The ABCs of CRM

How Calvulus’ CRM drives business

By Leslie T. Snadowsky

Have a great product to sell? Take your success to the next level with CRM, a customer relationship management firm and/or technology.

According to CRM giant Salesforce, CRM is the largest and fastest-growing enterprise application software category, projected to reach $114 billion in sales by 2027. Growing companies think it’s a necessity because CRM is designed to manage outreach to customers and future customers and increase revenue.

Find a CRM that adapts to and integrates with your business.

Hilton Head-based CRM firm Calvulus offers its customer relations management software to health insurance giants like Blue Cross and Kaiser to attract and retain Medicare-eligible prospects. “We’re really the only CRM tool specifically tailored to the Medicare Advantage space,” says Calvulus’ Operations Chief Mark Kriscunas. “You have generic CRMs that try to compete with us, but since our product was built from the ground up to serve this highly regulated government offering from a consumer direct to health plan perspective, we’re purpose-built for that.”

CRM should be user-friendly and offer free support.

“We have 40 individual health plans that utilize our product and the brokers say it allows them to easily and actively manage their business,” says Kriscunas. “We ensure leads are going to the sales agents and brokers, who are converting prospects into members. Our product’s lead logarithm moves prospects toward the agents most likely to make the sale. That prioritization is very important.” Kriscunas says their free CRM support is provided by in-house employees, and they offer a ticketing system that allows clients to post questions and problems. “It’s all part of the service we offer,” he says. “We don’t charge for each time a client asks us a question.”

CRM should provide value to clients.

Look for CRM tools that offer mobile apps, sales team communication strategies, contact syncing and sales process tools. Kriscunas says Calvulus’ value rests in its software technology that enables brokers and sales agents to manage their relationships with Medicare-eligible prospects from the time a prospect shows interest until they enroll in any private health plan. Calvulus’ products are based on fixed infrastructure fees and it charges based on the number of members brought on to the plans facilitated through its systems. Kriscunas says each new Medicare Advantage plan member brings in a significant amount of money to a health insurer and Calvulus’ platform costs a “ridiculous fraction” of that amount in terms of return of investment.

Calvulus’ Mark Kriscunas’ experience spans every aspect of Medicare Advantage operations, from filing new MA plans with Centers for Medicare & Medicaid Services (CMS) to the complexities of health plan finance.


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