Case Study: a health insurance company aligns marketing and sales with ClearPivot

Health Insurance Company cuts unqualified student inquiries from sales with ClearPivot

ClearPivot helped a health insurance company overcome significant challenges caused by misaligned marketing and sales operations. The company, which specializes in student health insurance, was struggling with disconnected processes between its large teams. They used Salesforce and HubSpot, but a lack of integration and clear definitions led to poor lead quality, with the sales team wasting time on unqualified student inquiries instead of focusing on brokers and school administrators. This disconnect created inconsistent reporting and manual, inefficient workflows.

The solution involved ClearPivot mapping the customer lifecycle and redesigning key processes. They added a "role" field to web forms to automatically disqualify student leads, implemented automated contact routing to the correct sales representatives, and created integrated dashboards for both marketing and sales. As a result, lead quality improved immediately, sales response times shortened, and the team gained clear visibility into campaign performance. ClearPivot's work provided a scalable operational framework, eliminating silos and allowing the company to focus on qualified accounts.

Health Insurance Company