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Health Insurance Carrier

Predictive Modeling Improves Acquisition

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Client Need

A regional health insurance carrier experienced declining member retention for individual policies.

They had a limited budget for OEP marketing, but an aggressive forecast for new members.

How We Helped

  1. We created a "Member Clone Model" to help them target their marketing efforts
  2. We ranked ACA-eligible consumers from "most likely" to "least likely" to become a member
  3. The top 20% of modeled prospects were selected for acquisition marketing

Results & Future Plans

  • The carrier was able to enroll 80% more customers than their original forecast
  • Their cost per member was reduced just under $100
  • They now submit accurate member acquisition forecasts to management

Learn More > Analytics


Health Insurance Carrier

Data Hygiene Improves Sales Leads

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Client Need

A regional health insurance provider uses direct mail to drive sales leads . They received too many complaints at their call center about contact accuracy.

The problem escalated to the C-Suite. They demanded action.

How We Helped

  1. Our processing discovered two primary errors: deceased records and incorrect age
  2. Our data hygiene algorithms eliminated the data errors and cleaned their files

Results & Future Plans

  • Call center complaints decreased by 90%
  • Response rates increased
  • They increased the number of direct mail campaigns

Learn More > Data Services


Health Insurance Carrier

Data Appending Improves Response Rates

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Client Need

A national health insurance provider experienced declining response rates and a smaller mailing universe over time.

These marketing results were negative impacting their financial performance.

How We Helped

  1. We merged the insurance carrier's mail file against our prospect universe (DecisionPoints TM)
  2. We identified 29% unique prospects

Results & Future Plans

  • In the controlled test, our records produced the highest response rates of all sources
  • The client is now running DecisionPoints TM as priority 1 in the merge

Learn More > Decision Points


Health Insurance Carrier

Modeled Lists Improve Marketing Results

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Client Need

A national health insurance provider needed to acquire new members for individual health insurance policies under the Affordable Care Act. 

Their previous campaigns and mailings had marginal success.

How We Helped

We provided them with two prospect lists that use models to predict purchase behaviors:

  1. Consumers who are highly unlikely to have health insurance
  2. Consumers who have health insurance and are highly likely to switch carriers

These two lists are based on modeled propensities that are proven to increase response rates and lower the cost per acquisition (CPA) for health insurance carriers.

Results & Future Plans

  • Response rates outperformed their control (benchmark) files by over 20%
  • The “uninsured” lists outperformed “insurance switchers” for this carrier
  • They lowered their CPA with both lists as compared to the control
  • They plan to continue to market with these high propensity lists

Learn More > Decision Points