About United Pet Care
United Pet Care (UPC) is a leading pet healthcare membership provider offering cost-effective alternatives to traditional pet insurance. With a nationwide network of over 1,500 veterinarians, UPC provides a seamless employee benefit integrated into payroll systems. This innovative offering ensures employees save on veterinary visits, regardless of their pet's health condition, making UPC a preferred choice for employers aiming to enhance their benefits packages.
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The Challenge
UPC aimed to transition to a broker-first distribution model, but their existing tools needed precision to target brokers efficiently. Key challenges included:
- Limited Broker Data - UPC's tools, such as ZoomInfo, provided broad contact information but needed more specificity for brokers to align with their Ideal Customer Profile (ICP). This gap hindered efficient targeting.
- Inefficient Resource Allocation: With a detailed map of broker-employer relationships, sales efforts could be better allocated, saving valuable resources on non-ideal prospects.
- Low Impact of Outreach Efforts: UPC's generalized "shotgun" approach to broker outreach resulted in less impactful connections and limited meaningful conversations with brokers.
The Solution: BenefitFlow's Targeted Approach
BenefitFlow offered UPC a data-driven solution to address their unique challenges and optimize their broker outreach efforts. By leveraging advanced tools and insights, BenefitFlow empowered UPC to streamline its sales processes, precisely target brokers that matched their Ideal Customer Profile (ICP), and develop a more strategic approach to engaging with high-value prospects.
Mapping the Broker Landscape
BenefitFlow enabled UPC to comprehensively understand the broker market, focusing on those servicing their ICP. UPC adopted a precise, data-backed approach to connect with high-value brokers by reversing its generalized outreach strategy.
Optimizing Sales Resources
BenefitFlow's advanced analytics have been instrumental in helping UPC analyze broker-employer relationships, enabling smarter territory management and resource allocation. This efficient approach has significantly boosted broker penetration rates across key regions, reassuring the audience about the optimization of resources.
Enhanced Outreach with Verified Contact Data
BenefitFlow's verified data provided UPC with accurate contact information, including email and phone numbers. This enabled highly personalized outreach campaigns and reduced inefficiencies caused by invalid data.
The Results
United Pet Care's partnership with BenefitFlow revolutionized its broker outreach strategy, delivering measurable outcomes and showcasing the platform's unique strengths:
- 200+ Broker Meetings Booked: UPC exceeded its 2023 goals by focusing outreach efforts on high-value brokers.
- Enhanced Broker Relationships: BenefitFlow’s precision targeting tools helped UPC build stronger connections, leading to increased sales opportunities.
- Optimized Resource Allocation: The platform’s actionable insights and verified data enabled smarter territory management and higher productivity.
Utilizing BenefitFlow’s robust array of tools—such as Broker Prospecting Tools, Market Intelligence Insights, and a sophisticated Sales Intelligence Platform—UPC revamped its outreach strategy, surpassed its objectives, and forged significant broker relationships. This partnership highlights BenefitFlow's role in fostering success in competitive markets, equipping businesses with essential tools for growth.
