Case Study: Sentara Health Plans achieves streamlined, automated proposal approvals with Icertis Contract Lifecycle Management

Empowering Commercial Insights at Sentara Health Plans with Proposal Data Integration

Sentara Health Plans, part of the large not‑for‑profit Sentara Health system serving over 1 million members, needed to modernize its contracting process to support growth. Sales teams working with brokers and employers relied on email approvals and manual re‑entry of plan modifications, creating slow, error‑prone workflows with limited visibility; earlier digitization attempts had failed because of the complexity of approvals and proposal compilation.

Sentara implemented Icertis CLM integrated with Salesforce so sales staff can enter modifications in their CRM, trigger automated, trackable review workflows in Icertis, and have approved data flow back into Salesforce to generate customer‑ready proposals. The integration accelerated proposal turnaround, improved compliance and visibility, reduced manual effort and risk, enhanced the broker experience, and positioned Sentara to scale its proposal operations as it grows.

Sentara

Annie Alexander

Vice President of Sales Solutions