Enabling sales team to generate data-driven proposals

Sean Godar, Vice President, Strategy and Analytics at Employers Health
A process that previously required a several days' wait and a series of back-and-forth emails, now takes a few minutes. Intersect has empowered us to focus on what we are good at -- the actual business logic that lets us maintain our competitive edge, by removing the tedious, manual processes that we previously used to analyzed data.

Employers’ Health Company is a professional benefits  organization – in a nutshell, we help large employers optimize employee benefits and lower costs. We pride ourselves on being one of the most cost-efficient solutions out there.

One of our primary services is our pharmacy group purchasing arrangement that focuses on reducing prescription drug costs for our clients and their employees.

To demonstrate our value, we will analyze past prescription drug claim data from prospective clients to identify pain points and cost savings opportunities.

We then use this information to cater our pitch directly to the organization’s needs by showing how our organization can both add value and reduce costs.

The overall analysis process is quite complex. It requires data ingestion, cleaning, reformatting, and passing it through a series of decision trees and proprietary algorithms to reach a final numerical output.

These results would then be used by our sales and business development team during client meetings and presentations.

In the past, this entire process was initiated by our sales team. They would send the historical data to the analytics team, who would manually process it and return pricing values in 48-72 hours.  The salesperson would then graph the data and upload it into their presentation.

Needless to say, the process was laborious, prone to errors, and involved extensive back-and-forth, coupled with repetitive calculations.

With Intersect, we built a data app that provides the sales reps with an easy-to-use interface to upload historical data files and enter the metadata in a custom-built form. Once  uploaded, the data is run through a series of validations, reformatted as necessary, and automatically passed through our proprietary algorithm and decision trees, and graphed into dynamic presentations

A process that previously required a several days wait and a series of back-and-forth emails, now takes a few minutes! The sales team is thrilled because they can self-serve and rapidly turn around customized information for their leads in dynamic presentations, and the analytics team can now focus on high-impact projects. The audit trail also enables us to monitor the data for all deals we have pitched in the past,  the perfect icing on the cake!  

Intersect has empowered us to focus on what we are good at -- the actual business logic that lets us maintain our competitive edge, by removing the tedious, manual processes that we previously used to analyzed data.  

Our excitement for this initial transformation has pushed us to explore a series of other applications for Intersect to add value and save us time and resources.

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