BMS Group is a specialist insurance group that delivers reinsurance, wholesale, and direct-insurance services to clients in the United Kingdom, United States, and Europe. Founded in 1980, the company is the seventh-largest reinsurance broker in the world, with offices in London, Bermuda, and the United States.
BMS Group is growing rapidly and aims to double its size over the next four years. In the last 30 years, the organization has grown both organically and via acquisition. BMS Group has two managing, general-agent (MGA) subsidiaries—operating as wholesale insurance intermediaries—which are a core component of its growth strategy. The company has a balanced business portfolio with combined revenues of US$83 million, and it places more than US$1 billion annually into global reinsurance markets.
BMS Group lacked a centralized customer relationship management (CRM) system to streamline customer relations and facilitate growth. The company relied on a combination of disparate spreadsheets, with minor implementations of Salesforce.com. This approach lacked integration, and data collation was both manual and time-consuming for business development, sales professionals, and brokers to use.
BMS Group chose to work with Oracle Partner BPI OnDemand to implement Oracle CRM On Demand, an integrated customer relationship management system. BPI OnDemand tailored Oracle CRM On Demand to the company’s business requirements, and it created a simple, icon-based interface for access through mobile devices—such as iPads—to streamline customer management for a large, dispersed sales team. The interface, due to its ease of use, is now rolling out across all global teams.
BMS Group previously used a combination of internal spreadsheets and Salesforce.com to manage parts of the customer sales business, which at times was cumbersome and time-consuming. The company needed a robust, yet easy and straightforward tool to better manage the customer relationship and pipeline, and it required a mobile functionality for iPads used by the sales staff. Oracle CRM on Demand met all these needs and was designed to address the company’s specific business processes.
“With Oracle CRM On Demand, we can accurately measure and analyze our sales pipeline, which includes sales processes ranging from five to seven years. Many of the other systems we looked at simply could not provide us with the level of detail and visibility needed to maintain successful and profitable relationships for a longer period of time,” said Phil Hill, chief information officer, BMS Group.
BMS Group took a standard approach to the solution implementation, initially deploying a model system within a small subsection of the company. With this approach, the company successfully implemented Oracle CRM On Demand for a small number of test users and is working to extend the system to the rest of the organization. This flexible approach to development, coupled with the expertise of Oracle Partner BPI OnDemand, ensured a successful implementation.
BMS Group worked with Oracle Partner BPI OnDemand to implement Oracle CRM On Demand with no upfront cost. BPI OnDemand utilized its knowledge and expertise within the insurance sector to deliver the solution within weeks rather than months, with the help of the Oracle Accelerate CRM On Demand Solution for the insurance industry.
“Working with Oracle Partner BPI OnDemand has been a very positive experience. Both Oracle and BPI OnDemand demonstrated a high level of professionalism and service and were always available to answer questions—throughout the initial implementation of just 20 users and beyond. Their involvement added to the extreme value of our Oracle solution, as we were able to tailor the product specifically to our needs,” said Phil Hill, chief information officer, BMS Group.