Sterling & Sterling

Sterling & Sterling is among the United States’ top 100 insurance brokerages and one of the largest in the United States, with premiums exceeding $400 million.

“Informatica Cloud bridges the gap between Sterling & Sterling’s agency management system and the cloud, ensuring that sales reps, brokers, and agents have a 360-degree customer view and insight into customer needs. The result is a greater opportunity to capture cross-sell opportunities and make them customers for life.”

Mike Tampone

Director of IT, Sterling & Sterling

Business Need

Drive revenue growth through improved cross-selling, up-selling, and consistently rewarding service.
Reduce data integration time and increase agility.

Manage insurance client relationships without additional software, hardware or up-front investments and long implementations of traditional on-premises software.

Challenges

Enable fast-growing insurance brokerage to integrate cloud-based Salesforce CRM with existing on-premise automated insurance management system.

Migrate hundreds of thousands of client records from SalesLogix CRM system to Salesforce CRM.

Solutions & Results

Led to 30% decrease in integration costs.
Enabled firm to segment and target its most lucrative insurance clients.
Fostered close, real-time collaboration with customers and carriers, driving revenue growth.
Introduced automated, coordinated, and standardized approach to service delivery.

Migrated all insurance records from SalesLogix to Salesforce CRM in one weekend—50% faster than anticipated.
Integrated Salesforce CRM with TAM platform in two weeks.
Empowered Sterling & Sterling employees via integrated Salesforce Chatter private social network.