by Scott Ikeda


Like many healthcare insurers across the country, one of our large carrier clients is facing dramatic changes in its employer market. New market competition, together with greater product and service demands from employers are requiring carriers to rethink their product and distribution strategies and systems. Our client had run its employer business with a partially manual, outdated set of systems and processes. Knowing that it needed new ways to stay on top of rapid market evolution, our client engaged Point B to help reset its ongoing strategy and update its systems and processes for success.

Identifying new opportunities

The changing employer market presents new opportunities as well as challenges. In order to determine the impact of anticipated market changes and trends, we conducted a market analysis for our client and made recommendations for pursuing new national opportunities. We also delivered the detailed cross-organization business planning to launch a corporate private exchange and an automated group management strategy. Tailored to our client’s needs, the plan includes a roadmap, partners, budget, vendor plan and a lean organizational structure for support.

Differentiating via systems

A new level of automation was key to our client’s ability to compete and capture emerging opportunities. Point B developed and implemented the cross-organization program structure to pilot employer groups on a new automated platform. This platform provided an online, self-service capability to employees where they were able to make informed decisions concerning their healthcare coverage. We also provided support for group migration, sales operations and readiness, adoption, operations and communications.

In the process, we provided the business and IT oversight to ensure the technology was well suited for our client’s business needs. We created the migration strategy for onboarding groups to the enrollment platform, and created the end-to-end business processes to support its adoption. Finally, we launched the enrollment platform in multiple phases to ensure that it delivered as it was designed to, making adjustments as needed for future phases.

Trumping market turmoil

Our client now has the right systems and processes in place to expand its market and serve as an innovative partner to employers as they face changes of their own—trumping many of the challenges posed by rapid market change.