PROBLEM
A Department of Defense TRICARE Prime health plan provides coverage to eligible beneficiaries, including active duty family members, activated National Guard and Reserve family members, and retirees and their families. Care is delivered through a local network of primary care physicians, hospitals, and specialists.
The plan’s sales team works across its region to enroll eligible beneficiaries, hosting Q&A sessions and identifying prospective members from Department of Defense eligibility data. Turning that data into leads and routing them to the right person was a manual, time-consuming process.
WHAT WE DID
The health plan partnered with Vectr Solutions to build a new Sales Cloud org in Salesforce Government Cloud Plus, configured to speed up its sales process.
Key Capabilities Included:
- Automated file upload tool to parse DoD DEERS Eligibility file to the Contact object for lead assignment
- Developed Life Event Logic that creates life event records when certain changes happen to a Contact or Beneficiary to activate their ability to be enrolled
- Established Sales Processes & Analytics to assist with sales forecasting and lead conversion
OUTCOMES
- Improved overall accuracy of sales forecasting and prospecting
- Reduced overall time for lead generation and routing from 8 hours to less than 30 minutes
- Enabled a 360-degree view of beneficiary information
- Vectr Solutions continues to support the plan through Managed Services
