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The goal of sustainable organic growth
Having used FullCircl’s services almost since the company was founded, growth by acquisition meant that PIB had inherited licenses for a lot of different and/or competing intelligence software, including Dun & Bradstreet.
After spending time working out the best solution to suit its business and drive organic growth, PIB decided that FullCircl offered both the best company intelligence and advanced functionality needed to drive collaboration across the business. This ensured that its teams could augment their subject and industry expertise with automated intelligence, to excel and deliver the highest levels of service.
Anthony Heywood, Head of Marketing – Retail Specialty Division at PIB Insurance Brokers, explained:
“Running FullCircl and Dun and Bradstreet side by side, we realised quickly that we were missing a trick. By streamlining our technology stack, we could reduce the cost to acquire and serve our customers, as well as drive improved collaboration and efficiency across the business with a single version of the truth. FullCircl offered the opportunity to build a more focussed customer intelligence approach - find more customers, engage with them in a highly relevant way, and acquire them faster for an accelerated growth journey.”
Premier Prospecting
PIB’s team of account executives use FullCircl for highly targeted lead generation, targeting entirely new sectors at scale. This gives them a complete view of the markets that matter to its business, as well as advanced functionality to segment their ideal customer profile (ICP) based on the attributes of its most profitable customers.
“With such a big push on organic growth we need to find and engage with the right customers for our business. FullCircl allows us to track what we call ‘Premier Prospects’ and keep constantly up to date with changes in their business and trends within their sector, so that we can always reach out at the most opportune moment”, said Anthony.
80% of PIB account execs confirm that leveraging the FullCircl platform has helped them close more new business. Furthermore, advanced automation and data-driven collaboration has also delivered an average time saving of 2.5 hours per person, per week.
A collaborative partnership
Collaboration is a key theme that describes PIB’s approach to everything. Its people truly appreciate the power of working together and how a collaborative approach unlocks innovative decision-making, and therefore excellent service and customer outcomes. Anthony says FullCircl plays a huge part in driving that collaboration.
“FullCircl has helped us become more integrated as a business and more collaborative in our approach. I love that we provide our people with a sophisticated way to work together to, as FullCircl say - ‘do better business faster’.”
PIB also considers FullCircl to be a collaborative partner for its business.
“It’s a true partnership”, says Anthony. “We are working towards the same end goal; ensuring that everyone within PIB is engaged with the concepts of Customer Lifecycle Intelligence and getting the absolute most out of the platform. FullCircl’s customer success team, in combination with continuous training, ensures we keep momentum high so that we avoid peaks and troughs of usage, and that we are consistently using the full range of functionality and intelligence it delivers to the best effect.”
The whole is greater than the sum of its parts
PIB is excited by the prospect of what’s to come with FullCircl. “I believe that by bringing Artesian and DueDil together and launching an entirely new proposition with FullCircl, the opportunities this offers our business will only get stronger”, says Anthony.
PIB are already exploring the chance of an API integration between FullCircl and Acturis Insurance e-trading platform, in order to drive even greater simplicity and efficiency.
“As the saying goes, the whole is greater than the sum of its parts. FullCircl brings something entirely new to the table”, concludes Anthony.
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