us at 877-727-8234 to see what Astadia can do for you. www.astadia.com.© 2016 Astadia, Inc. All rights reserved.

Services

. Salesforce automation

. Sales Cloud implementation

SolutionAstadia implemented a Salesforce solution for Group Health, customized to primarily provide accounts, contacts, activities, opportunities, and Chatter. The Group Health Salesforce org includes a heavy emphasis on account management and opportunity processes as well as a custom ability to track account performance according to their requirements. Astadia’s implementation allows for one CRMsystem containing all sales activities which are tied to both the contact and business record (account) as it is being worked by sales. Any relationship(s) with brokers and/or agents are also tied to the same account record. The implementation further provides one system for logging all activities – ultimately reducing the reliance on disparate systems and manual activities.

ResultsGroup Health’s new Salesforce org provides the visibility, reporting and CRM capabilities the organization needed. Their leadership and three sales teams now manage accounts, opportunities, sales and performance with the following new capabilities:

. Account performance displayed with one click from the account record,

. Reports and dashboards that show progress to key metrics and are viewable on an LCD screen linked to a computer,

. Pipeline reports of all segments and categories,

. An auto-generated report of renewal opportunities to streamline tracking of quantity and value of upcoming renewals,

. A ‘renewals at risk’ indicator to automatically flag groups and elevate visibility of groups at risk; additional reports and dashboards were also built to further leverage this functionality,

. Entire activity history available to everyone, facilitating easy transfer of accounts and quick ramp-up time for new sales reps.

Astadia can help you enhance your processes and generate cost savings. To learn more about our innovative approach to business processes, visit us at astadia.com

Group Health Cooperative Case Study

Contact us at 877-727-8234 to see what Astadia can do for you. www.astadia.com.© 2016 Astadia, Inc. All rights reserved.