Meet the Seynators - Sales team - Architects of tailor-made partnerships

After our discussions last year with Nabil Seddiki (Pricing & Acquisition Manager) and Anne-Céline Pesneaud (Customer Success Manager), today we're meeting the rest of the sales team!

So here we are, in full force, with Thibault Laurent (Project Manager) and our 3 Client Executives (Emna Mhedhebi, Amanda Crozet and Emmanuel Robert), who will be sharing their day-to-day working methods with us.

This team are the real orchestrators of the commercial relationship, supporting our partner brokers from the first idea to the actual launch of their tailor-made insurance products, with a clear objective: to be the most efficient insurer for our brokers.

Dynamic, responsive and experienced... The Sales team cultivates good humour on a daily basis while maintaining a high level of professional standards to best support the growth ambitions of its broker partners.

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If a broker were to tell how your team helped him, what would he say?

Amanda (Client Executive): Let's take ticketing as an example: we've been working with broker Phenomen to develop a complete vertical from scratch. We co-created this product with them several years ago, and since then it's been a huge success, with more and more portfolios being launched. They regularly iterate on the product, conditions and rates to adapt to the market and our varied distributors. It's a real partnership of co-creation on a daily basis.

Emmanuel (Client Executive): What always stands out is our responsiveness in identifying needs. We quickly organise meetings to understand their expectations, and we're transparent about what we can and can't do. This transparency enables them to navigate effectively with their distributors, because they have clear information and can therefore communicate better.

Thibault (Project Manager): Our strength lies in the creation of dedicated teams for each project. We are able to put all the experts - actuaries, legal experts, auditors - onboard so that they can respond directly and share information. Everyone can challenge the product, the price, the management and the strategy from the perspective of their own expertise, which means they can constantly improve their proposals.

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What challenges do you face on a daily basis?

Amanda (Client Executive): We need to create enough pipeline to support the expected growth, while selecting projects well enough to maximise our success rate. It's a delicate balance: if we select too much at the outset, we put ourselves at risk of achieving our objectives. If we don't select enough, the team can't stay focused on the deals that will deliver value.

Emmanuel (Client Executive): The main challenge is the time-scale difference between our ability to act, which is very fast and very iterative, and the constraints of distributors or brokers. Implementation times are often longer than they had estimated. The idea is to keep the broker on track so that the product is actually launched, because not all projects go into production at the end.

Emna (Client Executive): You have to get everyone aligned so that the product launches successfully. Internally, you have to make sure that the right skills and the right teams are available when you need them. And externally, aligning the interests of players with whom we don't necessarily have direct discussions, such as distributors. This requires a considerable investment of time to keep everyone aligned.

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In a few words, what is Seyna's added value?

Amanda (Client Executive): Seyna focuses exclusively on brokers and supports them by co-creating bespoke products with them to meet their challenges and support their strategy. We've set up a whole process to support them quickly and effectively, whether at the project launch stage or once they're in the development phase.

Thibault (Project Manager): What makes us different is that we support our brokers by creating tailor-made white-label insurance projects, with a strong promise: it's possible to do things quickly and meet insurance deadlines, without compromising on quality. We also adapt a lot to the timeframes of our partners' businesses.

Emna (Client Executive): We make life easier for brokers. Our mission is to be the most efficient insurer for them and to enable them to launch programmes quickly, with technical support and expertise to ensure that these programmes are profitable for all stakeholders: insurers, brokers and reinsurers.

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How does your team work together effectively?

Amanda (Client Executive): We work in pairs. The commercial side is made up of Client Executive/Project Manager pairs, and that works very well because we complement each other: one who is very business-oriented and the other who concentrates on the project aspect.  There's a good exchange of information between us, which is essential if we're to perform well.

Emmanuel (Client Executive): At Seyna, what's very rewarding for the broker and very effective in optimising Time To Market is that the brokers have direct access to the business experts. In our support process, we introduce the team directly to the broker right from the start. There's no bottleneck where everything goes through one person. Brokers know that they have direct access to the underwriting and legal teams, which means they can better explain their constraints and the ins and outs of their products.

Thibault (Project Manager): My role is to put oil in all the wheels. There are a lot of boxes to tick for a launch, and the fact that there's someone harmonising all the stakeholders is appreciated by our brokers.

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How does this affect your sales effectiveness?

Amanda (Client Executive): The first thing that comes to mind is the speed with which we qualify our deals. We have 2 Qualification Boards a week. This means we can get back to brokers very quickly and meet their launch deadlines.

Emmanuel (Client Executive): We have team meetings every Monday, sometimes just between CEs, sometimes with all the teams including pricing and CSM. We try to have lunches every month, and one off-site meeting per quarter. This regularity allows us to maintain alignment and share best practice."

Thibault (Project Manager): Once the products have been launched, we rely on the CSMs, who are up to date with everything and monitor the programmes directly. In the steering committees with the brokers, our role is to show that Seyna remains motivated to support the customer, while creating openings for new opportunities.

Emna (Client Executive): We also take advantage of trade fairs and trips where the whole team usually travels. It's a great way of exchanging ideas and maintaining relationships, and after all, extra-professional moments are part of the job - that's when you build special relationships.

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What do you enjoy most about your job?

Amanda (Client Executive): The variety of verticals is very interesting, from ticketing to car affinity to animal health, they all have their own particularities. I've learnt a lot about healthcare, for example, whereas my previous experience was in affinity. The intellectual gymnastics involved in moving from one dossier to another is extremely stimulating. On the Sales side, it also enables us to work with different types of brokers (generalists, specialists, wholesalers) on all their needs, rather than compartmentalising the relationship.

Emmanuel (Client Executive): What I appreciate most is that we always have something new to offer our brokers. We're evolving much faster than the competition, so every six months we can call our brokers with new technological features, innovative guarantees and new ways of approaching deals.

Thibault (Project Manager): The steering committees are a special time. The brokers are delighted with these regular meetings, and for us it's an opportunity to dig deeper into satisfaction and identify new opportunities. They give us lots of explanations about their vision of the market, which gives us a better understanding of their business and what's at stake.

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What does the future hold for the Sales team?

Amanda (Client Executive): We want to continue to develop our partnership approach over the long term. The aim is to create strong relationships and to be sufficiently deeply rooted in our brokers' organisations to identify opportunities and anticipate risks. It's really a strategy of long-term relationships and support.

Thibault (Project Manager): Our ambition is to continue to optimise our processes, while maintaining the proximity and responsiveness that set us apart. We want our brokers to continue to see us as genuine business partners, not just an insurer.

Emna (Client Executive): We want to maintain our capacity for innovation and our responsiveness. Seyna is constantly evolving, never settling for a single step. Everything is in motion and that pushes us to surpass ourselves to continue to bring value to our partners.

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