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  Tech Mahindra

informatica Winner of Global Insight Award(Informatica) twice for iDecisions® implementation in Asia
iDecisions® implementation helped Tech Mahindra (Erstwhile Mahindra Satyam) to win CNME IT award in Middle East in FY 2011-12
The client is a Global Insurance Major‘s India operations.
The customer needed an efficient Campaign Management System providing total real-time insight into campaigns & deliver impactful campaigns.
icon Difficulty in minimizing lapse of insurance policies
icon Inability to cross sell / up sell to existing customers
icon Inability to minimize agent and sales manager attrition rate
icon Challenges in developing in house campaign management framework for cost optimization
icon Incapacity to reduce campaign TAT and end vendor dependency
icon Implemented Persistency & Share of Wallet (SoW) campaign framework
icon Introduced in-house model building capabilities for supporting Persistency & SoW
icon Predictive models developed for agent retention analytics, agent LTV analytics, CLV analytics, lapsation analytics and collection analytics
icon Implemented Data Quality Framework
icon Implemented a Business Intelligence framework to enable Collections & Cross Sell Intelligence - used by 600 customer offices across India
icon Implemented Campaign Intelligence framework to initiate Customer & Agent related marketing communication
icon Implemented Post Campaign Intelligence & Reporting
icon Implemented multi-stage campaign capability, with SMS, email, telecall and DM work flow

Business Benefits
  • Increased cross sell revenues to 25% (from 6%) of total top line.

  • Increased collection rates by 6% (~ 20 million / month), improved persistency rate to 86 %

  • Increased average revenue from customer to $1000 (from $710)

  • Improved agent productivity by 120%

  • Supported business planning process for sales, collection and service, tracked performance

  • Reduced cycle time for business decisions through quick and easy access to relevant information

  • Provided an integrated and streamlined business intelligence and analytics platform for data storage and information management
As a true partner, ensuring business growth for the client, Tech Mahindra is engaged with the customer through a unique compensation model wherein part of its fees is based on the success of the marketing campaign launched and the resulting incremental conversions. This is called the “Skin in the Game model”.
Tech Mahindra is paid a percentage share of the incremental cross sell, collections and recovery revenues done above the normal business growth rate. These growth rates are fixed during every business planning cycle.

Implementation Highlights
    Technology used are
    • iDecisions®
    • SAS Campaign Studio
    • SAS Digital Marketing
    • SAS E-miner
    • Business Objects

    Parameters/Key Metrics
    • Agency Channel
    • Direct Customer Sales (DCS) Channel
    • Bancassurance Channel
    • Rural / Emerging Channel
    • Partnership / MLM Channel
    • Collections & Recovery Channel
Copyright © 2015 Tech Mahindra