SCG Sales Tech Guide

Robbie Burns
Robbie BurnsCEO at SCG Digital em NCC Partners
SCG Sales Tech Guide
SCG’s mission is to be a leading provider of online sales
technology for financial institutions. We combine over 7 years
of experience in delivering online sales technology solutions
for insurers, brokers and lenders in the Caribbean.
We have developed a range proprietary platforms that offer
powerful digital sales capabilities including consumer
websites, agent/ broker portals, online quotation and lead
management systems.
Our clients include a number of leading brands resulting in
several of the regions most successful websites that enable
our clients to compete online and gain the digital advantage.
Our cost-effective lead management platform enables marketing and sales teams to acquire and manage
leads online or through social media. eLead integrates into a suite of solutions including eQuote, and
eCredit and can be easily deployed through your website and agent portals.
Our ratings engine for car, home and multiple life insurance products enables you to efficiently offer
quotes via an agent portal or consumer website with the region’s fasted and easiest to use quote
calculators.
Our loans and credit card solutions enables agents and customers to calculate interest rates,
affordability and repayments via self-service online calculators as well as issue instant pre-approval on
your websites or agent portal.
Our sales platforms developed by SCG offer a highly flexible and a cost-effective way to improve online sales operations and
platforms and to reduce the time and cost of online deployment. Our platforms give you full control over your tech and can
be easily integrated into a range of CRMs, marketing tech, KYC, payment and e-document solutions.
We can deliver end-to-end solutions incorporating our sales platforms with turnkey design, develop and deploy
offering enabling our clients to acquire customers online quickly and cost effectively
Our proprietary quote (eQuote) and lead management (eLead) platforms offer cost-effective and
powerful sales capabilities tailored to the local market.
We design and deploy cost-effective digitalization solutions for sales including quotation, KYC,
digital contracts, agent portals and digital payments improving sales efficiency and performance.
We deliver websites designed for sales with best-in-class Agile website development and support
that integrates new and existing systems including ratings, CRM and marketing.
Our frameworks enable us to consistently deliver results on time and on budget to maximise your
ROI potential (see our client work & testimonials).
Why this helps?
Customer focused design & planning and transparent project planning reduces project overruns and
risks through enforcing key feature decisions and customer journey definition.
Why this helps?
With a multi-disciplined team it is more efficient to deliver multiple small single projects rather than
single larger projects speeding up code releases and testing.
Analytics &
Marketing Tech
Training &
Testing
Functionality
Development
Integrations
UI/ UX
Design
Customer
Journey Mapping
Internal
Analysis
External
Solutions
Digital
Opportunities
Technical
Constraints
Meetings &
Interviews
Desk Research &
Incubators
Workshops &
Design Reviews
Desktop
Development
Testing, Activation &
Launch.
Business
Requirements
Functionality
Requirements
Engineering &
Development
Testing &
Launch
Design &
Prototype
Pre-Development Stages (~45%-60% of the project time) Development Stages (~40%-55% of the project time)
Our process is tried and tested and has continuously enabled us to deliver projects effectively.
Each project has known and unknown business requirements,
opportunities, and constraints that can result in delays, costs and missed
opportunities. Our discovery phase frameworks look at the whole picture
including:
• Strategic: Short and long term strategic business needs and requirements.
• Stakeholders: Who are all the stakeholders, what are their needs,
considerations and concerns? EG: Operations, sales, marketing, finance and
senior management?
• Opportunities: Are their other applications that can could be unlocked?
• EG: Can we use the platform to collect new and valuable commercial
data or introduce new cross/ upsell opportunities?
• Technical: What infrastructure can leverage or need that we must build?
• EG: My core business platform doesn’t enable mobile security.
• Data: What are the external and internal data uses and compliance issues?
In this phase the team conducts exercises to establish a clear product
definitions. It is a highly consultative phase with a wide scope:
• Customer segments and needs.
• MVP/ Solution/ Feature/ Technology requirements.
• The value proposition and differentiators.
• Channels to market, operation and activation strategy.
• Cost structures and resource needs.
• Success metrics (OKRs) e.g. conversion ratios, NPS®, new business value etc.
Having a researched scope of work, schedule of events and final end-user product
definition is a big step in the project. We conduct incubator and/or workshops to
ensure that all the stakeholders needs and external and internal solution
requirements are considered and defined.
Typically includes an incubator workshop.
Good product design is essential and too often it receives too little focus. Good
design improves the product’s performance by increase customer usability and
retention and also by reducing development costs and overruns in the initial build
and in the years to come.
In this phase we hold a series of collaborative sessions as part of this process
including:
• Review of the initial user journeys and processes with end-to-end wire-frames.
• Review of the prototype to check usability across devices and use cases.
• Review of the final high fidelity UI designs.
Upon completion of these sessions and workshops all team members’ inputs have
been taken and all have clarity about what to expect the final product will look like
and how it will work.
Typically takes 25% to 30% of the project time and 25% of the cost.
In this phase developers deliver the functions and platform as specified and
designed. This development takes place in our offices in Dublin and Trinidad and
with any suppliers selected as part of the project. As part of this process your
project team will receive regular updates and code releases for review.
We conduct the development in small sprints, packaging up the entire project into
many smaller parcels of work, starting and completing each on before moving on to
the next. This Agile Development approach, combined with having detailed designs
and feature definitions, means our developers spend up to 40% less time* in
interpreting scopes of work, holding review and handover meetings, making
changes and eliminating extra coding.
SCG’s design heavy approach is our secret sauce to (1) building better designed
products end-users love and use and (2) to reducing time and cost over-runs.
Typically 35% to 40% of the project time and 40%-45% of the budget.
*based on a review on over 20 projects compare to other companies.
Bringing code and operations together.
Testing: Here we need to conduct final user, loading, systems and device testing to
ensure the quality of the final product. All integrations and systems are robustly
tested and recorded as well as processes for
Marketing: We also need to bring in the other elements of a living product
including marketing: (1) analytics set-up, (2) marketing automation, (3) data
capture and testing, (4) communication layers and (5) conversion performance.
Operations:
• Onboarding relevant teams (finance, sales, marketing, ops, IT etc).
• Incorporating data and reports into the company.
• Internal and stakeholder awareness and education.
• Support with marketing/ PR for launch.
Typically 15% of the project time and budget.
Agile development is an iterative approach to digital development. Rather than large single projects,
work is separated into a series of smaller projects delivered in sprints by teams with continuous
delivery and faster deployments. The result is a focus on delivering real results through continuous
improvements based on the data collected on actual performance – a data driven approach to
maximizing your ROI.
Agile development delivers improved cost
control, improved project management
and improved end results. Each feature is
designed, developed and deployed
individually ensuring the required results
are achieved.
This quick release enables us to start
collecting real-world usage data quickly to
determine the most important priorities
needed to achieve the business goals.
SCG Sales Tech Guide
Head of Development – Lester Nidham
>10 years senior software engineer ex-
InfoTech and Medullan.
Chair - Barry O’Brien
MD of WCC, Honourary Consul
from Jamaica to Ireland, x-Digicel
CEO for Jamaica and Barbados.
Chartered Director & Engineer
Victor Corcoran - Ireland
CEO Online of UK PLC Paddy
Power/Betfair. Former Fund
Manager Irelands Smart Tech
Fund, x-Digicel CEO, x-CEO
xSellco
William Craig - Jamaica
CEO and Owner of Billy Craig Insurance
Brokers.
CEO – Robbie Burns
Founder SCG and co-founder of REDjet
and, Airone Limited. Senior consultant with
15 years executive experience.
COO– Paddy Downey
Ex-Director of Revenue & Relationship
Manager for CarTrawler and software
developer at Jinny Software and Vero
Solutions.
Head of Insurance – James Kay
>20 experience in digital, James has
worked with SCG over 7 years
specialising in end-to-end sales
solutions for FIs. Derek Waddel - Trinidad
Ex-COO of Coca-Cola Caribbean and
director of ThinkInsure Insurance
Canada.
Insurance Sales – Jamila Griffith
Jamila has over 5 years experience working
on sales processing and conversion with
SCG.
Senior Management Company Directors
Ciaran Burke - Barbados
Co-MD of WCC, x-Digicel CEO
and Regional CFO, x- Big Four
Audit Manager
Chartered Accountant
Company Backers
Helping organisations achieve business goals with digital
strategies and capability development to sustain and
grow their internal digital operations.
Providing organisations with ROI driven design and
development solutions through delivery management,
extended teams (eTaaS) and bespoke development.
Building results based customer engagement strategies and
multi-channel experiences across marketing, acquisition,
retention, service delivery, loyalty and response.
Designing and deploying high-performance digital sales
solutions to improve conversion, automation, sales
operations and data usage.
We’ve worked with leading global and regional brands across banking, automotive sales, insurance, online payments
and telecoms over the past 8 years across over 50 projects.
With SCG we practise what we preach. We have developed our
own digital business in Jamaica, Trinidad and Barbados with
demonstrable success investing over US$700,000 over the
past 3 years.
Our investment in these platforms, combined with our
expertise in digital marketing capabilities and agile approach
mean we know what it takes to build and grow successful end-
to-end digital strategies for local market that delivers results.
Generated 12,700 new Mastercard® credit card applications in 90 days with a 100% digital strategy which
included end-to-end design, development marketing and process management.
Delivered digital transformation consulting including key product strategy and design across 7
brand projects with development supported by a dedicated agile team (eTaaS) solution.
Completed a high performing UX and customer journey design for the new KBC.ie website as
part of the overall website development project.
SCG has a proud track record in delivering projects at scale, on time and on budget. We seek to build valued
partnerships through our values of trust, operational excellence and going the extra mile.
Gregory Rose, Managing Director, Lynch Insurance.
Socialcore helped us to understand the digital landscape and to build our digital business. We now have a
strong online presence and strategy with the largest insurance website in Barbados which generated
100% of our new private line business …. Socialcore has helped us grow our customer base and made us
relevant to a wide online audience.
Ed Ince, CEO & Group Director, Digicel Financial Technology.
Robbie and his team have worked on over a dozen projects with us over the last 3 years and manage our
entire online operation with a dedicated team. All of our business lines under their management have
grown substantially with a number of successful launches….SCG are an integral partner and part of our
company….. They are a key part of our product & marketing team.
Mike Parris, CEO and Co-Founder, Prism Holdings.
…over the past year Socialcore have helped us launch a number of digital sales solutions and developed our
digital marketing platform and the results have been fantastic…. I have found them very responsive, insightful
and look forward to continuing our work with them.
E-Commerce
Designed and built the Caribbean’s
largest e-commerce marketplace
on Oracle’s E-Com platform for
Digicel Group.
Digital Transformation
We designed and delivered a new digital
strategy including a new mobile friendly
website growing online sales leads from 0
to over 1,200 per month. Services provided
included strategy, design, development,
marketing and eTaaS.
MyCash Mobile App
Provided nearshore Extended Teams
as a Service (eTaaS) solution delivering
the core website and mobile banking
app as well as automation, UX/UI
design and technology services.
BestQuote Online Business
Establish 5 years ago, we rebuilt
Barbados’ #1 insurance website
completing the end-to-end business
planning, design consulting and
development.
Designed and built the Caribbean’s
largest financial services website with
51,000 monthly site visits and 4,700
leads generated per month.
Paymaster Online Payment
Delivered new website and strategy
that grew US customers from <1,000
to over 25,000 per month. Services
provided included strategy, website
design, development, marketing and
automation.
Our unique location in the heart of one of world’s leading innovation
centres gives us access to connections with leading tech providers.
We are lucky to work with over 20 FinTech partners specialising
sales, security, data, payments, hosting, design and technology in
Ireland, the US and Canada.
Not only can we leverage these partnerships for our clients, but
through our overseas offices we also we make new connections for
our clients’ helping them build their own digital eco-system and
knowledge.
Ireland - Paddy Downey
60 Dawson St, Dublin 2.
paddy@socialcoregroup.com
+353 87 1302-064
Barbados – James Kay
Haggat Hall, St. George.
james@socialcoregroup.com
+1 246 840-3984
Trinidad – Robbie Burns
40 Hunter St, Port of Spain.
robbie@socialcoregroup.com
+1 868 396-2452
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SCG Sales Tech Guide

  • 2. SCG’s mission is to be a leading provider of online sales technology for financial institutions. We combine over 7 years of experience in delivering online sales technology solutions for insurers, brokers and lenders in the Caribbean. We have developed a range proprietary platforms that offer powerful digital sales capabilities including consumer websites, agent/ broker portals, online quotation and lead management systems. Our clients include a number of leading brands resulting in several of the regions most successful websites that enable our clients to compete online and gain the digital advantage.
  • 3. Our cost-effective lead management platform enables marketing and sales teams to acquire and manage leads online or through social media. eLead integrates into a suite of solutions including eQuote, and eCredit and can be easily deployed through your website and agent portals. Our ratings engine for car, home and multiple life insurance products enables you to efficiently offer quotes via an agent portal or consumer website with the region’s fasted and easiest to use quote calculators. Our loans and credit card solutions enables agents and customers to calculate interest rates, affordability and repayments via self-service online calculators as well as issue instant pre-approval on your websites or agent portal. Our sales platforms developed by SCG offer a highly flexible and a cost-effective way to improve online sales operations and platforms and to reduce the time and cost of online deployment. Our platforms give you full control over your tech and can be easily integrated into a range of CRMs, marketing tech, KYC, payment and e-document solutions.
  • 4. We can deliver end-to-end solutions incorporating our sales platforms with turnkey design, develop and deploy offering enabling our clients to acquire customers online quickly and cost effectively Our proprietary quote (eQuote) and lead management (eLead) platforms offer cost-effective and powerful sales capabilities tailored to the local market. We design and deploy cost-effective digitalization solutions for sales including quotation, KYC, digital contracts, agent portals and digital payments improving sales efficiency and performance. We deliver websites designed for sales with best-in-class Agile website development and support that integrates new and existing systems including ratings, CRM and marketing.
  • 5. Our frameworks enable us to consistently deliver results on time and on budget to maximise your ROI potential (see our client work & testimonials). Why this helps? Customer focused design & planning and transparent project planning reduces project overruns and risks through enforcing key feature decisions and customer journey definition. Why this helps? With a multi-disciplined team it is more efficient to deliver multiple small single projects rather than single larger projects speeding up code releases and testing.
  • 6. Analytics & Marketing Tech Training & Testing Functionality Development Integrations UI/ UX Design Customer Journey Mapping Internal Analysis External Solutions Digital Opportunities Technical Constraints Meetings & Interviews Desk Research & Incubators Workshops & Design Reviews Desktop Development Testing, Activation & Launch. Business Requirements Functionality Requirements Engineering & Development Testing & Launch Design & Prototype Pre-Development Stages (~45%-60% of the project time) Development Stages (~40%-55% of the project time) Our process is tried and tested and has continuously enabled us to deliver projects effectively.
  • 7. Each project has known and unknown business requirements, opportunities, and constraints that can result in delays, costs and missed opportunities. Our discovery phase frameworks look at the whole picture including: • Strategic: Short and long term strategic business needs and requirements. • Stakeholders: Who are all the stakeholders, what are their needs, considerations and concerns? EG: Operations, sales, marketing, finance and senior management? • Opportunities: Are their other applications that can could be unlocked? • EG: Can we use the platform to collect new and valuable commercial data or introduce new cross/ upsell opportunities? • Technical: What infrastructure can leverage or need that we must build? • EG: My core business platform doesn’t enable mobile security. • Data: What are the external and internal data uses and compliance issues?
  • 8. In this phase the team conducts exercises to establish a clear product definitions. It is a highly consultative phase with a wide scope: • Customer segments and needs. • MVP/ Solution/ Feature/ Technology requirements. • The value proposition and differentiators. • Channels to market, operation and activation strategy. • Cost structures and resource needs. • Success metrics (OKRs) e.g. conversion ratios, NPS®, new business value etc. Having a researched scope of work, schedule of events and final end-user product definition is a big step in the project. We conduct incubator and/or workshops to ensure that all the stakeholders needs and external and internal solution requirements are considered and defined. Typically includes an incubator workshop.
  • 9. Good product design is essential and too often it receives too little focus. Good design improves the product’s performance by increase customer usability and retention and also by reducing development costs and overruns in the initial build and in the years to come. In this phase we hold a series of collaborative sessions as part of this process including: • Review of the initial user journeys and processes with end-to-end wire-frames. • Review of the prototype to check usability across devices and use cases. • Review of the final high fidelity UI designs. Upon completion of these sessions and workshops all team members’ inputs have been taken and all have clarity about what to expect the final product will look like and how it will work. Typically takes 25% to 30% of the project time and 25% of the cost.
  • 10. In this phase developers deliver the functions and platform as specified and designed. This development takes place in our offices in Dublin and Trinidad and with any suppliers selected as part of the project. As part of this process your project team will receive regular updates and code releases for review. We conduct the development in small sprints, packaging up the entire project into many smaller parcels of work, starting and completing each on before moving on to the next. This Agile Development approach, combined with having detailed designs and feature definitions, means our developers spend up to 40% less time* in interpreting scopes of work, holding review and handover meetings, making changes and eliminating extra coding. SCG’s design heavy approach is our secret sauce to (1) building better designed products end-users love and use and (2) to reducing time and cost over-runs. Typically 35% to 40% of the project time and 40%-45% of the budget. *based on a review on over 20 projects compare to other companies.
  • 11. Bringing code and operations together. Testing: Here we need to conduct final user, loading, systems and device testing to ensure the quality of the final product. All integrations and systems are robustly tested and recorded as well as processes for Marketing: We also need to bring in the other elements of a living product including marketing: (1) analytics set-up, (2) marketing automation, (3) data capture and testing, (4) communication layers and (5) conversion performance. Operations: • Onboarding relevant teams (finance, sales, marketing, ops, IT etc). • Incorporating data and reports into the company. • Internal and stakeholder awareness and education. • Support with marketing/ PR for launch. Typically 15% of the project time and budget.
  • 12. Agile development is an iterative approach to digital development. Rather than large single projects, work is separated into a series of smaller projects delivered in sprints by teams with continuous delivery and faster deployments. The result is a focus on delivering real results through continuous improvements based on the data collected on actual performance – a data driven approach to maximizing your ROI.
  • 13. Agile development delivers improved cost control, improved project management and improved end results. Each feature is designed, developed and deployed individually ensuring the required results are achieved. This quick release enables us to start collecting real-world usage data quickly to determine the most important priorities needed to achieve the business goals.
  • 15. Head of Development – Lester Nidham >10 years senior software engineer ex- InfoTech and Medullan. Chair - Barry O’Brien MD of WCC, Honourary Consul from Jamaica to Ireland, x-Digicel CEO for Jamaica and Barbados. Chartered Director & Engineer Victor Corcoran - Ireland CEO Online of UK PLC Paddy Power/Betfair. Former Fund Manager Irelands Smart Tech Fund, x-Digicel CEO, x-CEO xSellco William Craig - Jamaica CEO and Owner of Billy Craig Insurance Brokers. CEO – Robbie Burns Founder SCG and co-founder of REDjet and, Airone Limited. Senior consultant with 15 years executive experience. COO– Paddy Downey Ex-Director of Revenue & Relationship Manager for CarTrawler and software developer at Jinny Software and Vero Solutions. Head of Insurance – James Kay >20 experience in digital, James has worked with SCG over 7 years specialising in end-to-end sales solutions for FIs. Derek Waddel - Trinidad Ex-COO of Coca-Cola Caribbean and director of ThinkInsure Insurance Canada. Insurance Sales – Jamila Griffith Jamila has over 5 years experience working on sales processing and conversion with SCG. Senior Management Company Directors Ciaran Burke - Barbados Co-MD of WCC, x-Digicel CEO and Regional CFO, x- Big Four Audit Manager Chartered Accountant Company Backers
  • 16. Helping organisations achieve business goals with digital strategies and capability development to sustain and grow their internal digital operations. Providing organisations with ROI driven design and development solutions through delivery management, extended teams (eTaaS) and bespoke development. Building results based customer engagement strategies and multi-channel experiences across marketing, acquisition, retention, service delivery, loyalty and response. Designing and deploying high-performance digital sales solutions to improve conversion, automation, sales operations and data usage.
  • 17. We’ve worked with leading global and regional brands across banking, automotive sales, insurance, online payments and telecoms over the past 8 years across over 50 projects.
  • 18. With SCG we practise what we preach. We have developed our own digital business in Jamaica, Trinidad and Barbados with demonstrable success investing over US$700,000 over the past 3 years. Our investment in these platforms, combined with our expertise in digital marketing capabilities and agile approach mean we know what it takes to build and grow successful end- to-end digital strategies for local market that delivers results.
  • 19. Generated 12,700 new Mastercard® credit card applications in 90 days with a 100% digital strategy which included end-to-end design, development marketing and process management. Delivered digital transformation consulting including key product strategy and design across 7 brand projects with development supported by a dedicated agile team (eTaaS) solution. Completed a high performing UX and customer journey design for the new KBC.ie website as part of the overall website development project. SCG has a proud track record in delivering projects at scale, on time and on budget. We seek to build valued partnerships through our values of trust, operational excellence and going the extra mile.
  • 20. Gregory Rose, Managing Director, Lynch Insurance. Socialcore helped us to understand the digital landscape and to build our digital business. We now have a strong online presence and strategy with the largest insurance website in Barbados which generated 100% of our new private line business …. Socialcore has helped us grow our customer base and made us relevant to a wide online audience. Ed Ince, CEO & Group Director, Digicel Financial Technology. Robbie and his team have worked on over a dozen projects with us over the last 3 years and manage our entire online operation with a dedicated team. All of our business lines under their management have grown substantially with a number of successful launches….SCG are an integral partner and part of our company….. They are a key part of our product & marketing team. Mike Parris, CEO and Co-Founder, Prism Holdings. …over the past year Socialcore have helped us launch a number of digital sales solutions and developed our digital marketing platform and the results have been fantastic…. I have found them very responsive, insightful and look forward to continuing our work with them.
  • 21. E-Commerce Designed and built the Caribbean’s largest e-commerce marketplace on Oracle’s E-Com platform for Digicel Group. Digital Transformation We designed and delivered a new digital strategy including a new mobile friendly website growing online sales leads from 0 to over 1,200 per month. Services provided included strategy, design, development, marketing and eTaaS.
  • 22. MyCash Mobile App Provided nearshore Extended Teams as a Service (eTaaS) solution delivering the core website and mobile banking app as well as automation, UX/UI design and technology services. BestQuote Online Business Establish 5 years ago, we rebuilt Barbados’ #1 insurance website completing the end-to-end business planning, design consulting and development.
  • 23. Designed and built the Caribbean’s largest financial services website with 51,000 monthly site visits and 4,700 leads generated per month. Paymaster Online Payment Delivered new website and strategy that grew US customers from <1,000 to over 25,000 per month. Services provided included strategy, website design, development, marketing and automation.
  • 24. Our unique location in the heart of one of world’s leading innovation centres gives us access to connections with leading tech providers. We are lucky to work with over 20 FinTech partners specialising sales, security, data, payments, hosting, design and technology in Ireland, the US and Canada. Not only can we leverage these partnerships for our clients, but through our overseas offices we also we make new connections for our clients’ helping them build their own digital eco-system and knowledge.
  • 25. Ireland - Paddy Downey 60 Dawson St, Dublin 2. paddy@socialcoregroup.com +353 87 1302-064 Barbados – James Kay Haggat Hall, St. George. james@socialcoregroup.com +1 246 840-3984 Trinidad – Robbie Burns 40 Hunter St, Port of Spain. robbie@socialcoregroup.com +1 868 396-2452