Blue decided to launch a new two year product to spearhead its entry into the home and motor insurance market, a true 2 year policy. Blue correctly sensed that people were hungry for innovative products, and in a marketplace with prices going up all the time consumers were interested in pinning down a policy price for two years.

“In motor you have an environment where everybody haggles …” 

Home is the opposite.

“ … home is sacred to them, they are not moving. You can’t go online and sell cheap home insurance.”

Yes, Blue needed a new product, it also needed more boots on the ground, with access to a CRM containing their 500k plus customers. Blue needed all that data themselves, integrated into their own system, ready for their own forward innovation.

“Home and Motor are bigger decisions than travel, pet or gadget. They require people on the phone, people talking to customers, talking them through the product, answering their questions and queries. And to do that we needed, first of all, we needed systems to support that and second of all, we had a pretty significant customer base from our niche products.”

Blue needed a CRM their sales people could use. A CRM that could handle all their data from the multiple self developed platforms, each unique in purpose, in design, and in development cycle progress. They chose Salesforce. Next up…..

Blue insurance wanted EastPoint to:

“bring the systems together … Make these systems interoperable.” 

EastPoint listened. Blue needed a data integration solution, using all the data from Blue’s own various products, including the Motor industry platform which was outside of Blue’s development ecosphere, and to bring all the data together into one place. Presto integro!

“we had a pretty chunky project in terms of how do we get half a million customers in terms of potential customers, leads if you liked, into this CRM system.”

How would that manifest itself? Blue wanted the data to be brought together before it flowed into their CRM. They knew what they wanted, they needed someone to achieve their own bespoke data integration solution.

Blue wanted to be able to use the data they had accrued from their niche products sold direct.

“Our direct customers of which there are nearly half a million, we could talk to these people, we could market to these people, we could tell them about our product.”

After speaking with EastPoint and discussing their Jitterbit solution for the data integration piece:

“What we liked about this idea was the idea of a central hub, that the data would come in and we could integrate the data” into Salesforce in a  timely and efficient manner. 

“EastPoint were doing this specialised part which turned out to be the Jitterbit Engine.”