Case Study > Driving membership up by 40%, while bringing cost down


A national health insurance organization was determined to find an outsourced partner who could balance costs while increasing sales. Their search was over once they found HPOne.


A national health insurance company was experiencing disappointing sales conversions with their outsourced vendor. They were looking to reduce overall costs while managing higher call volumes during the sales and enrollment process.


HPOne designed a complete solution to address all of the clients concerns. The telesales program comprised three, interconnected activities to improve sales and operational costs.

  • 1. Scalable Sales Centers

    Our national reach and multisite facilities throughout the U.S. enabled us to staff consistently on demand during peak hours, while remaining available during service level surges.

  • 2. Experienced Agents

    Highly experienced licensed insurance sales agents were trained explicitly on the client’s program, not only in the areas of product, but also the unique prospect needs using a consultative communications strategy to identify viable plan options and enrollment procedures.

  • 3. Performance Marketing

    To better meet our client’s needs, we designed a performance-based model that tied cost to enrollments per agent. This allowed the client to only pay according to overall sales outcomes, not hourly structures.


The results were immediate. HPOne generated a conversion rate over 40% above the client’s previous vendor. We also reduced the cost per member acquisition by nearly 15%.