Survey
* Your assessment is very important for improving the workof artificial intelligence, which forms the content of this project
* Your assessment is very important for improving the workof artificial intelligence, which forms the content of this project
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.