Sun Life cp printer - Ebix CRM Profile_113-0608.pdf · Kingdom, Hong Kong, the Philippines, Japan,...
Transcript of Sun Life cp printer - Ebix CRM Profile_113-0608.pdf · Kingdom, Hong Kong, the Philippines, Japan,...
Sun Life FinancialLeveraging A Strong Vendor Leveraging A Strong Vendor
Partnership To Accelerate Partnership To Accelerate Time-To-Benefi t Time-To-Benefi t
> ENTERPRISE SOLUTIONS
“E-Z Data delivered “E-Z Data delivered
our solution on schedule, our solution on schedule,
even in the face of an even in the face of an
extremely aggressive extremely aggressive
development timeline. development timeline.
From our account From our account
manager all the way manager all the way
through to the
implementation team, implementation team,
E-Z Data built a high E-Z Data built a high
level of trust with our level of trust with our
internal team and has internal team and has
proven to be a true proven to be a true
business partner that business partner that
is committed to Sun is committed to Sun
Life Financial’s
complete satisfaction complete satisfaction
and success.”
Mary Kraehling
AVP, Sales Technology Support AVP, Sales Technology Support AVP, Sales Technology Support
Sun Life Assurance Company Sun Life Assurance Company
of Canada
Client Profi le:
For more information about E-Z Data’s solutions, visit www.ez-data.com or call 800-777-9188.For more information about E-Z Data’s solutions, visit www.ez-data.com or call 800-777-9188.
©2004 E-Z Data, Inc. SmartOffi ce and Client Data System are registered trademarks; DataXchange is a trademark of E-Z Data, Inc. ©2004 E-Z Data, Inc. SmartOffi ce and Client Data System are registered trademarks; DataXchange is a trademark of E-Z Data, Inc. All other product names may be trademarks of their respective manufacturers or organizations.All other product names may be trademarks of their respective manufacturers or organizations. Functional and technical specifi cations herein are subject to change without notice. herein are subject to change without notice.
113-0404
About Sun Life FinancialAbout Sun Life Financial
Sun Life Financial is a leading international fi nancial services Sun Life Financial is a leading international fi nancial services organization providing a diverse range of wealth accumula-organization providing a diverse range of wealth accumula-tion and protection products and services to individuals and tion and protection products and services to individuals and corporate customers. Tracing its roots back to 1865, Sun Life corporate customers. Tracing its roots back to 1865, Sun Life Financial and its partners today have operations in key markets Financial and its partners today have operations in key markets worldwide, including Canada, the United States, the United worldwide, including Canada, the United States, the United Kingdom, Hong Kong, the Philippines, Japan, Indonesia, India, Kingdom, Hong Kong, the Philippines, Japan, Indonesia, India, China and Bermuda. As of December 31, 2003, the Sun Life China and Bermuda. As of December 31, 2003, the Sun Life Financial group of companies had total assets under manage-Financial group of companies had total assets under manage-ment of CDN$359.0 billion. Sun Life Financial Inc. trades on ment of CDN$359.0 billion. Sun Life Financial Inc. trades on the Toronto (TSX), New York (NYSE) and Philippine (PSE) stock the Toronto (TSX), New York (NYSE) and Philippine (PSE) stock exchanges under ticker symbol SLFexchanges under ticker symbol SLF.
About E-Z Data, Inc.
E-Z Data, Inc., established in 1986, is the leading provider of front-offi ce systems for insurance companies, broker-dealers,general agents, agents and investment advisors. Its web-based SmartOffice® solutions and Windows®-based Client Data System® solution help synchronize the efforts of all the key players in sales, marketing, and customer service.
E-Z Data serves more than 40 of the largest U.S. and internationalinsurance and fi nancial services companies, including American Express Financial Advisors, AXA Australia, ING, MetLife, New York Life, Prudential, and Wachovia. The company’s domain expertise, coupled with mature, industry-specifi c business solu-tions, results in consistently successful customer implementations.
When two of Canada’s leading fi nancial services fi rms — Sun Life Financial and
Clarica — began integrating their operations in early 2002, among the primary
initiatives of the newly formed company was to deliver an updated customer
relationship management solution to support its combined sales force of more
than 4,000 career advisors.
According to Mary Kraehling, Sun Life Financial’s AVP of Sales Technology Support,
her team faced updating a 15-year-old homegrown system and continuing to
rely on in-house IT to support it, or opting to replace it with a proven solution
from a third-party vendor. “It just didn’t make sense to continue to maintain that
level of systems expertise in-house when we knew we could license a proven
solution for the same cost — or less — including ongoing maintenance, support,
and upgrades.”
The choice was simplifi ed by the fact that
a limited-scope version of E-Z Data’s Client
Data System® (CDS) had been licensed
by Sun Life Financial years earlier, so many
of the company’s advisors were already
familiar with the solution. And while reliable
data downloads were not a part of the older
implementation, the Clarica side of the
business had a strong history of providing
daily data downloads. By marrying these
two strengths, the team believed they
could assemble an ideal solution for their
immediate needs and position the company
for a fully connected, web-based system in
the future.
By mid-2003, the initiative had become so
important to the company’s success that
a promise was made to its institutional
investors: the new solution would be completely in place by the end of the calendar
year. But in order to get the system up and running company-wide by year-end
while still maintaining sales in the most critical quarter of the year, the team at
Sun Life Financial knew that building a strong business partership with E-Z Data
was absolutely critical.
To ensure the success of To ensure the success of Tthe project, Sun Life Financial
worked closely with E-Z Data
from the start to establish a precise project timeline that from the start to establish a precise project timeline that
included 13 detailed project deliverables. A daily conference included 13 detailed project deliverables. A daily conference
call was set up to facilitate communication from both sides, call was set up to facilitate communication from both sides,
and representatives from Sun Life Financial visited E-Z Data’s and representatives from Sun Life Financial visited E-Z Data’s
Pasadena headquarters for a face-to-face project kickoff. Pasadena headquarters for a face-to-face project kickoff.
With the joint team fi rmly in place, they began the process of With the joint team fi rmly in place, they began the process of
developing and rolling out a tailored version of CDS to 4,000 developing and rolling out a tailored version of CDS to 4,000
advisors and head offi ce employees. The solution included advisors and head offi ce employees. The solution included
integration with Clarica’s existing ‘portfolio review’ system, integration with Clarica’s existing ‘portfolio review’ system,
a large number of e-applications for each of the company’s
products, illustrations software, and a variety of data feeds,
including valuable insurance and investment data. The
implementation — from signing of the contract to completion
of all customizations — was to be accomplished in less than
6 months, with just 10 weeks scheduled for the rollout. If the
target date was missed, Sun Life Financial could not pilot on
time, and it would not meet its commitment to its institutional
investors.
In addition, the rollout was scheduled to take place just a month
prior to the largest sales campaign of the year — so the plan had
to ensure that advisors could maintain the activity levels they
needed to hit their revenue goals.
The challenge
Thesolution
The results
“Largely due to the strength of the business “Largely due to the strength of the business
partnership that we’d established with E-Z Data,partnership that we’d established with E-Z Data,
we were able to deliver the solution on schedule we were able to deliver the solution on schedule
and under budget,” says Kraehling. “The partner-and under budget,” says Kraehling. “The partner-
ship between E-Z Data and our internal team is ship between E-Z Data and our internal team is
what made the difference. There was a high level what made the difference. There was a high level
of mutual respect, which resulted in very effective of mutual respect, which resulted in very effective
project management.” Not only was the solution project management.” Not only was the solution
delivered on time, but the advisors were able to hit delivered on time, but the advisors were able to hit
record revenues for the quarter. record revenues for the quarter.
After the initial user training and data feeds were After the initial user training and data feeds were
complete, Sun Life Financial soon rolled out advancedcomplete, Sun Life Financial soon rolled out advanced
training to its advisors throughout Canada using a training to its advisors throughout Canada using a
12-city training road show. “Our advisors have shown12-city training road show. “Our advisors have shown
a very quick appetite to move from basic to advanceda very quick appetite to move from basic to advanced
training,” says Alicia Struke, Sun Life Financial’s training,” says Alicia Struke, Sun Life Financial’s
Project Leader for the CDS implementation. “The Project Leader for the CDS implementation. “The
road show is designed to give them the skills they road show is designed to give them the skills they
need to use the advanced functionality of the need to use the advanced functionality of the
solution and ensure user satisfaction.” With CDS solution and ensure user satisfaction.” With CDS
now fully integrated to its back-offi ce systems and all now fully integrated to its back-offi ce systems and all
4,000 advisors actively using the current version, 4,000 advisors actively using the current version,
> Maintain all of the valuable
contact management
functionality found in its
legacy system
> Provide single advisors and
multi-advisor organizations
with better tools for sharing
critical data, processing new
business, and managing
post-sale activities for both
insurance and investments
> Minimize the learning
curve so advisors gained
maximum benefi t with
minimum impact on
their time and their
business
> Strengthen sales in the
long-term without
dampening sales in the
short-term
> Achieve integration that
enables electronic
applications to pre-fi ll
client information and
reduce redundant
data entry
The solution has
made it possible
for Sun Life
Financial to:
“The partnership between E-Z Data and our internal team is what made the difference. There was a high level of mutual respect, whichresulted in very effective project management.”
Sun Life is turning its focus to additional customizations
that will help the organization derive even greater value.
They also plan to deliver increased language support to
make the system easier to use for its French-speaking
advisors and clients, and to leverage the CDS database to
create valuable management reports.
In the future, Sun Life Financial hopes to be able to take
advantage of E-Z Data’s web-based SmartOffi ce® solution
to deliver a connected solution. “At this point, only 60
percent of our advisors have high-speed Internet access,”
says Kraehling. “But once Canada’s infrastructure can
effectively support a web deployment, we look forward
to working again with the E-Z Data team.”
When two of Canada’s leading fi nancial services fi rms — Sun Life Financial and
Clarica — began integrating their operations in early 2002, among the primary
initiatives of the newly formed company was to deliver an updated customer
relationship management solution to support its combined sales force of more
than 4,000 career advisors.
According to Mary Kraehling, Sun Life Financial’s AVP of Sales Technology Support,
her team faced updating a 15-year-old homegrown system and continuing to
rely on in-house IT to support it, or opting to replace it with a proven solution
from a third-party vendor. “It just didn’t make sense to continue to maintain that
level of systems expertise in-house when we knew we could license a proven
solution for the same cost — or less — including ongoing maintenance, support,
and upgrades.”
The choice was simplifi ed by the fact that
a limited-scope version of E-Z Data’s Client
Data System® (CDS) had been licensed
by Sun Life Financial years earlier, so many
of the company’s advisors were already
familiar with the solution. And while reliable
data downloads were not a part of the older
implementation, the Clarica side of the
business had a strong history of providing
daily data downloads. By marrying these
two strengths, the team believed they
could assemble an ideal solution for their
immediate needs and position the company
for a fully connected, web-based system in
the future.
By mid-2003, the initiative had become so
important to the company’s success that
a promise was made to its institutional
investors: the new solution would be completely in place by the end of the calendar
year. But in order to get the system up and running company-wide by year-end
while still maintaining sales in the most critical quarter of the year, the team at
Sun Life Financial knew that building a strong business partership with E-Z Data
was absolutely critical.
To ensure the success of To ensure the success of Tthe project, Sun Life Financial
worked closely with E-Z Data
from the start to establish a precise project timeline that from the start to establish a precise project timeline that
included 13 detailed project deliverables. A daily conference included 13 detailed project deliverables. A daily conference
call was set up to facilitate communication from both sides, call was set up to facilitate communication from both sides,
and representatives from Sun Life Financial visited E-Z Data’s and representatives from Sun Life Financial visited E-Z Data’s
Pasadena headquarters for a face-to-face project kickoff. Pasadena headquarters for a face-to-face project kickoff.
With the joint team fi rmly in place, they began the process of With the joint team fi rmly in place, they began the process of
developing and rolling out a tailored version of CDS to 4,000 developing and rolling out a tailored version of CDS to 4,000
advisors and head offi ce employees. The solution included advisors and head offi ce employees. The solution included
integration with Clarica’s existing ‘portfolio review’ system, integration with Clarica’s existing ‘portfolio review’ system,
a large number of e-applications for each of the company’s
products, illustrations software, and a variety of data feeds,
including valuable insurance and investment data. The
implementation — from signing of the contract to completion
of all customizations — was to be accomplished in less than
6 months, with just 10 weeks scheduled for the rollout. If the
target date was missed, Sun Life Financial could not pilot on
time, and it would not meet its commitment to its institutional
investors.
In addition, the rollout was scheduled to take place just a month
prior to the largest sales campaign of the year — so the plan had
to ensure that advisors could maintain the activity levels they
needed to hit their revenue goals.
The challenge
Thesolution
The results
“Largely due to the strength of the business “Largely due to the strength of the business
partnership that we’d established with E-Z Data,partnership that we’d established with E-Z Data,
we were able to deliver the solution on schedule we were able to deliver the solution on schedule
and under budget,” says Kraehling. “The partner-and under budget,” says Kraehling. “The partner-
ship between E-Z Data and our internal team is ship between E-Z Data and our internal team is
what made the difference. There was a high level what made the difference. There was a high level
of mutual respect, which resulted in very effective of mutual respect, which resulted in very effective
project management.” Not only was the solution project management.” Not only was the solution
delivered on time, but the advisors were able to hit delivered on time, but the advisors were able to hit
record revenues for the quarter. record revenues for the quarter.
After the initial user training and data feeds were After the initial user training and data feeds were
complete, Sun Life Financial soon rolled out advancedcomplete, Sun Life Financial soon rolled out advanced
training to its advisors throughout Canada using a training to its advisors throughout Canada using a
12-city training road show. “Our advisors have shown12-city training road show. “Our advisors have shown
a very quick appetite to move from basic to advanceda very quick appetite to move from basic to advanced
training,” says Alicia Struke, Sun Life Financial’s training,” says Alicia Struke, Sun Life Financial’s
Project Leader for the CDS implementation. “The Project Leader for the CDS implementation. “The
road show is designed to give them the skills they road show is designed to give them the skills they
need to use the advanced functionality of the need to use the advanced functionality of the
solution and ensure user satisfaction.” With CDS solution and ensure user satisfaction.” With CDS
now fully integrated to its back-offi ce systems and all now fully integrated to its back-offi ce systems and all
4,000 advisors actively using the current version, 4,000 advisors actively using the current version,
> Maintain all of the valuable
contact management
functionality found in its
legacy system
> Provide single advisors and
multi-advisor organizations
with better tools for sharing
critical data, processing new
business, and managing
post-sale activities for both
insurance and investments
> Minimize the learning
curve so advisors gained
maximum benefi t with
minimum impact on
their time and their
business
> Strengthen sales in the
long-term without
dampening sales in the
short-term
> Achieve integration that
enables electronic
applications to pre-fi ll
client information and
reduce redundant
data entry
The solution has
made it possible
for Sun Life
Financial to:
“The partnership between E-Z Data and our internal team is what made the difference. There was a high level of mutual respect, whichresulted in very effective project management.”
Sun Life is turning its focus to additional customizations
that will help the organization derive even greater value.
They also plan to deliver increased language support to
make the system easier to use for its French-speaking
advisors and clients, and to leverage the CDS database to
create valuable management reports.
In the future, Sun Life Financial hopes to be able to take
advantage of E-Z Data’s web-based SmartOffi ce® solution
to deliver a connected solution. “At this point, only 60
percent of our advisors have high-speed Internet access,”
says Kraehling. “But once Canada’s infrastructure can
effectively support a web deployment, we look forward
to working again with the E-Z Data team.”
Sun Life Financial Leveraging A Strong Vendor Partnership To Accelerate Time-To-Benefit
> ENTERPRISE SOLUTIONS
“E-Z Data delivered
our solution on schedule,
even in the face of an
extremely aggressive
development timeline.
From our account
manager all the way
through to the
implementation team,
E-Z Data built a high
level of trust with our
internal team and has
proven to be a true
business partner that
is committed to Sun
Life Financial’s
complete satisfaction
and success.”
Mary Kraehling
AVP, Sales Technology Support
Sun Life Assurance Company
of Canada
Client Profile:
For more information about E-Z Data’s solutions, visit www.ezdata.com or call 800-777-9188.
©2004 E-Z Data, Inc. SmartOffice and Client Data System are registered trademarks; DataXchange is a trademark of E-Z Data, Inc. All other product names may be trademarks of their respective manufacturers or organizations. Functional and technical specifications herein are subject to change without notice.
113-0608
About Sun Life Financial
Sun Life Financial is a leading international financial services organization providing a diverse range of wealth accumula-tion and protection products and services to individuals and corporate customers. Tracing its roots back to 1865, Sun Life Financial and its partners today have operations in key markets worldwide, including Canada, the United States, the United Kingdom, Hong Kong, the Philippines, Japan, Indonesia, India, China and Bermuda. As of December 31, 2003, the Sun Life Financial group of companies had total assets under manage-ment of CDN$359.0 billion. Sun Life Financial Inc. trades on the Toronto (TSX), New York (NYSE) and Philippine (PSE) stock ex-changes under ticker symbol SLF.
About E-Z Data, Inc.
E-Z Data, Inc., established in 1986, is the leading provider of front-office systems for insurance companies, broker-dealers, general agents, agents and investment advisors. Its web-based SmartOffice® solutions and Windows®-based Client Data System® solution help synchronize the efforts of all the key players in sales, marketing, and customer service.
E-Z Data serves more than 40 of the largest U.S. and international insurance and financial services companies, including HSBC, MetLife, National Financial Partners, Prudential, and Securian. The company’s domain expertise, coupled with mature, industry -specific business solutions, results in consistently successful customer implementations.