Wellmark Enrollment Training Rev 6[2].ppt...

© 2011. Benefi+ocus.com, Inc. All rights reserved. | Confiden>al and Proprietary 1

Online Enrollment Op>ons -‐ Sales Training

Agenda •  Understand Why This is Important •  Enrollment Op>ons Available

–  EDI –  Blues Enroll –  HR InTouch

•  Blues Enroll/HR InTouch Site Review •  FAQ Review •  Sales Process •  Implementa>on and Ongoing Support •  Compe>>ve Overview •  Objec>on Handling •  Q&A



ELECTRONIC DATA INTERCHANGE

EDI File Key Features

•  Extracts Electronic Data Interchange (EDI) files from employer’s HR or payroll system

•  Handles new hires, life events, rou>ne changes, and annual enrollment

•  Processes HIPAA 834 or Wellmark proprietary file formats for health/dental/prescrip>on benefits

–  Flex spending is a different file format

•  Sends full file or changes only file as needed

•  File frequency can vary based on employer needs

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EDI File Key Benefits

•  No enrollment applica>ons or forms to submit

•  No cost from Wellmark for EDI file setup

•  Eliminates entry into mul>ple systems

•  Increased enrollment accuracy due to elimina>on of manual keying

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BLUESENROLL OVERVIEW

BluesEnroll Key Features

•  User-‐friendly online enrollment system •  24/7 Human Resources Administrator and employee access •  Handles new hires, life events, rou>ne changes, and annual

enrollment

•  Easy to use reports plus audit trail of ac>vity •  Incorporates ancillary products – informa>on can be sent to

other carriers (fees apply to non Wellmark ancillary products)


HR Administrator Access

•  HR Administrator managed

•  No enrollment applica>ons or forms to submit

•  Efficient and easy to use

•  Front-‐end system edits reduce errors

Member Access

•  Employee self-‐service saves >me for HR staff

•  No enrollment applica>ons/forms to submit

•  Efficient and easy to use

•  Front-‐end system edits reduce errors

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Op#on 2: Blues Enroll Cont. BluesEnroll Key Benefits

© 2011. Benefi+ocus.com, Inc. All rights reserved. | Confiden>al and Proprietary


HR INTOUCH OVERVIEW

HR InTouch Key Features

•  Online enrollment for ALL benefits in ONE place

•  Data exchange with ALL carriers •  HR, benefits and content

management portal

•  Online training and communica>on tools

•  Payroll integra>on op>on •  Video and content libraries


HR InTouch Key Benefits

•  Provides one point of entry for administrators and employees •  Eliminates manual process and data integrity issues with data

exchange

•  Increases HR efficiency •  Communicates effec>vely with employees and ensure

compliance •  Eliminates redundant data entry and discrepancies •  Adds value to employees and increases employee

engagement


Why HR InTouch?

•  HR EFFICIENCY: HR InTouch increases overall HR efficiency and helps drive down administra>ve costs

•  COMMUNICATE EFFECTIVELY: HR InTouch enables organiza>ons (administrators) to communicate more effec>vely and educate employees on healthcare and benefit op>ons

•  EMPLOYEE ENGAGEMENT: HR InTouch is user-‐friendly and can increase employee engagement. Employers will experience the value when HR InTouch is u>lized by their employees


AVAILABLE SERVICES Electronic Data Interchange BluesEnroll HR InTouch

Online Enrollment X X X

-‐  Leverage exis>ng HR/Payroll System X X X

-‐ One source of entry for HR and Benefits Vendor Dependent X

HR Efficiency X X

-‐  Wellmark Only Data Integra>on/Repor>ng Vendor Dependent X X -‐  ALL Benefit Data Integra>on/Repor>ng X -‐  Payroll Integra>on X X -‐  Business Rule Automa>on Vendor Dependent X X -‐  Workflow Management Vendor Dependent X X -‐  Administra>ve Tools Vendor Dependent X X Employee Communica#on X

-‐  Personalized Messaging X -‐  Training Programs X -‐  HR & Benefits Video Library X -‐  FAQ Knowledgebase X © 2011. Benefi+ocus.com, Inc. All rights reserved. | Confiden>al and Proprietary 13

Online Enrollment Op>ons Matrix


SALES PROCESS IMPLEMENTATION

ACCOUNT MANAGEMENT

SALES PROCESS – HR InTouch

•  Wellmark/FAI Team members iden>fy client targets –  Emails & marke>ng brochure campaign

•  Sales process steps –  Wellmark/FAI AM discovery discussion with client to gauge interest,

needs & requirements

–  Engage Benefi+ocus once client shows interest –  Wellmark/FAI AM to schedule on site demo with Benefi+ocus & Broker

(where applicable)

–  Wellmark/FAI AM manage service agreement process with Benefi+ocus (if needed)

•  Implementa>on process begins once service agreement is signed


Implementa>on Op>ons

•  Manual to BluesEnroll •  Manual to HR InTouch •  EDI to HR InTouch •  BluesEnroll upgrade to HR InTouch


Expect A Successful Implementa>on

•  No extra implementa>on fees •  “Warm Handoff” to Benefi+ocus Implementa>on Team •  Implementa>on consultants manage each company’s unique

needs and challenges

•  Dedicated Project Manager is responsible for effec>ve delivery of the HR InTouch portal

•  Thorough development and tes>ng •  “Go Live” in a maner of weeks •  Resources to promote employee adop>on


Implementa>on Phases


1. Discovery Phase

•  Connect with our implementa>on consultants

•  Gather content

•  Collect benefit informa>on

2. Set Up Phase

•  Design site structure

•  Implement branding

•  Configure benefits ________________

3. Tes#ng Phase

•  Conduct joint walk-‐through

•  Obtain approval and sign off

4. Go Live Phase

•  Train HR Administrators

•  Transi>on to HR Support Team

•  Roll out employee adop>on materials

Typical Implementa>on Timeline


Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 -‐ 11 Week 12 -‐ 16

Payroll

Enrollment

Portal

Kickoff mee>ng

Complete ques>onnaire

Review and approve configura>on Resolve any excep>ons

Import data Go live!

Configure Internal tes>ng

Request data

Kickoff mee>ng Collect content

Configure

Review and approve configura>on

Go live!

Discovery Sign-‐off requirements

Code inbound payMax

Code outbound payMax Internal tes>ng payMax

User acceptance tes>ng

Set up secure file transfer

Go live!

Account Management – HR Administrator Support

•  Dedicated Account Manager •  System training •  Benefit strategy consulta>on •  Ongoing touch base mee>ngs •  Scheduled client on sites •  Issue management and escala>on •  User group conferences •  Ongoing system configura>on •  OE planning and prepara>on

•  Project plans •  System configura>on •  Rates valida>on, tes>ng, repor>ng


Member Services – Member Support

•  Member Support –  Password reset –  Applica>on support/naviga>on –  8:30 – 5:30 hours of opera>on –  90 percent of calls answered

within 30 seconds

–  Abandonment rate less than 5 percent

–  Greater than 95 percent first call resolu>on

–  Enhanced Open Enrollment support


Online Sales and Marke>ng Resources


BluesEnroll and HR InTouch Online Toolkit


HR INTOUCH COMPETITIVE OVERVIEW

Benefi+ocus Strengths in the Marketplace

•  Industry leading technology •  Simplified, user-‐centric design •  Modern, clean user interface •  Integra>on of video •  Ability to incorporate voluntary benefits •  No implementa>on fees •  Established carrier rela>onships •  Large number of data links •  Focus only on benefits


ADP -‐ Workscape

Key Strengths

•  24/7 call support •  Compensa>on planning to improve

oversight & control

•  Goal management tools assist with achieving corporate goals through pay-‐for-‐performance

Key Weaknesses

•  Up front implementa>on fee and annual plan design change fee

•  Lack of video content •  No SSO support to exis>ng employee self-‐

service apps (401K, total comp…)

•  No dedicated Account Manager-‐different call centers support each module

•  Mul>ple pla+orms depending on solu>on being recommended

Product Highlights

•  Merged with ADP July 1, 2010 •  The Workscape Total Rewards Pla+orm offers:

•  Online benefits enrollment and management sotware for employers •  Enrollment / benefits management sotware for brokers and consultants •  Partnership with WebMD for an integrated wellness program, health content, decision

support tools, etc.

•  Custom communica>on services


Businessolver

Key Strengths

•  Allows for the ability to anach documents •  Electronic approval of EOI •  Ability to create reports with graphs and

charts

•  Very good job at integra>ng with carriers and payroll systems

•  Call center

Key Weaknesses

•  Not many other tools for employees besides access to their benefits data

Product Highlights

•  Allow employees and HR Administrators access to Benefitsolver, an online portal, for enrolling and managing their benefits.

•  Administrators can: view current and historical eligibility and enrollment informa>on/manage and monitor annual, new hire, and ongoing enrollment/download billing and other files/access real-‐>me data/create and post messages for employee communica>on

•  Employees can: self enroll and accesss benefits informa>on/review and modify personal informa>on/review, download, and print benefits overviews/view payroll deduc>ons/print relevant benefits forms and their current Benefits Summary


ERP Systems

27

Product Highlights

•  Enterprise Resource Planning Systems are designed to facilitate the flow of informa>on between all business func>ons inside the boundaries of the organiza>on and manage the connec>ons to outside stakeholders

•  Key components of an ERP System include: transac>onal database, management portal, customizable repor>ng, workflow management, messaging/chat, human capital management, customer rela>onship management, payroll, talent management, recrui>ng, and compliance management

Key Strengths

•  Allows for integra>on across various systems in larger organiza>ons

•  Permits control of business processes that cross func>onal boundaries – marke>ng, sales, manufacturing, etc

•  Provides top-‐down view of the enterprise •  Detailed tracking of business processes

from hiring and HR data, to orders, invoices and cash receipts

Key Weaknesses

•  Benefit enrollment and communica>on is not core competency

•  Inconsistent pricing and unexpected fees •  Limited customiza>on opportunity •  Costly and labor-‐Intensive implementa>on

© 2011. Benefi+ocus.com, Inc. All rights reserved. | Confiden>al and Proprietary © 2011. Benefi+ocus.com, Inc. All rights reserved. | Confiden>al and Proprietary

Ceridian

Key Strengths

•  Have strategic alliances with Lawson, Oracle, Ul>mate Sotware, SAP, Workday, Kronos and other systems

•  Scalable technology from single-‐proprietor shops to 80,000+ employee businesses

•  Ceridian’s Know-‐How approach gives companies proven integrated technologies, significant savings, enviable service, valuable exper>se, global accessibility, compliance, safety and responsibility

Key Weaknesses

•  Expensive with lots of unnecessary/unused features

•  No SSO, have to login to each solu>on •  User interface is dated •  Repor>ng func>onality is not user friendly •  Payroll company going beyond core

competencies and cannot offer the func>onality of HR and benefits focused vendors

Product Highlights

•  Integrated solu>on including human resources, payroll, payment, benefits, health produc>vity and compliance solu>ons

•  Also offer variety of services including tax filing, HR outsourcing, employee assistance programs and health and wellness programs

© 2011. Benefi+ocus.com, Inc. All rights reserved. | Confiden>al and Proprietary 28 © 2011. Benefi+ocus.com, Inc. All rights reserved. | Confiden>al and Proprietary

bSwit

Key Strengths

•  Have Utah Exchange contract: www.exchange.utah.gov

•  Offer several differen>a>ng features including: asset/property tracking, educa>on/skills tracking, leave administra>on, vaca>on/>me off tracking, and >me and anendance

Key Weaknesses

•  Poor user experience •  Lack of wellness integra>on •  Cannot support voluntary benefits

enrollment

Product Highlights

•  bSwit offers benefits, HR and payroll technology •  Tools for streamlining HR include: applicant tracking, benefits administra>on, educa>on

tracking, employee history, employee portal, employee self-‐service, leave administra>on, performance appraisals and >me and anendance

•  System also offers employee e-‐files, a feature that serves as an electronic filing cabinet for 1-‐9, W-‐4, HIPAA forms, discipline events, severance agreements and files can be designated a viewable or non-‐viewable by employees


EbixBenergy

Key Strengths

•  Very fast in making healthcare informa>on available

•  Interac>ve sotware engages the consumer •  Co-‐founding member of Hi-‐Ethics, giving

them access to the most widely-‐referenced health websites

Key Weaknesses

•  Only sell to mid-‐size and large companies •  Primarily sold through brokers but might

change now with merger to Ebix

•  Exper>se lies with health informa>on not benefits sotware

•  Data exchange between carriers and brokers is not standard

Product Highlights

•  EbixBenergy offers benefits and HR technology •  Tools for streamlining HR include: Real Value Statement, financial calculator, plan comparison,

health & wellness management tools, benefits documenta>on, Personal Health Record

•  In coopera>on with A.D.A.M., Inc.’s health & wellness sotware to provide similar offerings as our Healthwise® Knowledgebase

•  Parent company, A.D.A.M., Inc. was just bought by insurance sotware company, Ebix, Inc.



OBJECTION HANDLING

Common Objec>ons From Clients

•  “I’m concerned about having our employees enroll in their own benefits.”

•  “Many of our employees don’t have access to a computer.”

•  “We have no budget for something like this.” •  “We have this available in our current system with Peoplesot/Lawson/Oracle/JD Edwards/Homegrown.”

•  “Online enrollment is available with our current payroll provider (ADP/Ceridian, other).”


Overcoming Common Objec>ons from Clients •  “I’m concerned about having our employees enroll in their own

benefits. They won’t know what to do.” •  This is typically a concern or fear around loss of control or loss of job. The key is having this conversa>on with the decision maker – not the end user. The goal of HR InTouch is to help the administrator become more efficient and add value to employees. Most employees are accessing computers at home, the library or through friends. HR InTouch is designed to be simple for users with all levels of computer exper>se and it guides employees through the enrollment process step by step. Integrated videos and documents can help educate the employee.

•  “Many of our employees don’t have access to a computer.” •  In many cases, employees are already accessing the Internet at home, the library or other loca>ons. Many clients also set up a laptop in a central loca>on that allows the employee access HR InTouch at work. All they need is access to the Internet.


Overcoming Common Objec>ons from Clients •  “We have no budget for something like this.”

•  There is an ROI case study available that demonstrates 178% ROI with an ini>al return in less than seven months. There are no set up fees with HR InTouch so the point of entry is low. The PEPM fee is typically less than what it costs organiza>ons to support internal processes today. And, because you are a Wellmark/FAI customer, you are able to u>lize HR InTouch at a reduced fee.


Overcoming Common Objec>ons from Clients •  “We have this available in our current system with (PeopleSoI/

Lawson/Oracle/JD Edwards/Homegrown system).” •  Benefi+ocus works with many organiza>ons in this scenario. What these clients have found is that the overall costs to support this type of system and the IT resources required to support it far outweigh the costs and benefits of HR InTouch. Because HR InTouch is delivered via Sotware as a Service, there are no IT resources required to support or implement the system. There are two documents available to help support this scenario (“the costs to build vs. buy” & ERP).

•  “Online enrollment is available with our current payroll provider (ADP/Ceridian, other).”

•  These types of companies manage payroll very well. That is their core business. We have many clients that use these solu>ons for payroll and have chosen to u>lize HR InTouch for their benefits administra>on solu>on. They have found that the usability, the flexibility, communica>on and educa>on tools available within HR InTouch are much stronger than what is available through their payroll vendor.


Benefi)ocus SaaS Advantages

•  Trusted leader in benefits management

•  Clear pricing structure •  Data exchange support •  Configurable Pla+orm and Apps •  Clearly defined implementa>on

>meframe, support and training

•  Dynamic communica>on system, including video libraries and custom messaging

•  Limited benefits exper>se •  Inconsistent pricing and

unexpected fees

•  Rigid technology module •  Limited customiza>on

opportuni>es

•  Costly and labor-‐intensive implementa>ons

•  Minimal training and support •  Inflexible communica>on

system

ERP Limita:ons

Sotware as a Service vs. ERP


Why Now?

•  2011 is the year to engage all manual enrollment clients in a digital solu>on discussion

•  Automa>on and innova>on are our keys to efficiency, reten>on and success

•  Defer ques>ons to the digital enrollment subject maner experts (Rick, Tammy or Karrie)



Q&A


Online Enrollment Op>ons -‐ Sales Training

Wellmark Enrollment Training Rev 6[2].ppt...

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Transcript of Wellmark Enrollment Training Rev 6[2].ppt...