ICICI Prudential Life Insurance : Sales Soln for Doctor Empanelment

ICICI Prudential Life Insurance offers wide-ranging financial solutions to

meet the varied needs of customers. The company intends to improve customer

segmentation and also enable their sales force with lead management frameworks

that are based on customer segmentation. The company's health insurance products

from the extensive portfolio were one of the major focus of business segments

and was a fast growing one also. For this segment, the company sold their health

insurance policies via distribution channels like doc channel and retail

pharmacy. The doc channel has more than 31000 doctors listed while there are

23000 chemists under retailer channel across 65 towns that are used as referral

partners to sell health insurance, apart from 2300 Feet on Street Consultants (FSCs).

The company faced challenges in managing this highly segmented channel. There

wasn't an effective lead management system. The monitoring and reporting

framework was also not as reliable. Issues like, as a referral partner, a doctor

is giving desired results to the FSCs or not, couldn't be tracked and monitored.

The company felt the need to have a customized software application that could

address the differential needs of health insurance segment.

Integrated Sales Solution for Doctor Empanelment System was the final

evolution of the above stated challenges and the business requirements of this

niche segment. This application helps in generation of leads, sales and

effective tracking of health insurance through new distribution channels like

doc channel and retail channel. And the application gets the distinction of

being 1st of its kind to be used in Insurance business.