Standard Life Bank Using Salesforce as its Customer Relationship Management System Three Years On

"Salesforce is an easy and adaptable tool to use and has helped Standard Life Bank to get the most out of our intermediary data."

Jen Robertson
Sales Operations Manager


Challenge
  • Standard Life Bank had the desire to manipulate varying intermediary data and align this information to the Standard Life Bank sales model
  • The company wanted to amalgamate audit processes/data into its main CRM system to centralize information
  • Standard Life Bank needed to reduce administration time among the field sales team and provide access to live information


Solution
  • Standard Life Bank deployed Salesforce CRM and the Apex platform to 55 sales and marketing staff in the UK to create a single, comprehensive view of more than 10,000 financial intermediaries
  • Standard Life Bank also launched Salesforce Mobile specifically to their road-based field sales team
  • Page layouts and fields were customized so that data could be displayed as required, providing detailed business performance and contact information for each of the existing intermediary relationships
  • Use of cases and workflow approval to build in existing processes and ensure relevant checks are carried out where necessary



Results
  • Salesforce CRM provided a simple, secure web-based approach to managing intermediary relationships
  • The solution enabled Standard Life Bank to customize fields, layouts, workflow and records quickly and easily to meet the immediate needs of the company’s sales model
  • Salesforce CRM allowed the Bank to produce and track targeted intermediary mailings with supporting statistics
  • The solution provided each user with a customizable dashboard delivering detailed business performance and contact information for the Bank and for each of the intermediary relationships aligned to their panel
  • Reduced the volume of tedious ‘after hours’ administration work by allowing calls to be logged when they are received and tasks and meeting information to be updated at the time or between appointments
  • Salesforce has helped to streamline processes and find new ways of meeting audit requirements


 
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