---

This seminar will help you plan your next steps in taking advantage of technology to support your marketing campaigns. Whether it is better understanding of your customers and prospects, or improved customer and prospect communications through your Web site or email marketing, or tieing the two together in a segmented marketing and sales campaign, our guest speakers have some valuable information for you.

Seminar Topics

8:00 – 8:30: Registration and Coffee

8:30	Welcome: Doug Grant Insurance-Canada.ca
8:40	"Water, Water everywhere....." Judy Johnson, Vice President of Insurance Strategy, Sapiens.
In a time of economic downturn and corporate belt-tightening, insurance marketing executives struggling to develop marketing and distribution strategies are faced with more, not less, technology options. Converging pressures of increased market velocity, diverse technology choices, and continued budgetary constraints are forcing carriers toward focused, tactical decisions. The need to integrated increasingly diverse and complex channels means that insurers must find ways to leverage existing systems, architectures, and data to meet the demands of customers, distributors, and regulators.
9:10	The 4 P's of Emarketing Stefan Eyram, Principal, RE-MARK.
Everyone who ever studied marketing is familiar with the 4 P's of marketing? Did you know there are also 4 P's to successful Emarketing? Permission, Privacy, Profiling and Personalization. Stefan will guide seminar participants through the 4 Ps discussing real-world examples and case studies while drawing correlations to the Canadian insurance industry. There will be lots of interactivity as the presenter requests everyone to ask at least one question. Participants will be able to request copies of some of Stefan’s other emarketing articles and can subscribe to a FREE newsletter.
10:05	break
10:20	Create Faster, Smarter and more Profitable Marketing Campaigns Michael Turney, CRM Program Manager, SAS (Canada).
ADVANCED MARKETING AUTOMATION Deregulation, mergers and acquisitions and intense competition define today's insurance marketplace. The walls that once stood between different financial services firms - insurers, banks, investment houses, mutual fund companies - are largely gone. Meanwhile, savvy customers are demanding more for less. And, with more competitors presenting more choices than ever, they are getting it. The key to success in this unforgiving environment, is the ability to attract and retain loyal customers and maximize their lifetime value. But that means you'd better know more about your customers than your competitors do. How can you increase the lifetime of a policy when you don't know why some customers cancel at mid-term or renewal? How can you successfully cross-sell and up-sell your growing portfolio of financial services offerings when you don't know which customers to target or when? How can you focus your efforts on recruiting and retaining profitable customers when you don't know the variables that determine profitability? The bottom line is simply this: you need marketing strategies based on a better understanding of your customers across all channels - and you need to implement those strategies quickly. How can you create faster, smarter and more profitable marketing campaigns? The answer is Marketing Automation, which fully integrates powerful analytics, campaign management and a customized focus on insurance marketing. Tailored specifically to the insurance industry, Michael Turney, Program Manager, CRM, SAS (Canada), will provide an overview of how Marketing Automation can help Insurance companies obtain a comprehensive view of their customers, employ analytical models which will produce insurance-specific intelligence to improve the effectiveness of customer interactions and marketing campaigns.
10:50	Leveraging Customer Transactional Communications for Marketing Purposes Kevin Boyes, Strategic Account Executive, Symcor
All organizations do some form of transactional communications with their customers. The transactions could be billings, statements or other communications. Symcor's products and services are focused on making these communications more efficient, and on leveraging them to deliver appropriate marketing messages. Kevin's presentation will describe a three step process: use existing organizational data and corporate objectives to determine appropriate customer segmentation; determine the message to be delivered to each segment; and implement the tools and strategies to incorporate personalized messages into the various transactional documents. Through this presentation Kevin will use current financial services case studies and examples as he discusses: the development of the business case/feasibility study leading to an implementation decision; experiences and success factors during implementation and pilot programs; the findings firms have determined after a period of use, and various follow-on steps.
11:20	Lead Generation Using New Technologies Lowell Wintrup, CEO, Applications to Go
Without understanding technology and without one cold call, learn the steps in planning and implementing a lead generation campaign using today's technology. Lowell will speak from experience when he delivers a case study on how he has built a lead generation plan, using an assortment of technologies including: Broadcasts: Email, fax, voice, Web site and email hosting and design, domain name registration, lead generation hotlines, and editorial type advertising. Generalizations regarding the results of the campaign will be shared.
11:45	break
11:55	Lead Management: Automation Continues to Evolve Valerie Alphonso, Consultant, E-basic Technology
The highly competitive insurance industry expends a great deal of marketing resource and money promoting brand and product to generate leads for new sales. With many media types and a myriad of communications channels, how can the effectiveness of each be measured, how is a lead captured and then what happens to it? The distribution chain in insurance can be very short (a company call centre or a company web site) or very very long (Insurer to MGA to Sub-MGA to one of a number of Producers with a common Manager). With such diversity, how does one bring information gathering and sharing to the participants who can derive value from the information? People at e-Basic Technology have focused on this set of issues. With parent company Graffiticube Inc. involved in e-business, the result is a set of applications which help administer and manage those leads. The result is a web-based set of tools for capturing leads, scheduling broker appointments, monitoring and managing the progress of leads and reporting the results Valerie's presentation will describe the problem, and how this approach can help address it. There will be some discussion of the first implementation at Advent Financial Group, Markham. Two more organisations are implementing before the general availability intended for late this year.
12:20	Higher Profits: How to Gain Loyalty from Customers Raj Vaswani, Director Of Insurance Solutions, Sapiens
Never before has serving customers well been as challenging and critical as it is today. This is the age of the active customer, where customers have become more sophisticated and demanding. They weigh their choices carefully and swap vendors instantly if they find a better value. And new value and deals arrive in their email inboxes and in their snail-mail boxes everyday. They are looking for I call the 4Cs. Convenience, Cost-savings, Comparison shopping, and Control of the buying process. Carriers who leverage the 4Cs will be able to attract and retain long-term customers and thereby make profits on underwriting and make their actuarial models work.
12:45	Close: by Doug Grant Insurance-Canada.ca

Seminar Sponsors:

		SAS provides software and services that enable customers to transform data from all areas of their business into intelligence. SAS solutions help organizations make better, more informed decisions and maximize customer, supplier, and organizational relationships. Solutions from SAS, the world's largest privately held software company, are used at more than 38,000 business, government and university sites around the world. For 25 years, SAS has been giving our customers The Power to Know (TM).
	ci   Canadian Insurance Magazine

Speaker Information

Judy Johnson, Vice President of Insurance Strategy, Sapiens Americas.

Judy Johnson serves as Vice President of Insurance Strategy for Sapiens Americas, a division of Sapiens International Corporation N.V. (NASDAQ: SPNS). Johnson is responsible for spearheading and managing the strategic direction of the company's recently launched North American Insurance Solutions Practice, as well as overseeing the introduction of the company's "Insight" product suite.

Johnson brings over 20 years of business, technology and management experience to Sapiens Americas. She is recognized throughout the insurance industry as a thought-leader on creating business value through advanced technology solutions and will use this expertise to enhance Sapiens' product and service offerings.

Prior to joining Sapiens Americas, Johnson served as Vice President of Insurance Industry Strategies at META Group, where she was instrumental in creating the Property & Casualty division of the practice and strongly supported clients around reinsurance and financial services issues as well. She led the development of strategic business and technology frameworks for effective planning, e-business implementation and technology selection. Johnson has worked on Wall Street and has also held senior consulting and information systems management positions at MetLife, AIG, Swiss Re-Insurance Company and American Re-Insurance Company. She holds a US patent in document management processes.

Named one of the "Top Ten People You Need to Know in Insurance" by Technology Decisions for Insurance magazine in 2000, Johnson speaks at numerous industry conferences, vendor user groups and insurance client meetings. She is frequently quoted by the insurance media on trends and issues in the industry.

A resident of New Brunswick, NJ, Johnson received a bachelor's degree in English and German from St. Cloud State University.

Stefan Eyram, Principal, RE-MARK: Results Marketing Group.

RE-MARK, Results Marketing Group, is a provider of customer acquisition and retention solutions utilizing emarketing and data-driven solutions. Stefan is currently consulting with MethodMail, a Calgary-based full-service strategic e-mail marketing company and Slingshot Communications, a Toronto-based marketing and communications agency focused on the Canadian insurance industry. A 15-year sales and marketing veteran Stefan has worked with Fortune 100 companies, founded a marketing services firm and been the Chief Marketing Officer for a dotcom. He can be reached at stefan@re-mark.ca or 905-827-4630 (toll-free 1-866-RE-MARK-1).

Michael Turney, CRM Program Manager, SAS (Canada).

Michael has spent the last decade helping companies strategically leverage new technologies in order to address their critical business issues and meet their strategic goals. As part of IBM Canada's e-business team, Michael was responsible for the product marketing of their flagship e-commerce application Net.Commerce, now known as the WebSphere Commerce Server. At IBM he worked with companies such as Xerox, Roots, UUNet and Royal Bank. He also spent two years as the Product Marketing Manager for Ironside Technologies, a business-to- business e-commerce solutions provider, helping organizations extend their ERP and legacy systems to the Internet.

At SAS Institute, with experience in a wide variety of industries and technologies, Michael is focusing his attention on customer relationship management and helping companies move toward becoming truly customer-centric.

Michael is an economics major from Concordia Univeristy in Montreal and also holds an Executive Master of Business Administration degree from King's College, Toronto.

Kevin Boyes, Strategic Account Executive, Symcor Inc.

Symcor specializes in converting regularly scheduled client communications (policies, endorsemenets, etc.) into powerful, 1-to-1 marketing tools.

Prior to joining Symcor in 2001, Kevin held various sales and marketing roles at organizations such as IBM and Xerox. In these roles, he was involved in assisting companies with their customer relationship management strategies.

Kevin has an undergraduate degree in Computer Science from the University of Waterloo and an MBA from the Schulich School of Business.

Lowell Wintrup, CEO, Applications To Go

Former President of Tone Interactive Inc., Digital direct marketing agency. As Tone's chief leader and driver, with over 11 years experience, previously from the direct marketing, and publishing business with Transcontinental Printing. Lowell is a co-founder of Tone and has been responsible for its direction sine 1998. Most recently, Lowell has led Tone through an acquisition by The Caxton Group, (traded on the CDNX) a company formed by Gord Griffith, ex president of Quebecor Printing and Michael Hill, Senior Vice-President Transcontinental Printing.

During Lowell's tenure at Tone he was responsible for the strategy and execution of clients such as HMV.COM, Merrill Lynch, and Recuitsoft. Including Web site, online buying, promotions, email, streaming, etc. Lowell has been recognized as a digital expert in Strategy Magazine; Les Affair quoted in Marketing Magazine, National Post and held speaking engagements for Montreal Direct Marketing Association, Insurance Bureau of Canada, among others.

Lowell is committed to the mass distribution of private label marketing software.

Lowell is the CEO of Applications To Go Inc. Operating as applicationstogo.com the company uses proprietary bundling technology and a lead generation system to address the needs of small to medium sized businesses, i.e. insurance agents. Applicationstogo.com provides risk free ASP technology, and the expertise and lead generation system to use the technology producing more sales for our customers.

As the CEO Lowell's role is to identify market opportunities and attract key management.

Valerie Alphonso, Consultant, E-basic Technology

Valerie has a Sales and Marketing background. She invested five years of her career at American Express in Canada where she developed and coordinated educational course development and materials for training of sales staff. Two years at E-basic Technology have been focused on the developing Lead Management applications with her insurance vertical customers.

Raj Vaswani, Director Of Insurance Solutions, Sapiens Americas.

Raj Vaswani is the Director of Insurance Solutions for Sapiens Americas, a division of Sapiens International Corporation N.V. (NASDAQ: SPNS). Vaswani's responsibilities include strategic product planning for the company's North American Insurance Solutions Practice with an initial focus on the Property & Casualty carriers in the US and Canada.

With his over 20 years of management consulting and insurance industry experience, Vaswani will support the launch of the "Insight" product suite and manage new business development for the practice as well as identify and manage strategic alliances and partnerships in the Insurance industry.

Vaswani's unique background provides him the perspective required to understand the business and technology needs of insurance carriers and enable insurance organizations to improve their business processes through technology-driven solutions, thereby generating higher revenues and profits and enhancing customer relationships.

Prior to joining Sapiens in 2001, Vaswani was a Principal in the Insurance Practice at IBM Global Services. He has also served as a Senior level Manager in the Insurance Industry E-Commerce Practice for KPMG Consulting. Vaswani has also held additional management positions at carriers including Allstate, AIG and MetLife.

Vaswani is a recognized media source on the topics of e-business and technology in the Insurance industry and has been quoted in leading publications like Information Week, Financial Net News, and Insurance Network News. He has also spoken at several conferences about the impact of technology on the Insurance industry.

A resident of Chicago, Illinois, Vaswani received his MBA from the Amos Tuck School of Business Administration at Dartmouth College and holds a bachelor's degree in electrical engineering and computer science from B.I.T.S., India.

Host and Moderator

Doug Grant MBA CIP, Consultant, Insurance-Canada.ca

As a keen analyst of computer and networking evolution for more than thirty years, and the opportunity and impact on the insurance industry, frequent industry speaker, columnist, and consultant. Doug is cognizant of the changes that are occurring in the Internet insurance world. As a principal in the Insurance- Canada.ca Web site, he brings a unique perspective to the session. For a more extensive biography.

Doug will be host of the seminar and will welcome and set the stage, build the linkages between topics, and then provide conclusions and points to ponder at the end of the session.

(Examples will be used throughout)

Questions? call Doug Grant 416-921-7756 or email at doug.grant@insurance-canada.ca

See a list of our Previous Seminars.

[ Announcement Flyer | Speakers and Topics | Online Registration | Registration Form ]