CASE STUDY

SALES & DISTRIBUTION

DATA ANALYSIS
(LIFE INSURANCE INDUSTRY)

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Customer Profile
Customer is a leading player in the Indian Life Insurance sector having a Pan India presence
and sells the Life Insurance policies through 5 distribution channels supported by 150 odd
branch offices. The distribution network is organized in form of Zones, Regions, States,
Cities and Branch offices with a well defined Sales Hierarchy that helps them keep track of
the Sales Credits as well.

Business Challenges
The customer maintains a separate Business Intelligence & Information team of 10
resources that is responsible for providing all MIS reports and information across different
business areas. The information coming from all the agents and business channels is stored
in a SQL Server database from where it is extracted by the BI Team to a MS Access database
for providing reports in form of Excel sheets to the business users. The BI team used to
execute & maintain close to 250 plus SQL queries for various report types required by users.
They had some 330 plus measures used for reporting across 80 plus dimensions to meet the
reporting requirements of a diverse set of business users.
With the business expanding at a rapid pace leading to higher data volumes, the BI team
was heavily loaded and finding it difficult to keep pace with the ever changing reporting
requirements of various departments and C-Level executives. They already tired a leading
BI Tool for addressing their reporting & analysis needs but due to the complexity and the
static nature of the BI Tool, they preferred to stay with their legacy MS Access driven
solution.
To sum up, the business challenges were not only limited to providing users with interactive
reports which they can slice & dice on their own for performing analysis across any
parameter or business metrics without relying on external support but also to provide right
information to the right person at the right time in the right format.

Business Requirements
The BI Team at the user organization was looking at an Analytical Reporting Platform that
can help them achieve the following objectives:

Elimination of manual efforts involved in providing business users with the required
information

An interactive & Easy to Use solution that even business users can drive on their own
for performing any basic or advanced analysis

Automated collection process for collecting & consolidating data from the source
system

A solution that can help them track the performance of the sales team vis--vis the
Targets assigned

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A solution that can help the Business users and BI Team perform adhoc analysis, as and
when required without calling for any IT Support

With the complex business processes of the Insurance Industry, it was a real challenge for
the BI Team to handle diverse requirements of different channel heads in a time
constrained environment. Data consolidation across channels & other parameters for
presenting a centralized view to the C-Level executives was turning out to be a very costly
& time consuming task. The business requirements were further complicated by the
complex & varied hierarchical structure of different sales channels while tracking the sales
at agent level was a critical business requirement which was not being effectively achieved
in the existing reporting process due to the dynamic sales hierarchy and varied nature of
underlying business processes.

Solution Overview
Our consulting & implementation team worked closely with the customers BI Team for
understanding the analytical reporting requirements and the associated business
complexities, especially from the sales hierarchy perspective.
Key business metrics related to Policy sales, New Business Income, Weighted Income
analysis, Agent Productivity, Premium Collections, and other key areas were developed that
can be measured across multiple parameters. Different business rules based buckets and
groupings were provided to customers to help them classify Active & Inactive Agents and
monitor the business brought in by different agents based on their age in the organization.
All the information was packaged in form of business facts that could be measured across
any dimension such as Branch, Zone, Region, Sales Hierarchy, Product, Gender, Premium
Slab, Payment Mode etc.
Automated Collection programs that were scheduled to run on a daily basis were provided
to the BI Team that helped them eliminate almost all the manual efforts related to data
loading & consolidation activities. Departmental users got equally benefited from the
solution, as they no longer had to place a request on the BI Team for getting the required
reports and instead can directly log on to the BI Solution for analysing & viewing their data.
Business users also got the flexibility to design their custom reports, as and when required
for performing any adhoc analysis. This helped the BI Team save a significant portion of
their time which was earlier spent in non-value added activities. They could now dedicate
more time towards other advanced analysis activities useful for identifying exceptions and
provide business users with more useful & actionable insights.

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Value Proposition
Our BI Solution helped business users get answers & gain insights to all their business
queries on Click of a Mouse without relying on the IT Teams. With a single version of
truth available to all the users, collaborative decision making & analysis was just a click
away and data analysis was as easy as surfing through a website for information. Channel
heads got immensely benefited by the solution as they can perform analysis across any
parameter for measuring the effectiveness & efficiency of their respective channels. With
the extremely powerful analytical capabilities of pi, BI Team could easily traverse
through any levels in the dimensional hierarchy and slice & dice data for any business
metrics to gain business insights and provide users with relevant information.
The entire solution was configured within 4 weeks duration with minimal training
requirements for the business users as well as IT Team. From integrating data to analysing
reports, the end users got immensely benefited with a simplified yet powerful platform
that redefined the way they looked at data for decision making.

2010, Progen - Strictly Confidential

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