2023年5月30日至6月1日，亚洲地区最大的保险科技活动ITC Asia 2023于新加坡金沙会展中心正式召开，全球科技企业家、投资者和保险业从业者云集于此，共同交流学习机会。

 

 

谱蓝云联合创始人、CMO陶杰鹏（Griffin）登台做主题演讲，展示谱蓝如何集成人工智能技术推动保险业务，激发中国的在线保险市场。

谱蓝云独特的视角和前瞻性的策略不仅掀起了国内市场的变革风潮，更是为整个亚太区保险行业带来了全新的思想和方法，引起了极大关注。

谱蓝云将有效推动全球保险行业数字化进程，全面优化商业效率。我们期待与全球生态合作伙伴，共同打造一个更加繁荣、稳健和可持续的金融生态。

以下为演讲全文。

 

微信生态对中国保险行业至关重要

我叫Griffin，是谱蓝中国的联合创始人之一。早在2015年，我和我的合作伙伴就察觉到社交媒体正处于上升发展趋势，我们必须把握机会。于是我们开始将Martech工具纳入我们的商业战略，并激发了中国的在线保险，尤其是长期产品领域的市场。

 

为了充分掌握Martech的深远影响，了解当前中国市场的现状至关重要。

 

众所周知，我们现在生活在社交媒体时代。在当今的中国媒体市场上，以微信、公众号、企业微信和小程序为核心组成部分的腾讯生态系统占据了主导地位。就连埃隆·马斯克本人也曾在微信上发表了令人印象深刻的评论，充分证实了它的影响力和价值。

 

因此，谱蓝做出了一项战略决定：充分利用腾讯卓越的主导地位，与微信生态系统展开密切合作。

 

 

谱蓝云SCRM专注精准高效营销

现在，让我们回到保险业。我相信大家对这个行业的基本知识已经了然于胸，甚至有些人的图表比我做得更出色。在保险行业里，我们都认同一个观点——满足客户和代理商的核心需求是取得成功的关键。

作为一个企业，谱蓝致力于采取积极主动的方法，在适当的时机提供适当水平的援助，推动业务不断向前。为了实现这一目标，谱蓝不断实现技术创新，用AI因果算法推动数字化进程，促进精准营销。

 

接下来，让我们来看看谱蓝创新技术体系的前景，该体系由三个主要组成部分。

 

首先是谱蓝云SCRM。这是一个强大的工具，可以通过腾讯的微信平台直接连接和影响客户，让客户的接触和联系变得更加便捷。

 

其次，我们推出了谱蓝Pro。它是一个符合CFP标准的财务规划平台，其准确可靠的财务规划服务已处于业内领先地位。

 

最后，我们还拥有谱蓝云人工智能实验室。该实验室拥有先进的因果算法引擎，采用最新科技对数据进行分析并提供深度见解。

 

让我们一起深入了解谱蓝云SCRM，即社交媒体客户关系管理系统。这个名字可能让人误以为它只是一个管理工具，但事实上它专注于精准营销。

 

正如之前所提到的，微信在中国社交媒体领域占据主导地位，这就是为什么我们做出了围绕这个强大的平台来构建SCRM系统的战略决定。随着微信的企业通信应用企业微信的推出，企业可以直接向用户提供个性化的营销信息。

 

事实上，超过60%的微信用户连接到企业微信，这意味着我们拥有超过7亿潜在客户的庞大受众。通过1000多个API和第三方SCRM系统集成，企业现在可以更有效地向目标受众提供有针对性的个性化营销信息，与目标受众产生共鸣。

 

现在，让我们一起领略一下SCRM系统的魅力。

谱蓝Pro集成SCRM系统

运用因果算法正确决策

 

你可以在我的企业微信账号上看到，我有两种类型的联系人——同事和客户。如果我选中一个客户端，例如微信端，你会注意到屏幕左侧提供了基本聊天功能，右侧则提供了集成的SCRM功能，这些功能可以帮助顾问提高销售效率。

 

在这里，我们有与客户接触的所有详细信息，包括基本配置文件、沟通历史、计划状态和联系方式。这有助于顾问快速回想客户的状态、担忧等情况。

在产品档案模块中，顾问只需点击一下，就可以快速轻松地将产品发送给客户。

 

比较模块可以在几秒钟内生成比较结果，并一键发送到客户端。

 

此外，我们的系统还包含一个优化的话术存档，可以帮助顾问回答常见的客户问题和担忧。如果不确定该如何回答，只需查看备忘单即可解决。

 

如果出于任何原因，顾问仍然不确定如何回答客户，可以随时与我们的GPT聊天以获得额外的帮助。比如，我们可以问GPT：为什么需要重症保险？

 

我们的SCRM系统拥有强大的功能，旨在帮助顾问更加有效地进行销售。其中，最重要的价值在于能够在正确的时机，对正确的客户发起精确的营销活动。

 

从截图中看到，我们可以创建一个营销活动任务，通过与广泛的数据库交叉引用，筛选出目标客户，并通过加载各种内容来创建一个任务。一旦完成，所有连接到目标客户的员工都会收到任务通知，只需点击一个按钮，即可将内容直接发送到目标客户端的微信。

 

这样，我们就可以在不打扰他人的情况下，准确地瞄准合适的客户，确保营销策略的规划和执行。最重要的是，我们可以实时跟踪结果，进一步调整和完善销售方法。

 

我们的SCRM系统提供了很多支持业务实践的功能。如果时间允许，可以继续了解我们的谱蓝Pro CFP财务规划平台。

 

我们已经将谱蓝Pro与SCRM系统集成在一起，一旦顾问通过SCRM访问谱蓝Pro平台，它就会自动连接至客户的投资组合账户。在此基础上，顾问可以进行CFP标准流程，包括收集数据、分析财务需求、制定保护计划、教育基金计划、退休基金计划和资产管理计划。

 

我们甚至将谱蓝创始人的金融IP视频内容嵌入到平台中，帮助客户更好地理解家庭财务计划的概念，同时也有助于顾问更好地解决规划过程中的关键信任问题和概念问题。

 

一旦我们收集了所有必要的数据，系统将自动计算家庭的经济责任，换句话说，保险范围，并生成三个不同的产品选择和分配方案。所有规划提案都是在30秒内创建的，确保顾问可以为客户提供合适的建议。

 

谱蓝Pro CFP财务规划平台的优势在于，它将客户放在首位，并遵循CFP标准，根据客户的个人需求和目标提供合适的建议。

 

接下来我将展示谱蓝Pro平台的移动界面。我们创建了一个在线聊天室，客户和顾问可以在这里虚拟会面，详细讨论他们的财务规划需求。值得一提的是，这个聊天室是一个微信小程序，客户的交互行为会记录到数据库中，以满足进一步的业务需求和完善销售方式。

 

此外，聊天室随开随关，为客户和顾问提供了最大的灵活性和便利。

 

在谱蓝Pro和SCRM系统中，我们运用一种独特的数据挖掘方法——因果算法，对每个客户收集了大量有价值的数据，从这些数据中提取更多有价值的信息。

 

因果算法曾获得2021年诺贝尔经济学奖，被认为是科技领域的摇滚明星。它的一个独特之处是能够处理厚数据，而不是宽数据或大数据。大多数传统的数据挖掘方法都依赖于具有协作算法的大数据，但作为一家初创公司，我们没有数百万用户的数据，但我们拥有每个用户的深入数据，这正是因果算法的亮点所在。

 

因果算法的方法产生了有意义的结果，并帮助我们做出正确的商业决策。

 

运行该算法需要大量的算力，需要一些时间。我在实验室环境中录制了一个小演示任务，大家可以看到它是如何工作的。

 

在这么短的时间内，我向在座各位展示了PLAN如何集成不同的技术——谱蓝云SCRM、谱蓝Pro、谱蓝Causal Engine来推动保险业务高效运转。谱蓝始终走在利用技术改善保险业务实践方面的前列，在我们继续探索和实施尖端人工智能技术的过程中，我很期待看到人工智能的道路将引领我们走向何方。

 

感谢大家。

 

 

英文原稿

 

My name is Griffin and I'm one of the co-founders of PLAN China. Back in 2015, my partners and I noticed a growing trend in social media that we just had to jump on board with. That's when we started incorporating Martech tools into our business strategy and disrupted the online insurance market in China - particularly in the long-term product space!

 

In order to fully grasp the profound impact our Martech , it's important to have a solid understanding of the current Chinese market landscape. 

 

As we all know, we're currently living in the age of social media.In today’s China media market, Tencent, whose ecosystem is built around several key components including WeChat, Official accounts, Wecom, and mini apps, had dominated the social communication sector. In fact, even Elon Musk himself has commented on Wechat impressive capabilities!

PLAN made a strategic decision to work closely with Tencent's WeChat ecosystem in order to leverage its powerful dominance.

 

Now, let's get back to the insurance business - I'm sure all of you are familiar with the basics of the industry, and many of you could probably draw a better diagram than I can! But at its core, I think we can all agree that the key to success lies in addressing the core needs of our clients and agents.

 

As an organization, PLAN is committed to taking a proactive approach towards offering the right level of assistance at the right time, to drive the processing go forward. Our innovative technology is a key component in achieves this goal.

 

So, let's take a look at the landscape of our innovative technology system. There are three major components.

 

First up is PLANSCRM, a powerful tool that connects and influences clients directly through WeChat platform. Reach and connect must be the first key point.

 

Next up, we have PLAN Pro - a CFP standard financial planning platform that is leading the way in terms of offering accurate and reliable financial planning services.

 

Finally, we have our PLAN AI Lab - a cutting-edge causal algorithm engine that utilizes the latest techniques and technologies to analyze data and provide insights .

Let's take a closer look at our PLANSCRM, known as the social media customer relationship management system. While the name may suggest a focus on management, the reality is that this tool is all about precision marketing.

 

As I mentioned earlier, WeChat dominates the Chinese social media landscape - which is why we made a strategic decision to build our SCRM system around Wechat ecosystem. And with the launch of WeCom, WeChat's corporate version, organizations now have even greater capabilities when it comes to delivering targeted marketing messages directly to users.

 

In fact, over 60% of WeChat users are connected to WeCom - which equates to a massive audience of over 700 million potential clients. And with over 1,000 APIs and 3rd party SCRM system integration, organizations now have an even greater ability to deliver targeted, personalized marketing messages that resonate with their target audience.

 

Now, let me give you a demonstration of our powerful SCRM system in action.

 

As you can see here on my WeCom account, I have two types of contacts - colleagues and clients. If we select a client, like me, on the WeChat side, you'll notice that the left side of the screen provides access to basic chat functions. But on the right side, that's where you'll see the integrated SCRM functions that are designed to help our consultants be even more effective when it comes to selling.

 

Here, we have all the detail information on the client, including basic profiles, communication history, planning status, and contact landscape. This helps the consultants quickly recall clients status, concerns etc.

 

There's also a product archive where our consultants can quickly and easily send products to clients with just one click.

 

This products comparison module can produce the comparison result in seconds, also can sent the result to the client by one click.

 

Additionally, our system includes an optimized script archive that helps our consultants respond to common client questions and concerns. Don’t know how to answer, there is a cheat sheet, just look it up.

 

For somehow of reason they're still not sure how to respond, they can always chat with our GPT for additional assistance. Let’s ask GPT a question. Why critical illness insurance needed?

All of these powerful features are designed to help our consultants be even more effective when it comes to selling.

 

Actually the most significant values that our SCRM contributes is the ability to launch precision marketing campaigns that target the right clients at the right time.

 

As you can see from this screenshot of the admin account, we can create a marketing event task that first screens out the target clients by cross-referencing with our extensive database. Then, we can load in various contents to create a task. And once that's done, all employees who are connected to the targeted clients will receive a task notification, just click one button, send the contents directly to the targeted client's WeChat.

 

This way, we can precisely target the right clients without disturbing others and ensure that our marketing strategy is carefully planned and executed. And best of all, we can keep track of the results in real-time, allowing us to make adjustments and further refine our approach over time.

 

While there are many other functions that our SCRM system can help support our business practices, given the time, let's move on to our PLAN Pro, the CFP financial planning platform.

 

Of course - we have integrated our PLAN Pro with our SCRM system.

 

Once a consultant accesses the PLAN Pro platform through the SCRM, it automatically links up with the client's portfolio account. From there, the consultant can go through the CFP standard process - gathering data, analyzing financial needs, creating protection plans, education fund plans, retirement fund plans, and asset management plans.

 

To help clients better understand the family financial planning concept, we've even embedded video content from our founder, a famous financial IP. This helps us to better solve critical issues of trust and concept understanding during the planning process. Our CEO is the biggest MDRT star, and his knowledge and experience were put in good used.

 

Once we've gathered all the necessary data, the system will automatically calculate the family's financial responsibility, in another word, coverage - and then generate three different proposals with product selection and allocation. All these proposals are created within 30 seconds. By do so, we are ensuring that our consultants provide suitable recommendations to their clients.

 

The beauty of our planning system is that it puts the client first and follows the CFP standard, providing unbiased recommendations that are based on the client's needs and goals.

That is great, right? It gets better, let's take a look at our mobile interface for the PLAN Pro platform. As you can see from this slide, we've created an online chat room where clients and consultants can virtually meet and discuss their financial planning needs in detail.What's really important to know is that this chat room is a WeChat mini app, no installation needed. Within this mmin app the entire processing will be recorded and the client's actions will be tracked and fed back into our database for further business needs.

 

This means that we can keep a detailed record of every interaction and use that information to further refine our approach over time. And since the chat room is all mobile-based, it allows for maximum flexibility and convenience for both clients and consultants.

As you can see with PLAN Pro and SCRM systems, we have collected a lot of valuable data on each individual client. And we use a unique method of data mining called the causal algorithm to extract even more insights from that data.

 

The causal algorithm was the winner of Nobel Prize in 2021 and is considered a rockstar in the tech field. One of its unique features is that it works on thick data rather than wide data or big data. Most traditional data mining methods rely on big data with collaborative algorithms, but as a start-up company, we don't have millions of users to feed into those algorithms. However, we do have in-depth data on each individual user, which is where the causal algorithm really shines.

Not only that, but the methodology of the causal algorithm produces outcomes that make sense that can help us make the right business decisions.

While running the algorithm does require a lot of computing power and can take some time, I have recorded a little demo task in the lab environment to show you how it works.

In such a brief time, I demonstrated and show you the PLANSCRM, PLAN Pro, Plan Causal Engine and how we integrated to drive our insurance business. PLAN is at the forefront of leveraging technology to improve the insurance business practices, and I'm excited to see where this path leads us as we continue to explore and implement cutting-edge technology such as more AIs.

Thank you for listening.