ATNS INSURANCE SALES

AUTOMATION

Mini Project Report

Submitted in partial fulfillment of the III year (Semester-II) BE degree as per the
requirements of Osmania University, Hyderabad

By
POOJA.R: 160615733108
N.SAI LIKITHA: 160615733092
K.V.GAYATHRI NARAYAN: 160615733066
B.SHRADDHA: 160614733043

Department of Computer Science & Engineering

Stanley College of Engineering and Technology for Women
(Affiliated to OU & Approved by AICTE)
Chapel Road, Abids, Hyderabad - 500001
2017-2018
 Stanley College of Engineering & Technology for Women
Chapel Road, Hyderabad

(Affiliated to OU & Approved by AICTE)

_________________________________________________________________________

Ref No: SCETW/CSE Dept/III Year 2018/Mini Project Date:

CERTIFICATE

This is to certify that the mini project titled “ATNS insurance sales automation” is a bonafied
work carried over by POOJA.R(160615733108), B.SHRADDHA (160614733043),
N.SAILIKITHA(160615733092),K.V.GAYATHRI NARAYAN(160615733066) in fulfillment of the
requirements for the award of the degree Bachelor of Engineering in Computer Science and
Engineering from Osmania University during the III/IV Semester-II of their B.E. course during the
academic year 2018.

(Dr.B.V Ramana Murthy) (Mr.Rajashekar Shastry) (Mrs.P.R Anisha)

Head, Department of CSE Project Coordinator Internal Guide

 DECLARATION

We hereby declare that the project entitled “ATNS INSURANCE SALES AUTMATION”
submitted to the STANLEY COLLEGE OF ENGINEERING AND TECHNOLOGY
FOR WOMEN, is a record of an original work done by me under the guidance of
MRS.P.R ANISHA and MR.RAJASHEKAR SHASTRY, STANLEY COLLEGE OF
ENGINEERING, and this project has not performed the basis for the award of any
Degree or diploma/ associate ship/fellowship and similar project if any.
 ACKNOWLEDGMENT

I wish to express my sincere gratitude to Mr. SATYA PRASAD LANKA, principal of

STANLEY COLLEGE OF ENGINEERING AND TECHNOLOGY FOR WOMEN for
providing an opportunity to do my project work in "ATNS INSURANCE SALES
AUTOMATIONSYSTEM".
I sincerely thank Mr. RAJASHEKAR SASTRY & Mrs. P.R ANISHA for their guidance and
encouragement in carrying out this project work. I also wish to express my gratitude to other
staff members of Stanley college of engineering who rendered their help during the period of my
project.
I also thank the Head of Department of CSE, Mr. RAMANA MURTHY for providing me the
opportunity to embark on this project.
 TABLE OF CONTENTS

ABSTRACT……………………………………………………………………………..1
1 INTRODUCTION……………………………………………………………………. 2
1.1 PURPOSE……………………………………………………………………...…… 3
1.2 SCOPE……………………………………………………………………….………4
1.3 EXISTING SYSTEM………………………………………………………………. 5
1.4 PROPOSED SYSTEM……………………………………………………………... 6
1.5 MODULES……………………………………………………………….………… 7
2 REQUIREMENTS……………………………………………………………….…….8
2.1 SOFTWARE REQUIREMENTS………………………………………………...… 8
2.2 HARDWARE REQUIREMENTS…………………………………………………. 8
3 ARCHITECTURE…………………………………………………………………… 9-10
4 SOFTWARE DESIGN………………………………………………………………...11
4.1 PROCESS DIAGRAM…………………………………………………………….. 11
5 SCREENS……………………………………………………………………………..12
6 ADVANTAGES…………………………………………………………………….... 13
7 DISADVANTAGES………………………………………………………………..... 13
8 CONCLUSION………………………………………………………………………. 14
9 REFERENCES…………………………………………………………………….…. 15
 ABSTRACT

ATNS bank is a multinational company with operations in over 40 countries, based

on UK, it is one of the leading insurance organizations in the world, as part of the
modernization plan being taken up by the company, they want to upgrade the new sales
process, currently it is largely a paper based process handled by teams which are not
digitally inclined, and thus it has become ineffective. The tracking and sales opportunity
management is not visible to the hierarchy.
As a solution ATNS are looking for is a managed system, which can streamline the
process of sales across. As a pilot, they are trying to automate the Group insurance sales
process.

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 1. INTRODUCTION

As an insurance professional, you know your most productive time is when you’re
dealing with clients: building and maintaining relationships and closing new business
with them. Your commission differentiates you from non-sales roles. The harder and
smarter you work, the more you earn. However, there is only one you. So, one of the
smartest things you can do is find a way to automate other tasks, so you can focus on
writing more business.

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 1.1 PURPOSE

You’ll want to automate whatever tasks you can that won’t negatively affect the sales
process. Listed below are some of the more common automated tasks that insurance
professionals are now using.
Email follow-up:
The goal of an email follow-up is to reassure clients of what they just did (typically while
on your website) and to build credibility for you and your agency. You can do this
through:
● thank you emails
● lead follow-up messages
If you’re not using an automated system for these types of messages, you may be setting
aside a considerable amount of time to ensure these touch points continue. Implementing
an automated system will save you time and keep you focused on tasks that are more
important.
You can even use email to automate prospecting from leads that have gone cold. Check
out our article regarding cold lead conversion.
Lead management:
It’s easy to sort, track, and follow-up with lead automation. You get automated customer
segmentation – purchase history, location, volume, etc. – and help with prospecting and
lead nurturing. You’ll save the time lost by manually diving in and pulling these
segments. Your list will already be prepared for your next outreach to prospects and
clients.

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 1.2 SCOPE

The name of the software is “ATNS INSURANCE SALES AUTOMATION “.

As a solution ATNS are looking for is a managed system, which can streamline the
process of sales across. As a pilot, they are trying to automate the Group insurance sales
process.
On a high level the application should consist the following steps,
1. Customer creation and customer data capture
2. Create lead
3. Meeting schedule
4. Create opportunity

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 1.3 EXISTING SYSTEM

At the moment ATNS don’t have any system to monitor and process the below steps
1. Customer creation and customer data capture
2. Create lead
3. Meeting schedule
4. Create opportunity
As ATNS don’t have any automated system to process above, they are losing large no of
customers in the insurance market.
Limitations:
• It takes large amount of time to collect the customer details.
• It takes large time to root the customer details to sales agents to schedule the
meeting
• Don’t have any system to monitor the meetings scheduled for everyday
• Don’t have any system to follow up or reschedule the meetings based on customer
flexibility
• No mechanism to create a Lead case and root the case to specific department
internally

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 1.4 PROPOSED SYSTEM

As a solution ATNS are looking for is a managed system, which can streamline the
process of sales across. As a pilot, they are trying to automate the Group insurance sales
process.
On a high level the application should consist the following steps,
1) Customer creation and customer data capture
2) Create lead
3) Meeting schedule
4) Create opportunity
Each of these steps will have sub steps explained in detail in the document.
The prototype services the below set of users
a. Sales agent
b. Sales manager

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 1.5 MODULES

MODULE 1: Identify Leads

In Identify Leads module, we collect the user details and schedule the meeting. Sales
agent will capture the meeting outcome and based on the customer interest root the case
appropriately. Below are the steps.
1) Customer creation and customer data capture
2) Create lead
3) Meeting schedule
4) Create opportunity
MODULE 2: Create Lead Case
If the meeting outcome is positive and customer is interested in the policy create a Lead
Opportunity case. This is a future requirement, currently no process is defined for this. In
this module the scope is to just create the Lead Opportunity Case.

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 2 REQUIREMENTS

2.1 SOFTWARE REQUIREMENTS:

Java Runtime Environment (JRE)
Postgre SQL
Apache Tomcat
PEGA Platform Personal Edition
Microsoft Internet Explorer 9 or later

2.2 HARDWARE REQUIREMENTS:

Processor: Intel core i3 or higher
RAM: 2 GB of free RAM
Operating System: 64-bit version of Microsoft Windows
Hard disk: 20 GB.
Standard inputs: keyboard, standard mouse

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 3. ARCHITECTURE

BUSINESS PROCESS MANAGEMENT (BPM)

What Is BPM?
Business process management (BPM) is a methodology to manage processes and
workflows in an organization. The goal of BPM is to increase efficiency, performance,
and agility in the day-to-day operations of a business. BPM has been widely adopted by
organizations and is essential for any enterprise businesses that want to be competitive in
today’s marketplace. For example, the world’s leading airlines utilize BPM to manage
flight schedules and terminal operations.

BPM Methodology:
BPM methodology can generally be implemented in the following steps:
Analysis : Comprehensive analysis is done to discover and identify processes that can be
created or optimized to meet business requirements or improve performance.
Specifications for a design solution can be derived from this analysis.
Design: The design of a process involves workflows that include human-to-human,
system-to-system, or human-to-system interactions. The design should aim to reduce
errors and maintain relevant standard operating procedures or service level agreements.
Modeling: Once the process design is ready, it can be modeled using varying input
values to observe its behavior. If undesirable behavior is observed, design changes can be
made iteratively. Software tools are available to effectively model and evaluate
processes.
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Execution: A process model can be executed using a business rules engine to govern
process execution
Monitoring: During execution, processes can be monitored to collect reporting data for
performance, errors, and compliance. Monitoring allows businesses to evaluate executed
BPM solutions against corresponding design models and against relevant KPIs. Data
collected by real-time or ad-hoc monitoring can also be used by predictive analytics
software to anticipate future problems.
Optimization : Data from the modeling and monitoring phases can be used to identify
areas of the solution that can be improved to derive higher efficiency and better value.

PEGA BPM Technology:

PEGA is a recognized industry leader in the BPM category. Gartner recognized PEGA as a
leader in the 2016 Magic Quadrant for Intelligent Business Process Management Suites
for the eleventh year in row. Additionally, a recent Forrester Wave report found that PEGA
dominated the competition in mobile engagement and contextual guidance, and either led
or shared the lead in 13 additional categories. PEGA BPM technology helps you quickly
build business applications that deliver the outcomes and end-to-end customer
experiences your customers demand. Additionally, PEGA 7 is 40% faster in mobile
development, eight times faster in analysis and design, and eight times faster introducing
change. PEGA BPM is available on premise or in PEGA Cloud.

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 4. SOFTWARE DESIGN

4.1 PROCESS DIAGRAM

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4. SCREENS

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6. ADVANTAGES:
• To ensure that the meetings happened on scheduled base and capture meeting outcomes.
• Reduce the workload of the sales agents.
• Generate large number of Leads from the insurance market.

7. DISADVANTAGES:
• This works only for process oriented requirements.

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 8. CONCLUSION

Unlike coding mechanism, PEGA tool helps us to solve the requirement in less time, as it is
automated. Increase the productivity of sales agent and company revenue. In coming future this
automation system will replace all the coding technology.

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 9. REFERENCES

- PEGA: http://pdn.pega.com
-BPM: http://en.wikipedia.org/wiki/BPM
-Insurance sales automation: http://pdn.pega.com/products/pega-sales-automation-insurance

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