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Improving Cross-Sell and Up-Sell Across the Distribution Chain

Original Broadcast Date: Wednesday, November 9, 2011
Cost: Free

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In an environment of continued economic uncertainty, current customers can be more valuable than new customers. Insurers need to cement their existing customer relationships and leverage every customer interaction as a potential opportunity for growth. How many times have you heard companies tell their employees, “We are all in sales”? Yet very few insurers empower their employees, agents or distributors with the tools they need to drive sales at every touch point. Sales growth and customer retention of even a percentage point can be a huge competitive advantage in today’s insurance market. Can you afford to let those opportunities go untouched?

Join Lindsay Fassett, senior director of industry strategy at Oracle Insurance, and other industry thought leaders for a discussion of how you can empower your staff to boost sales across the value chain – from customer service representatives, to agents and brokers, to third-party service providers. Our subject-matter experts will discuss the various customer touch points that often go unmined, and will outline the technology and tools required to help insurers get the most out of every interaction.

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Lindsay Fassett Lindsay Fassett
Senior Director, Industry Strategy
Oracle Insurance

Lindsay Fassett leads Oracle's property and casualty insurance strategy, developing and promoting adaptive systems for a transforming industry. A visionary thinker, Lindsay championed the concept of a “single rating engine” which was quickly adopted by industry analysts and is now considered a best practice for P&C insurers. Her current thought leadership includes developing a post-SOA vision for the property & casualty industry. Lindsay has more than ten years of industry experience, including roles in product management and industry strategy. She joined Oracle in 2008 with the acquisition of Skywire Software, where she was the product manager for Oracle Insurance Insbridge Rating and Underwriting since its inception. Lindsay has a degree in Management Information Systems from Baylor University.

Nick EngelhardtNick Engelhardt
Senior Director
BI and Performance Management, Oracle

Nick is responsible for evangelizing, enabling and developing the go-to-market strategy for Oracle’s Real-Time Decisions. Nick possesses an intimate knowledge of the enterprise software business and its challenges. A true “valley veteran,” Nick has 18 years of experience working in and around the Business Intelligence space and the world of enterprise software. Nick holds the distinction of having been one of the first technical support people at Business Objects. Since then, his career path has taken him to several startups, including Sagent, Diba and One Meaning. Nick came to Oracle via the Hyperion acquisition. At Hyperion he was a lead technology resource on Hyperion’s M&A team, where he was responsible for technology evaluation of acquisition targets. In addition, Nick holds a patent that relates to business intelligence and advanced semantic layer capabilities.

John DeWittJohn DeWitt
Contributing Editor
PropertyCasualty360
Principal, JW DeWitt Business Communications

Mr. DeWitt is founder, principal, and senior consultant for JW DeWitt Business Communications in New Salem, Mass. For more than 25 years, he has worked as a business strategist, marketing and communications consultant, and writer specializing in technology, finance and insurance, management, and related areas. A frequent meeting facilitator and event moderator, Mr. DeWitt is a contributing technology editor for Tech Decisions and National Underwriter Property & Casualty magazines.

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