{"id":3197,"date":"2020-01-13T21:33:41","date_gmt":"2025-06-03T08:56:03","guid":{"rendered":"https:\/\/pros.com\/b2b\/learn\/case-studies-testimonials\/agrica-group-streamlines-sales-process-with-pros-smart-cpq\/"},"modified":"2025-07-16T20:48:29","modified_gmt":"2025-07-16T20:48:29","slug":"agrica-group-streamlines-sales-process-with-pros-smart-cpq","status":"publish","type":"post","link":"https:\/\/pros.com\/b2b\/learn\/case-studies-testimonials\/agrica-group-streamlines-sales-process-with-pros-smart-cpq\/","title":{"rendered":"Agrica Group Streamlines its Sales Process Across Sales Channels with PROS Smart CPQ"},"content":{"rendered":"
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Challenge<\/h2>\n

Pierre Blachon, Agrica Group Vice President of Policy Management Services, explained
\nAgrica Group’s challenges: “Customer satisfaction is our top priority. Because each
\ncustomer has their own needs, we must offer personalized proposals and specific
\nproducts. To achieve this goal, we considered it necessary to rethink our commercial
\napproach. This provided the impetus for adopting a solution to harmonize our methods
\nand propose innovative solutions with greater simplicity.”
\n <\/p>\n

Solutions Tailored for Specific Needs<\/h3>\n

Agrica Group’s healthcare, savings and personal protection offerings consist of a core
\npackage of benefits to which supplemental or optional guarantees may be added. The
\nlevel of complexity of each product varies considerably. Some represent standard offers
\nwhile others include a combination of features that are complex to price. “The objective
\nwith PROS Smart CPQ is to facilitate the sales process for all of these offerings, both
\nthrough online platforms and in branch offices, by creating proposals for each customer 
\nat the right price point and coverage that meet their specific needs,” Blachon said. With
\nSmart CPQ, Agrica Group can propose modular solutions that meet the specific needs
\nof the companies and individuals it serves.
\n <\/p>\n

Harmonizing Methods and Tools<\/h3>\n

“To generate commercial proposals, advisers had an underwriting pricing tool
\ndeveloped four years ago that required constant and costly updates,” Blachon
\ncontinued. “From now on, with PROS Smart CPQ, we have a single sales tool
\ncovering the entire spectrum of products available to the network of advisers.” <\/p>\n

Solution<\/h2>\n

Integrated directly into Agrica’s IT system, PROS Smart CPQ serves as a common tool for
\nproduct information and quote generation for savings, personal protection, and health
\ncoverage solutions. The marketing department can now custom-design new products,
\ndefine corresponding rates, and establish sales scripts for deployment across the entire
\nsales network or internet, all in just a few clicks.<\/p>\n

Using a web interface, the sales tool equips Agrica advisers at the group’s 18 regional
\nbranch offices to create immediate offers. At the branches, on the phone or on customer
\nvisits, advisers are guided through an interactive script to build modular proposals
\nperfectly adapted to customers needs. It also allows the sales network to create
\nproposals in real time and simulate different scenarios.<\/p>\n

Smart CPQ is also deployed on Agrica’s website and serves as a virtual adviser, guiding
\nonline customers to select the best products for them. Through a dynamic questionnaire,
\nit proposes customized products and rates. And, if the online customer wishes,
\nidentification data and simulation information can be transmitted to customer service
\nteams for a follow-up discussion.<\/p>\n

The objective of this type of service is to generate traffic, facilitate access to Agrica’s
\nproduct offering, identify interest and provide Agrica’s network of advisers with
\ninformation about customer needs for more effective commercial follow-up. Launched
\nsuccessfully, the Smart CPQ project represents the first phase in revamping Agrica’s
\ncommercial information system. Next, Smart CPQ will be integrated with Agrica’s CRM
\nplatform and contribute to the development of personalized marketing approaches.
\nAfter that, Agrica plans to take this even further by using Smart CPQ to propose a new
\nservice to customers: obtaining policies online.<\/p>\n

Results<\/h2>\n

For customers<\/h3>\n