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Topic: Quoting

How carriers use quoting platforms to boost ancillary benefits sales

Posted on by Ideon

Summary

Market-leading ancillary and voluntary benefits carriers are leveraging digital quoting platforms to increase sales and expand their reach. These platforms simplify the quoting process for brokers, particularly in the small group market, and connect carriers to new opportunities, By integrating with these platforms, carriers are ensuring their products get more visibility and fostering stronger broker relationships.

A growing number of carriers selling ancillary products for employee benefits are overcoming initial concerns about third-party quoting platforms, embracing them and discovering a significant source of incremental sales. 

In the earliest days of these platforms — which enable brokers to gather quotes from multiple carriers — some insurers were concerned that their products would be reduced to a line on a spreadsheet. They wanted brokers to continue to get quotes from their reps or their websites, allowing them to build a relationship with agents and highlight the unique benefits of their products.  

Brokers, though, resisted the time-consuming process of gathering multiple quotes one at a time. Many had already used quoting platforms in personal and commercial lines and wanted the same convenience when pitching benefits plans. The platforms make preparing a client proposal much faster, and typically integrate quite well with agency management systems.  

Although brokers initially used the benefits quoting platforms to manage the complexity of group health policies, many appreciated how the platforms also streamlined quoting for ancillary products. They could find the right plans and add them to a proposal in a few clicks. 

The result: Carriers that chose to work with the quoting platforms discovered that they’re generating incremental sales. Rather than undercutting their existing relationships, the platforms connected carriers to brokers they had never worked with before.  

Success stories: Carriers are thriving by partnering with quoting platforms 

Principal Financial Group, for example, began distributing through quoting platforms as part of a strategy to convince brokers to add its ancillary products to group medical proposals. “A lot of brokers are finding their medical compensation is getting squished, so we can make it easy for them to add more lines of coverage,” said Eric Weiford, a senior relationship manager at Principal, in an Ideon webinar.  

“Platforms are not the enemy,” he added. “They get more eyes on our products from people who don’t know us today but will in the future.” 

The advantage is particularly powerful in the small group market, where the efficiency of quoting through platforms radically improves the economics for both brokers and carriers. 

“Efficiency is king, especially with small groups,” Elek Pew, Head of Digital Partnerships at Beam Benefits, told Ideon. “We pride ourselves on meeting distributors where they are. If they use a third-party system to quote business, we’ll find a way to integrate with that platform.” 

Beam’s modern, digitally-native systems and APIs allow it to generate custom quotes for any size group, even when it is connecting to brokers through a third-party platform. 

“There’s a huge opportunity to deliver real-time, custom underwritten rates to small groups, especially through quoting platforms,” said Hannah Thompson, a Beam senior solutions architecture manager, in the webinar. “We can provide really sharp rates that only large groups could benefit from in the past.” 

Exploring the quoting platform landscape 

More quoting platforms are entering the market each year, bringing a range of tools designed to enhance the quoting process for brokers and carriers alike. Some of the existing platforms in this space include: 

Additionally, some brokerages, such as Word & Brown, have developed their own proprietary platforms to further streamline the quoting process. 

Getting started: Integrating with quoting platforms  

Before carriers start working with benefit quoting platforms, they must decide how they will distribute their product details and rates. Those with up-to-date systems can connect in real time over an API. Carriers can also send their rates to the platforms in spreadsheets or other formats. Some have found that juggling communication with multiple platforms and keeping rates up-to-date can get cumbersome. 

A more efficient alternative? Carriers can work with data solutions companies like Ideon. A carrier simply provides its rates — in whatever format is convenient — and Ideon will distribute them to dozens of platforms over its proprietary API connections, providing brokers with a seamless quoting experience. Whenever carriers upgrade their systems to support quoting over APIs, Ideon can facilitate two-way communication to enable customized, underwritten quoting and other advanced services. 

Even for technologically advanced carriers like Beam, working with Ideon to get its products on quoting platforms provides the broadest possible distribution. “We’ll connect to third-party platforms directly if that’s their preferred method,” Thompson explained. “Some will say, ‘We want to connect through Ideon,’ and we’re more than happy to make that happen. 

“It makes our jobs a lot easier knowing we have a trusted player in the middle.”

Expand your reach to today’s leading quoting platforms, without any technical development. Carriers can reach out to Ideon here to get started.

Myths vs. Reality: Why Benefits Carriers Partner with Quoting Platforms

Posted on by Ideon

Over the past few years, leading ancillary and voluntary carriers have increasingly partnered with third-party quoting platforms. These platforms, favored by benefits brokers, allow for the quoting of plans from multiple carriers and streamline the proposal process. For brokers, it’s a way to save time, get more efficient, and offer more benefits options to their employer clients.

In this rapidly evolving landscape, it’s crucial to separate fact from fiction when it comes to partnering with third-party quoting platforms. Here, we debunk some common myths and present the realities of why carriers should embrace these platforms for a more efficient and expansive distribution strategy.

Myth 1: Working with Platforms Means Being “Spreadsheeted”

Reality: While carriers fear their plans will be reduced to a mere price comparison, the reality is that brokers already use spreadsheets to compare plans. By partnering with third-party platforms, carriers can ensure their value propositions are highlighted alongside their pricing. These platforms often have advanced features that showcase the unique benefits and differentiators of each plan, beyond just the cost. And besides, you can’t win if you’re not in the game – quoting platforms, at worst, are a way to get more visibility for your plans.

Myth 2: It’s Technically Challenging and Time-Consuming to Partner with Platforms

Reality: Integrating with third-party platforms might seem daunting, but solutions like Ideon make the process straightforward. Carriers get connected with multiple platforms through just one integration, and in many cases there’s zero technical work for the carrier. This not only saves time but also reduces the complexity and cost associated with building individual connections to each platform. Getting started with platforms isn’t nearly as challenging as carriers expect.

Myth 3: Brokers Would Rather Work Directly with Carriers

Reality: Brokers prefer the efficiency and convenience of using third-party platforms for quoting multiple carriers at once. These platforms provide a one-stop-shop experience that simplifies the quoting, comparison, proposal, and selection process. By being present on these platforms, carriers can meet brokers where they work and facilitate easier access to their products, increasing the likelihood of being included in proposals. Ultimately, it means greater opportunity for more sales.

Myth 4: Third-Party Platforms Decrease Control Over the Quoting Process

Reality: Carriers can maintain control and visibility over the quoting process even when using third-party platforms. Many platforms provide insights into who is quoting their products and allow carriers to receive detailed data back from the platform, including sold-case information. This transparency ensures carriers are not left in the dark and can continue to manage their business effectively.

Myth 5: Carriers Need Direct API Connections to Platforms for Fully Customized, Underwritten Quoting Experience.

Reality: Carriers often think that direct API connections to each platform are necessary to offer customized, underwritten quotes. However, Ideon enables carriers to provide fully customized, underwritten quoting experiences across multiple platforms without requiring individual integrations. As Hannah Thompson from Beam Benefits highlighted, API integrations allow carriers to “ingest census data, which means we can provide custom, underwritten, real-time bindable rates to these platforms.” Ideon facilitates this process through a single connection, accelerating time-to-market and ensuring a scalable and efficient way to meet the demands of brokers and employers.

Why leading carriers partner with quoting platforms

The ancillary benefits market is evolving, with third-party quoting platforms becoming integral to the distribution strategy. Brokers are increasingly relying on these platforms to quickly and efficiently quote plans from multiple carriers. As this trend continues, it’s crucial for forward-thinking carriers to engage with the platform ecosystem to stay competitive.

Partnering with these platforms offers several advantages:

  • Broader Reach: Carriers can expand their distribution network and reach more brokers and employers.
  • Increased Efficiency: The digital quoting process is faster and more efficient than traditional methods.
  • Enhanced Customization: For highly advanced carriers that are exploring quoting APIs — some even with custom underwriting functionality – quoting platforms provide a channel to get these modern capabilities into the market. Brokers appreciate the ease of use and comprehensive quoting capabilities, leading to stronger relationships.

Getting Started

The best carriers are already working with third-party platforms and optimizing their workflows to enable efficient quoting. Brokers want it, the ecosystem is growing, and the results speak for themselves.

Something to keep in mind: Platforms are eager for more carrier partnerships without the need for direct integrations. Ideon is a powerful option to facilitate these partnerships.

Carriers, through Ideon, can work with numerous platforms and maintain visibility into their quoting activity. And in many cases, carriers are even receiving sold-case information back from Ideon, creating a seamless experience from quote to proposal to sold case to enrollment.

The bottom line: There’s a fast, easy way for carriers to make this shift, ensuring they remain competitive in an evolving market. Embrace the transformation and join the growing number of carriers benefiting from third-party quoting platforms.

Expand your reach to today’s leading quoting platforms, without any technical development. Carriers can reach out to Ideon here to get started.

Five takeaways: Ancillary quoting and the rise of 3rd-party platforms

Posted on by Ideon

Third-party platforms are modernizing how brokers quote voluntary and ancillary benefits, providing an intuitive digital experience to instantly quote and select multiple carriers and lines of coverage.

Sounds amazing, right? Some carriers have embraced this transformation, partnering with tech platforms to ensure their products are distributed to brokers via today’s growing digital ecosystem. But for others, there’s been hesitancy to adopt a 3rd-party strategy.

What factors are leading to these varied outlooks and strategies?

Ideon, an API company that connects carriers and platforms in an easy and scalable way, recently hosted a webinar where a panel of experts explored the evolution of ancillary benefits quoting, the value of 3rd-party partnerships, the digital demands of today’s brokers, and more.

In this blog, we highlight five key takeaways from the event, which featured:
–   Jeremy McLendon — Sr. Vice President at MyHealthily
–   Hannah Thompson — Sr. Manager of Solution Architecture at Beam Benefits
–   Eric Weiford –– Sr. Relationship Manager at Principal Financial Group

A full recording of the webinar is available for download, here.

1. The fear of spreadsheeting is overblown.

One prevalent reluctance among carriers, as they consider offering their products through 3rd-party platforms: Won’t this just lead to my plans being spreadsheeted?

All three panelists agreed — spreadsheeting is happening regardless, and carriers may as well empower it through distribution and great digital experiences.

“Distribution means some change in tradition,” McLendon said. “You’re probably going to be spreadsheeted as it is. So why not win and do it a little faster?”

Beam approaches spreadsheeting from a similar perspective, Thompson said. “Cool, put us on the spreadsheet, especially if that broker is getting a quote through a digital platform where we’re API-connected. Spreadsheeting is unavailable, but the shift over to API quoting is making it a lot more advantageous to carriers like Beam.”

“If brokers and general agents aren’t doing that, they are going to lose that business at some point anyway,” Weiford added. “From a broker’s due diligence, they have to spreadsheet every now and then.”

2. API-powered, fully-underwritten quoting is the new frontier.

APIs allow carriers and platforms to communicate and exchange information in real time. The technology is becoming favored for a range of benefits-related tasks, including enrollment, EOI decisions, claims, and more.

Recently, APIs have made their way to the ancillary quoting space, allowing users of platforms like MyHealthily to generate instant, underwritten quotes based on group-specific criteria. The platform submits group information via a carrier API, and the carrier’s algorithm spits out underwritten quotes, all within seconds.

“We have prioritized platforms that can connect to our APIs,” Thompson said. “Through API quoting integrations, we can ingest census data, which means we can provide custom, underwritten, real-time bindable rates to these platforms.”

3. There’s untapped potential in the small group market.

Digital quoting solutions were historically available only in the large group space, but according to Thompson, that’s beginning to change.

“That ability to deliver real-time, custom, underwritten rates through an API connection—or even via Beam’s own tools for small groups—it’s huge, it’s an underserved market,” Thompson said. “The ability to provide really sharp rates to small groups, in a way that the large group space has benefited from in the past, is a unique opportunity for our industry.”

Like Beam, Principal has designed its digital strategy to win business down market and bring modern technology to small businesses.

“Our bread and butter is in the small group space,” Weiford said. “We’re constantly having conversations with the intermediaries who are adopting these platforms, looking at what is and isn’t working, so we can be agile in trying to make things work for them and for Principal.”

4. Getting started requires gaining organizational alignment.

Custom underwriting is seen by many carrier reps as a differentiator. So, internally, how do carrier executives get buy-in and explain the value of 3rd-party quoting?

“Distribution via 3rd-party platforms is only going to get more eyeballs to your products,” Thompson said. “And that hopefully means more RFP conversions for your team. The way we position it internally, is if a broker is going to go through a platform, we will still associate a rep to those opportunities. Oftentimes, there’s still consultation that needs to happen, from the rep to the broker, to ensure the broker is positioning the product appropriately. We still plug our reps into that flow.”

Carriers, Weiford explained, can alleviate concerns among their reps by including them in conversations about third-party quoting, explaining that it will lead to more opportunities, and showing them detailed reporting. But, it might take time for total organizational buy-in.

“Adoption isn’t always there at first,” Weiford said. “When reps start seeing that they can get additional swings, then it starts getting a little bit more palpable. And then you start showing them reports, ‘hey, here’s 100 new opportunities, go win that business by working with the broker.’ Platforms are not the enemy—you’re working alongside them.”

5. The right strategy and partnerships can mitigate scalability concerns.

For third-party platforms that have ancillary quoting functionality, scaling up can be challenging. Platforms want to offer brokers lots of carriers and products, but doing so requires partnership discussions, relationship management, and technical integrations.

“We tend to be carrier-agnostic, as we want to offer a large marketplace to our brokers,” McLendon said. “But constantly vetting and integrating with carriers can take time away from our development team. We look for the carriers that are willing to adopt early — from our experience, those are the opportunities where we can grow together.”

Ideon, McLendon explained, has helped MyHealthily solve the scalability problem.

“Working with partners like Ideon, a middleware so to speak, is nice because it allows us to integrate with more carriers more quickly. That way we can take on other projects.”

For carriers, the value of working with Ideon is similar. It enables them to integrate with numerous downstream quoting platforms without building direct integrations to each system.

To watch the full webinar recording, click here. To learn more about how Ideon helps carriers and platforms grow in the ancillary quoting space, contact us and we’ll be in touch.

Ideon Insights: Beam’s Elek Pew talks distribution strategy as a tech-focused carrier

Posted on by Ideon

Welcome to the second episode of Ideon Insights, our monthly interview series featuring thought leaders and innovators driving the benefits industry forward. In this episode, we had the pleasure of speaking with Elek Pew, Head of Digital Partnerships at Beam Benefits, an ancillary benefits provider known for its innovation and digital-first approach.

In this Q&A, Elek provides insights into the evolution of the benefits technology ecosystem and the unique advantages that come with being a digitally native carrier. He also delves into how Ideon complements and enhances Beam’s digital distribution strategy, enabling seamless integration and collaboration within the industry.

For Elek’s complete thoughts on digital distribution, partnership strategy, and more, watch the video here.

Below we’ve highlighted six key moments from the conversation.

 

IDEON: How has the transformation of benefits technology informed your distribution strategy?

ELEK PEW: Technology is really at the forefront of everything today. Efficiency is king, especially in the small group market. We see that brokers care most about being really quick and efficient, so we pride ourselves on meeting those distributors where they are — whether that’s XYZ quoting or enrollment platform, or Beam’s own digital tools.

If they use a third-party system to quote business, we’ll find a way to integrate with that platform whether it’s through Ideon or directly. We’ll meet them where they are.

 

The benefits ecosystem is getting more complex. How do you choose the right partners?

There are a few things we think about when it comes to partnership strategy.

    • Do we potentially have access into a limited marketplace, where Beam is one of three or four benefits providers? 
    • What does the partner’s technology stack look like in terms of their ability to integrate? If a new partner comes to us and says, “we’re already integrated to Ideon” — that’s great for us. We know there’s not a ton of work to activate that new partner, compared to a net-new direct connection.
    • How do they think about API connectivity? Are we living in a file-based world? We’ll meet people where they are, but that’s definitely something we think about.
    • Are they willing to offer all of our product lines? Beam was historically a dental-first company, but now we’re focused on Beam as an ancillary benefits provider.

 

How does Ideon fit into your distribution strategy?

We definitely see the value in the partnership with Ideon from a middleware standpoint. As Beam has transitioned from Beam Dental to Beam Benefits — bringing on voluntary life, accident, hospital, and critical illness — our ability to turn those products on through one connection to multiple players in the ecosystem is game-changing. It’s a powerful thing that we want to continue to invest in.

We’ll connect to third-party platforms directly if that’s their preferred method, but we’ll meet folks where they are. Some will say, “we want to connect through Ideon,” and we’re more than happy to make that happen. It makes our jobs a lot easier knowing we have a trusted player in the middle, ensuring that our data is presented accurately and the data Beam gets back is in top fashion.

 

What are the advantages of being a newer, tech-focused benefits carrier?

Beam is well positioned in the market because, at our core, we’re a digitally native company. The idea of exposing our core functionality—enrollment, admin, quoting, etc.— and embedding our products into the benefits ecosystem really is inherent in how Beam has built core capabilities.

We’re able to go to market really quickly with new platform integrations because we’ve built our systems with the concept of exposability in mind. Now that the market is moving to third-party platforms, we’re well positioned to be able to connect and meet distributors where they are in the marketplace.

 

Why are rating APIs valuable for Beam and brokers?

Without a rating API, rates could only change once per quarter and it didn’t allow for customization — rates were prepackaged.

With a rating API like the one we’re building with Ideon, we’re able to take in real-time census information and generate a rate based on that specific employee population. We’re able to arrive at much sharper rates because we have more information about the group. It also enables our back office operations to be more efficient because we receive information about the group from that initial employee census.

With an API, we know it will only return rates and plans where Beam will 100% be able to offer the plan — rates are always bindable.

 

What’s a benefits technology trend you’re excited about over the next few years?

Instantaneous policy issuance — Beam is moving there, and I think the benefits industry overall will move that way, following in the footsteps of the P&C space. The group installation process is still painfully manual today.

The industry has made a lot of progress in terms of carriers accepting enrollment information from platforms and loading it into carrier systems, and we’re seeing instantaneous quoting making its way to the market with rating APIs. The next step is to bridge the gap between the two — take a quoted product, win it, turn it into a bindable policy, then have it ready for employees to enroll in coverage. That experience — quote to bind to enroll — we’re now seeing the foundation that will allow us to get there.

Stay tuned for new episodes of Ideon Insights each month. Subscribe to our newsletter below to stay in-the-know about Ideon and receive our latest content directly to your inbox.

Meet Brix — Now part of the Ideon ecosystem

Posted on by Ideon

At Ideon, we’re regularly expanding our network of carriers and technology platforms, from industry leaders with 100+ years of history to startups at the forefront of health and benefits innovation. We’re proud to introduce a new addition to the Ideon ecosystem: Brix, a group life insurance carrier offering affordable plans to small businesses.

In this video, John Flueckiger, Brix’s founder and CEO, shares the origin story of Brix, insights on their digital strategy, and how working with Ideon enables third-party platforms to quote Brix’s plans.

Here are three key takeaways from the video:

  • Brix offers an easy and inexpensive way for small businesses to provide life insurance coverage to their employees.
  • Through partnerships with other insurance providers, Brix offers employees the opportunity to enroll in additional life insurance coverage tailored to their individual needs.
  • Brix leverages technology and agile distribution to provide a seamless digital process for brokers and employers. And, by leveraging Ideon, Brix gains representation on some of the leading third-party quoting platforms for group benefits brokers.

To learn more about Brix, check out the video and visit Brix.co. Platforms interested in quoting Brix products via Ideon’s API can contact us, here.

Shop-by-doc is now ‘must-have’ for leading InsurTech platforms

Posted on by Ideon

HMO or PPO? Copay vs. coinsurance? What’s the cost-sharing structure for out-of-network specialist visits, mental health services, and home health care? Shopping for a health insurance plan is a notoriously painful process — whether you’re seeking individual coverage, choosing between plans offered by your employer, or examining your Medicare Advantage options, it’s often difficult to identify the plan that best matches your specific requirements. And it’s certainly not getting any easier: more carriers are offering more plans than ever before.

Like modern shopping experiences in other industries, the bulk of health plan selection now occurs online, via digital health insurance exchanges of both the public and private variety. For these digital platforms, used by consumers, seniors, brokers, and businesses alike, it’s critical to deliver intuitive, data-driven user experiences that provide full transparency into the rates, cost-sharing, subsidy estimates, and other features of all available health plans. However, a robust plan library, side-by-side plan comparison, and a modern quoting interface are insufficient to meet the needs of today’s users.

Shop-By-Doctor: provider-centric plan selection

To many consumers, there is no more significant determinant than whether a plan offers in-network coverage of their preferred providers, hospitals, and facilities. This has become even more important in recent years, as out-of-pocket maximums have increased and high-deductible plans have gained prevalence. To avoid the potentially high cost of out-of-network care, most consumers begin their plan shopping process with one question: “Which plans cover my family’s doctors and our local hospitals?”

Multi-carrier digital platforms have made answering this question far simpler than when paper SBCs and carrier-specific portals ruled the plan selection and enrollment landscape. Today, many multi-carrier exchanges and state-based marketplaces have integrated shop-by-doc functionality — the ability to filter available plans to show only the options that cover users’ preferred doctors and providers — into the plan shopping process.

Offering shop-by-doc has material benefits. Consumers avoid out-of-network fees and purchase a plan based on what’s actually important to them. Ideon, currently powering shop-by-doc functionality on several leading private marketplaces and state-based exchanges, has found that about 70% of consumers shopping for health plans will add their providers as a search criterion. For health insurance platforms, shop-by-doc is no longer an optional feature — it’s an essential component of a modern, integrated, fully-digital plan shopping experience.

Integrating shop-by-doc functionality into the shopping experience

Despite shop-by-doc’s obvious benefits, there remain some holdouts among consumer and broker-facing platforms. Adding this functionality was, traditionally, a near-impossible endeavor. The industry lacked a centralized, standardized source of provider-network data from which platforms could power provider-centric plan shopping features. Acquiring this information, in a usable format, from hundreds of health insurance carriers was beyond their operational and resource constraints.

But that technical barrier no longer exists. Ideon has transformed shop-by-doc into a simple addition to any existing platform, by building APIs that enable platforms with quoting functionality to integrate shop-by-doc into their system, without acquiring and maintaining the underlying provider-network data. These APIs are a bridge to better user experiences, and, ultimately, better-informed health and financial decisions and a smoother enrollment process for all.

If you’re interested in delivering shop-by-doc functionality to your platform’s users, reach out to learn how Ideon’s data solutions enable tech companies to build robust decision support experiences.

Benelinx’s Story: Using Ideon to seamlessly provide brokers with data from multiple carriers

Posted on by Ideon

“Ideon cleans up the big mess the industry has built”

With the agency management software Benelinx, employee benefits brokers access health insurance quotes from multiple carriers in a flash. The company was started by Rachel Zeman, who formerly ran a brokerage and was frustrated with the redundancies and errors that were par for the course in the space.

In contrast to the traditional, broken model, brokers using Benelinx’s quoting engine have to enter a client’s parameters just once to quote and compare medical plans from numerous carriers.

Backstage, Ideon’s APIs quietly power Benelinx’s quoting tool through seamless data exchange. (We’re the strong, silent type.)

Benelinx

Helping agencies compete nationwide.

  • The Benelinx system, with data from Ideon, allows brokers to get accurate health insurance quotes from multiple carriers, saving hours on every proposal.
  • Ideon makes it easy for Benelinx to expand into new states and offer additional products without the need to negotiate with and connect to additional carriers.

Background

Rachel Zeman built RiteHealth Solutions into a thriving benefits brokerage based in Boulder, Colorado In 2019, she sold that company and started Benelinx to offer other brokers access to the customized software platform she had built for her own firm. Benelinx relies on Ideon to make it easier for brokers to provide quotes that compare rates from multiple carriers.

Q&A

Tell us more about why you started Benelinx
When I ran a brokerage we had become increasingly frustrated with the industry’s archaic systems, which are littered with redundancies and errors that don’t make sense in the modern world. We’d ask, “Why do we have to enter the same client information five times into five different systems?” And there was never a good answer. So we decided to streamline the process and built applications on the Salesforce platform. I knew this was something the market needed and it wasn’t available.

What problems do brokers face getting quotes for health insurance?
Most agencies are still running their entire business on Excel spreadsheets. If they want to make a proposal for clients, they have to go to the websites of four, five, six carriers, and upload the employee census to each, then download a quote. Then they have to compare them because every carrier’s rates and requirements are different. The only practical alternative they had was to work with a general agent that had relationships with multiple carriers, but as brokers get larger they often want to bring more in-house.

How does Benelinx make that easier?
The broker just enters the parameters for a particular client and uploads the census one time. Then all we have to do is ping Ideon, and we get back everything that is available to the client based on each carrier’s underwriting requirements. Every time we demo the quote function to a broker they are blown away.

Why did you decide to use Ideon to power your quoting engine?
The only other option would be to go to all of the carriers directly. It would have been very painful. When we started, we tried to get carriers to give us their rates electronically, and most wouldn’t give us the time of day. If they did agree, the data they sent would have to be cleaned, verified, and put into a standard format. Every carrier uses its own system and way of transferring data. Ideon cleans up the big mess the industry has built.

Can you describe the experience of integrating Ideon into your system?
My developers would say they have had nothing but amazing support, starting when we were integrating Ideon into our system. The customer service was great, and all their technology was up-to-date.

What’s the biggest advantage of working with Ideon?
Ideon has made it easy for us to grow. They are adding new products, like level funded plans. That’s something our clients have been asking for so now we can plug it into our system. It’s so simple. We’ve also been able to expand nationally. If we didn’t have Ideon we would have to go state by state and convince every carrier to give us rates. I can’t fathom what that would look like.

How does your story fit into the broader industry picture?
Our industry is in the middle of a huge consolidation, and that makes it difficult for many brokers. There is nothing more important than maintaining boutique brokers that can help smaller-size businesses make complicated and expensive decisions about healthcare. Ideon is helping us offer a very affordable solution that lets brokers of all sizes compete.