Download Case Study NOW:Pensions Ltd

Case Study
NOW:Pensions Ltd
Case Study - NOW: Pensions
NOW: Pensions explain how they use Equifax Touchstone:
NOW: Pensions commenced business in 2012 wholly for auto enrolment (AE) via Master Trust. Until 2014 we had
not proactively sought business via IFAs; sales were geared towards employers direct. In 2014 NOW:Pensions
needed to market to IFAs as AE staging clients came more into the typical IFA client demographic and it became
expensive to deal with smaller employers direct. We had field based sales consultants but our main problem was
not having any IFA database or insight.
At the end of 2013 we purchased the basic Touchstone database to help us prioritise our sales team activity on IFA
businesses in the pensions market. We also bought Single Adviser View so that we could market proactively and
more widely to pension advisers.
The Strategy
From October 2014 our strategy has changed further in that all our sales staff, both field and telephone based, are
concentrated more exclusively on postcode based sales panels of IFA firms. We had to start these panels from
scratch so needed data and tools which could help us create targeted IFA panels quickly and allow us to update
them regularly and rapidly throughout 2015. We also needed to change the culture and behaviours of our sales
consultants to use Salesforce – as this drives all of our business process and reporting. We therefore purchased
Sales Panel Allocator so we could rapidly create the panels and the Touchstone for Salesforce App so the panels
and Touchstone could be integrated within our business.
Results so far
Sales Panel Allocator has been extremely easy to use, even for the two sales managers who needed to create the
panels and who had very little experience of using Touchstone. Equifax did the initial postcode mapping onto the
Touchstone data. We were then able to create the panels within a matter of a few days with little pain. Very
impressive.
We have a bespoke version of Salesforce which meant that the integration of Touchstone with Salesforce was
more complex than had we used a standard version. However, the integration went well and we have been able to
create many useful sales reports within Salesforce based upon the Touchstone related panels. These reports
improved further as sales staff are now recording all their IFA activity on Salesforce. It’s difficult to see how this
would have happened without staff seeing the strong benefits of the Touchstone information on their panel IFAs.
Equifax Touchstone Limited is one of the Equifax group companies based in the UK.
Equifax has one of the largest sources of detailed consumer and business data in the UK, which means we
can give insight into the behaviours and drivers behind the economy like no one else. It’s this understanding
that helps our clients drive their businesses forward and to give them insights across their customer journey.