Navigator

How the dream Adam

came true Adamczyk
CEO & coowner

October 2008
Agenda

• Welcome / introduction
• Purpose
• Basic facts about Navigator
• Demo, typical agent scenarios
• Lessons learned
• Final Thoughts and Vision
• Questions and Answers

Presented by Adam Adamczyk/Figaro Software 2

Purpose

• Our motivation is to create flexible and user

friendly sales force system
• To provide you set of templates how support
better your customers
• How we can help you maximize the efficiency of
your business
• To help you move forward from traditional
organization to SOA organization
• To give you tips how to prepare for changes based
on our experience
• To provide you with the best practices and proven
solution to improve quality of service
Presented by Adam Adamczyk/Figaro Software 3
Overall Company Benefits

• Reduce and/or eliminate policy lapses (Fast and

reliable information about potential policy lapses)
• Improves sales opportunity (agents know more
about their customers)
• Reduce risk for insurance policy calculation
discrepancy (AWP) automates policy sales and
data entry, reduces manual intervention
• Foster common client driven methodology and
best practices
• Time savings (ultimate fast client offer creation
capabilities)
• Better agent ability to respond to client needs and
concerns Presented by Adam Adamczyk/Figaro Software 4
Basic facts about Navigator

• Fully functional, mature windows desktop system

for professional insurance agents
• Sophisticated Sales Force & CRM set of tools
tailored for CUP
• Cost Effective solution
Lower
administrative
Standardized data exchange
formats
costs (XML)
Electronic transactions are cost effective, and reduce
opportunity
Return for error – The holy grail
On Investment
does NOTfor CFO’sany other 3rd party software or license for agent
require

Presented by Adam Adamczyk/Figaro Software 5

Navigator – set of integrated tools

CALULATIONS

FOLDER OF
BASS
REQ.

CALENDAR PRESENATION
S

ASSISTANT
CRM

Presented by Adam Adamczyk/Figaro Software 6

How Navigator is designed ?

• "Assistant" as central CRM class application

• Data importer loads compressed & encrypted
agent information
• Other applications integrated with common DB
• Plug-ins and add-ons
Presentations and
company
documents are
distributed
seamlessly
• Libraries for
corporate backend
systems (web-
service clients) Presented by Adam Adamczyk/Figaro Software 7
Navigator integration with HQ (to agent
scenario)

agent mail server data warehouse HQ systems

4. Agent imports 3. Mail server 2. DW prepares 1. HQ

encrypted and delivers agents (compress and systems
compressed data. encrypt) agent export agent
data. data load. provision
data.
Agents have Data is
unique personal generated on
key required to regular cycles or
decrypt the data. „on demand” via
an SMS agent
Presented by Adam Adamczyk/Figaro Software 8
Navigator integration with HQ (from
agent scenario)

agent ESB Bus HQ systems

1. Agent 2. ESB Bus 3. HQ

sends data exposes web- systems
via secured services and finally
web-service receives data receives data
from agents from agents

Presented by Adam Adamczyk/Figaro Software 9

Lessons learned

• Agile methodologies can be used even in large

corporations
• Need “business owner” involvement
• Representatives from each major affected
business unit are welcomed
• Set priorities for further development
• Provide internal support during for internal
corporate users
• Communicate (and train) where you are going
forward
• Every new solution WILL have detractors and
critics
– Be prepared andPresented
ready by Adam Adamczyk/Figaro Software 10
Seven Suggestions for Implementation
1. The end goal is to increase customer satisfy
2. Sales force tool is only one facet of a
comprehensive sales program
3. Changes in systems is never ending story. You
must be prepare for continues IT systems
improvement and modifications
4. Assume that portable computers will be
lost/stolen so encrypt all sensitive information
5. Make sure that you are not violating laws or
required standards
6. Testing in a real-time realistic scenario
environment
You must have copy of your productions
backend systems for real testing purposes
Presented by Adam Adamczyk/Figaro Software 11
Navigator success merits results

98,3% 84% 92% 80%

everyday agree system agree system

overall system system usage has strongly allows to limit
usage impacted their their contact
work style with HQ

Source: CU internal survey,

June 2006

Presented by Adam Adamczyk/Figaro Software 12

Why our agents are happy?

“What you have done is the greatest thing since sliced bread .
Now, I have an excellent tool to work with Clients. Other agents
from competitive companies are jealous. Thanks to Navigator I
am doing well A.onWłodarczyk
the market. Conversation with Customers
became simpler and easier.”

„Everything looks fine and is working

J. Lotrz
properly.”

r s
e
tom
s
cu
r e
o
M

Presented by Adam Adamczyk/Figaro Software 13

Final Thoughts and Vision for the
future
• Web based versus loosely coupled client
applications
– well known fact, web based applications are
general easier for maintain
– Loose coupling concept allows use application truly
24/7/365 anywhere
– Loosely coupled systems are considered useful
when either the source or the destination computer
systems are subject to frequent changes
– Some agents are not connected to internet every
day but they want to sell everyday
– local law may not allow processing potential
customer personal information, agents did not
want to share their contact information

• Current software trend

Presented by Adam isSoftwareRich
Adamczyk/Figaro Internet 14
Questions and Answers

If you don’t ask the right

questions,
you don’t get the right
answers.

Presented by Adam Adamczyk/Figaro Software 15