Download The Professional Market The Business Market The Growth

THE BUSINESS
K N OW YO U R CO L L E AG U E S
SANLAM SEGMENT SOLUTIONS
A solution-driven division
Sanlam Segment Solutions uses its expertise in three different
market segments to follow the right strategy for the right client.
Who we are
Three out of five market segments at Sanlam Personal Finance (SPF) fall
under the auspices of Sanlam Segment Solutions. They are:
the Growth Market – people who earn a salary of between R10 000
and R40 000 a month
the Professional Market – those with professional qualifications and
professional careers, such as medical doctors, attorneys and chartered
accountants
the Business Market – owners of small and medium-sized enterprises
The two remaining segments are the Entry-level Market, serviced by
Sanlam Sky Solutions, and the Affluent Market, under Glacier by Sanlam.
KARIN MULLER
HEAD: SANLAM
GROWTH MARKET
JAN STEENKAMP
HEAD: SANLAM
SEGMENT SOLUTIONS
JACQUES DE VILLIERS
HEAD: SANLAM
PROFESSIONAL MARKET
JANNIE ROSSOUW
HEAD: SANLAM
BUSINESS MARKET
12 Sanlam Personal Finance // April 2014
DEON THEUNIS
HEAD:
DISTRIBUTION
SUPPORT
LEHANA
BROWNE
HEAD: BUSINESS
DEVELOPMENT
AND ANALYTICS
intermediaries to serve clients more
effectively.
Business development and analytics
Lehana Browne and her team look
after the strategic business matters by
identifying future trends and predicting
if and how the business should
transform to stay relevant for the future.
The team also helps to ensure resources
are aligned with business values by
making use of the so-called Value Map.
Sanlam Segment Solutions’ main responsibility centres on
SPF’s clients. The unit aims to offer clients financial peace of
mind. To achieve this it needs to:
understand clients’ needs to develop suitable value
propositions
focus SPF’s resources on the most attractive client
segments
deliver the value propositions to clients with appropriate
advice and ways of engagement they prefer.
What we do
KARIN MULLER
HEAD: SPF
MARKETING,
COMMUNICATIONS
AND RESEARCH
DANELLE
VAN HEERDE
HEAD: ADVICE
PROCESSES AND
TOOLS
Sanlam Segment Solutions focuses
on providing the right kind of
solution – be it life cover, savings
and investment products, or debt
solutions – to its clients in a way that
is also profitable for Sanlam.
The business division performs four
cross-cutting functions:
Distribution support
Deon Theunis and his team work closely
with Distribution to position specific
solutions for the different segments.
Marketing, communications,
and client and market insights
Karin Muller and her team are
responsible for all SILSS-related
marketing and communication to
SPF employees and clients. They
also conduct research to understand
client needs and behaviours in the
respective segments.
Advice processes and tools
Danelle van Heerde and her team
operate and maintain the IT systems
to assist Sanlam advisers to give
appropriate financial advice to clients.
This includes advice tools and apps
such as SanPort and SanFin that help
The
Affluent
Market
Serviced by
Glacier by Sanlam
The
Entry-level
Market
Serviced by
Sanlam Sky
Solutions
IMAGES SUPPLIED
Meet the
management team
Vision and mission
Tailored to needs
The Value Map enables
SPF to gather all the
relevant ‘new business’
information to help to
ensure we focus on
the right areas. The
Value Map discloses
(for all new business):
client demographics,
product attributes and
intermediary information.
F
P
S
The
Growth
Market
Headed by Karin Muller. Advisers
and intermediaries concentrate on
workplaces and graduates. Sanlam
believes a key component of future
growth in Sanlam are clients with
tertiary qualifications as they will
be the drivers of much of South Africa’s
economic growth in future.
Sanlam Segment Solutions follows a ‘different strokes for
different folks’ approach by pursuing different strategies in
various market segments.
The
Business
Market
Headed by Jannie Rossouw. This market
segment houses small and medium-sized
enterprise (SME) owners. Products need
to be tailor-made to serve their needs. An
action team that focuses on the needs of SME
owners was established to promote cooperation
in the Sanlam Group and deliver a comprehensive
value proposition for this segment.
The
Professional
Market
Headed by Jacques de Villiers. This
segment is a niche but important
and valuable market segment for
Sanlam. Universities and professional
workplaces present lucrative growth
opportunities for future business.
April 2014 // Sanlam Personal Finance 13