Customer story:

Verspieren Digitizes Its Sales Process and Enhances the Customer Experience with XaitWebProposal

Verspieren, a major player in insurance brokerage, distinguishes itself through a complex sales approach. The commercial activity in this sector is characterized by long sales processes and multiple stages, from initial client discovery to final onboarding, all based on future service delivery.

Business outcomes:

  • Enhanced customer experience
  • Reinforced professionalism and brand image 
  • Significant time savings for account managers
  • Ensured message consistency across the sales force
Verspieren-logo-c-cropped

Region
Global

Company size
2300

Industry
Insurance / Brokerage

Solution
XaitWebProposal

The Challenge: A Long and Competitive Sales Process

In a highly competitive market, Verspieren needed to structure its complex sales journey and empower its account managers to stand out. The company faced several key challenges:
  • Business Complexity: Translating complex insurance concepts into clear, compelling messages for clients.
  • Long Sales Process: Structuring a commercial journey that unfolds over several key meetings.
  • Increased Competition: Differentiating the company in a crowded marketplace.
  • Message Consistency: Ensuring consistent commercial communications across all teams.
  • Supporting Account Managers: Simplifying their presentations while strengthening their impact on clients and internal decision-makers.

To address these issues, Verspieren chose to integrate XaitWebProposal, a solution that generates personalized mini-websites for their commercial materials.

About Verspieren

Verspieren is a family-owned insurance brokerage founded in 1880 and based near Lille, France. With over 2,300 employees, it provides a wide range of expertise (P&C, personal insurance, credit, factoring, etc.) to a diverse clientele including SMEs, mid-caps, large corporations, and individuals. In 2024, it generated €485M in revenue, consolidating its presence in France and beginning its European expansion through several strategic acquisitions.

“When you present a mini-website during a pitch, it facilitates discussion. The big advantage of the web is the funnel approach. You can recall the content of previous exchanges and go into more detail. The support truly enhances the presentation.”

– Julien Verschelde, Account Director, Verspieren

Julien-Verschelde 3

The Solution: Implementing XaitWebProposal from Discovery to Onboarding

Verspieren defined several key stages in its sales process to structure its commercial approach using XaitWebProposal:

  1. Discovery Meeting: The account manager introduces Verspieren and identifies the client's context and objectives, guiding future proposals.
  2. Service Offer Presentation: A personalized offer is developed to meet the identified needs.
    • Before XaitWebProposal: Linear and rigid PowerPoint presentations.
    • With XaitWebProposal: Creation of an interactive mini-website, allowing for easy navigation between sections relevant to the client (features, advantages, benefits).
  3. Technical Analysis & Benchmarking: Technical teams conduct an in-depth audit to refine the offer and provide a detailed analysis of different insurance options. The mini-website includes a clear and visual summary, making it easy for the client to understand.
  4. Client Onboarding: Once the offer is accepted, the mini-website is used as an interactive welcome kit, gathering key contact information, best-practice guides, necessary forms, and documents, all accessible via a secure URL.
XaitProposal screen mockup with logo

“I am really proud of the presentations we created with XaitWebProposal. This tool allows me to structure my proposals and better meet client expectations.”

– Julien Verschelde, Account Director, Verspieren

The Results: Professionalism, Consistency, and Time Savings

For Verspieren and its Account Managers:

  • Reinforced Professionalism: Clients immediately perceive a differentiated, clear, and structured approach that stands out from competitors' traditional methods.
  • Time Savings: Commercial content is automated, eliminating tedious manual adjustments.
  • Message Consistency: The solution helps centralize and align messages across the sales force.
  • Ease of Use: XaitWebProposal is intuitive and requires no technical or graphic design configuration.
  • Flexibility in Presentations: Web-based navigation allows the presentation to be adapted in real-time to the client's concerns, promoting interactive and fluid exchanges.
  • Improved Client Understanding: The web format helps organize complex information, making it easier to access and facilitating decision-making.

For the Clients:

  • User Experience: An interactive presentation that adapts to their expectations.
  • Simplified Access: All key information is available online via a secure mini-site, accessible anytime.
  • Clarity and Transparency: The mini-sites provide a better understanding of the offers and analyses presented.

“Clients find the approach more professional, clear, and differentiating, particularly in such a competitive sector.”

– Julien Verschelde, Account Director, Verspieren

Adoption and Outlook: Facilitating the Commercial Relationship

At Verspieren, the adoption of XaitWebProposal was both rapid and positive. The commercial teams emphasize the gains in efficiency and the improved quality of their client interactions.

Thanks to XaitWebProposal, Verspieren is transforming a complex sales process into a fluid and personalized experience. The solution helps them overcome their industry challenges by simplifying the presentation and comprehension of their offer, positioning them as a resolutely innovative and client-oriented partner.

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