Conference heron::euro_swas_ai

64.0. "ADDITIONAL INFO / RESOURCES FOR NEW APEX CMP AGREEM" by HERON::ROACH (TANSTAAFL !) Tue Jan 24 1989 20:33

                  I N T E R O F F I C E   M E M O R A N D U M

                                        Date:     24-Jan-1989 07:43pm CET
                                        From:     DOUGLASS
                                                  DOUGLASS@AITG@MRGATE@STATOS@VBO
                                        Dept:      
                                        Tel No:    

TO:  ROACH@A1NSTC


Subject: ADDITIONAL INFO / RESOURCES FOR NEW APEX CMP AGREEMENT

From:	ISTG::ROBUST::ROBUST::MRGATE::"RUGGED::DCMHUB::A1::KATZ.LEE" 18-JAN-1989 13:00:16.21
To:	MRGATE::"CSG::GOLDBERG",MRGATE::"CSG::MACDONALD",MRGATE::"ISTG::RAHAIM",MRGATE::"ISTG::DOUGLASS"
CC:	
Subj:	NEW AI CMP IN INSURANCE MARKET

From:	NAME: LEE KATZ                      
	FUNC: US MARKETING PROGRAMS   
	TEL: 297-4614             <KATZ.LEE AT A1 at DCMHUB at MRO>

To:	See Below

         The following notice from Lee Stommes, business manager for 
    Applied Expert Systems (APEX), should provide you with the 
    information you need to both include this CMP in training and/or 
    customer events and to provide guidance to your Sales people 
    looking for Client Profiling Applications and AI support in the 
    Insurance Market.
    
         By copy of this message, I am asking Jeanne Douglass of 
    Corporate AI Marketing to forward this information to the Area AI 
    contacts so that you will also have another source of expertise to 
    fall back upon.  I am also asking John Baker or another 
    appropriate party to enter this information into the Insurance 
    Notes File.
    
         Detailed questions about this new CMP should be directed to 
    Lee Stommes.
    
    Best regards,
    
    Lee
              COOPERATIVE MARKETING PARTNER ANNOUNCEMENT
        LIFE INSURANCE SALES MANAGEMENT & SUPPORT APPLICATIONS

Digital and Applied Expert Systems, Inc. (APEX) have signed a Cooperative 
Marketing Program (CMP) Agreement to jointly market APEX's Client 
Profiling product for the Life Insurance Market.

Client profiling is designed to help insurance companies respond to the
challenges of agent productivity, database marketing and needs based selling.
APEX customers have experienced a 100% increase in sales per agent as a 
result of using the process.

Client Profiling is an application that uses expert systems technology.
The software creates a customer profile (financial plan) that is personalized
for each insured.  The profile is driven by the consumers' needs, borrowing
tendencies, financial risk preferences and the data easily collected during a 
typical agent sales call.

The profiling process also prepares a sales script for the insurance agent. 
This agent's Report contains information about all of the products that are 
appropriate for the customer and are offered by the insurance company.

Simultaneously, a data file containing customer information, planning 
observations, recommendations and product opportunities is created.  This 
customer data file, for the first time, offers insurance companies an 
opportunity to develop a database marketing approach based on consumer needs.

The Client Profiling System runs on VAX hardware.  Data collection is done
on PC's or Laptops in the agent's office.

APEX offers a full range of consulting services to support the client profiling
system.  Assistance can be provided in Business Planning, Sales and Marketing
Consulting, Financial Planning and Expert Systems Technology.

Client Profiling can be customized by APEX to meet a specific customer's 
environment.  The product is extensible to sales and marketing issues for banks,
brokerage, or other retail financial services firms.

Partner:    Applied Expert Systems Inc (APEX)
            5 Cambridge Center
            Cambridge, MA 02142

Contact:    J. Phillip Cooper, President
            (617)492-7322
        
Relationship: CMP

Marketing Group: CSG/FISG

Segment: Insurance

Business Mgr: Lee Stommes

DTN:  291-0298


Account Manager:  Susan Curtin, OFO

DTN:  274-6798

DCG contact:  Siisi  Adu-Gyamfi
(Channels)  296-4783

Contract Effective date:  November '88

Distribution List:

MIKE GARNER @UFO,
ED MCDEVITT @ACI,
JIM ROMAN @HTF,
CHARLES SHIELDS @CEO,
JOHN INGLIS @OFO,
ALAN WITHEY @NYO,
VAN VANEK @MEL,
TOM MCGLYNN @RHQ,
JOHN GALLANT @SCA,
PETER WINNER @OHF,
TOM HUBNER @ACI,
RICHARD SPIESMAN @LAO,
RICH WENDROFF @WRO
CLAUDE THOMAS @AET,
TOM MITCHELL @AET,
BARRY KADITZ @AET,
JOHN BAKER @AET,
JOHN MIKLE @AET,
SUE FOLEY @AET,
GOLDBERG @CSG@VAXMAIL,
MACDONALD @CSG@VAXMAIL,
LEE STOMMES @PDM,
JEANNIE HOGAN @MRO,
NAME: JIM PORTER <PORTER.JIM AT A1 at DCMHUB at MRO>,
RAHAIM @ISTG@VAXMAIL,
DOUGLASS @ISTG@VAXMAIL,
DON CARKEEK @MKO,
RALPH HENISE @MEL,
WAYNE GUTZMAN @RHQ,
TOM DIETSCH @OHF,
STEVE JOHNSON @ACI,
LARRY TRICHEL @SCA,
BARBARA CHABRIER @IVO