How Generali Česká Distribuce Unified B2B Client Care

Generali Česká Distribuce was looking for a way to unify and streamline its sales team’s work and take B2B client care to the next level. Together with BizMachine, they built a system that gives advisors a complete overview of companies directly inside their internal CRM.

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About the Company

Generali Česká Distribuce, the advisory network of Generali Czech Insurance, is one of its internal distribution channels. It places strong emphasis on quality service and long-term client relationships – which is why it sought a way to take B2B client care to the next level.

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The Challenge

What Did Advisors’ Work Look Like Before?

Preparing for meetings, especially with potential clients, was time-consuming. Gathering information from multiple public sources, summarizing and sorting it, was complicated. Existing clients could also forget to inform their insurance advisor about changes in their company, and the need to update insurance contracts as a result only came up during a meeting. It didn't happen often, but it stillmakes sense to minimize that risk.

For acquiring new clients, advisors relied on various paid services that didn’t deliver the level of comfort they needed.

Generali Česká Distribuce set three main goals:

1. Improve service for existing clients – stay on top of changes at client companies that affect the scope of insurance coverage.
2. Automate the search for new business opportunities – make new client acquisition more efficient.
3. Maximize client insurance coverage – introduce a sophisticated tool for identifying insurance needs as a basis for needs analysis.

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The Solution

The key was connecting the BizMachine Prospector company database to the internal CRM and giving SME advisors direct access. The change delivered benefits for both managers and advisors.

Managers: From Distributing Lists to Developing the Team

In the first phase, only group managers had access to Prospector. They generated prospect lists and manually passed them on to advisors. Administrative work consumed time that could have been spent leading and developing the team. Gradually, Prospector access was extended to advisors as well.

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Advisors: Direct Access to Data

Advisors previously had no access to detailed company data in Prospector. Now every salesperson has everything in one place – directly in the CRM they use every day. For every business entity in the Czech Republic, they have a detailed overview including an insurance potential assessment.

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Insurance Potential Indicator

For every company on the market, advisors have access to an insurance potential assessment – an indicator designed specifically for the need of Generali Česká Distribuce. It streamlines meeting preparation and serves as a basis for needs analysis. All information from the indicator still needs to be verified with the client during the meeting itself.

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Signals Enriched with Context

BizMachine, in collaboration with Generali Česká Distribuce, built a custom system of business signals that automatically flow into the company CRM.

BizMachine sends advisors two types of signals:

• Client signals – changes at existing portfolio clients
• Market signals – new market opportunities for acquisition

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For me, this is a significant improvement in quality and speed. Advisors always gathered information about clients, but thanks to the Prospector integration, access to information is now fast and simple. We have taken our service for advisors to a completely different level.

Vratislav ŽáčekBusiness Coordination ManagerGenerali Czech Insurance

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Why BizMachine?

Generali Czech Insurance compared various solutions on the market. The deciding factor was BizMachine’s ability to adapt the system to the specific needs of an insurance company.

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One of the key criteria for selecting a vendor was the willingness to respond quickly to the insurance company's requirements and adapt the system to the specifics of the insurance industry. I see that as a fundamental benefit – the ability to adapt and deliver tailor-made solutions.

Vratislav ŽáčekBusiness Coordination ManagerGenerali Czech Insurance

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Results

Return on Investment Came Fast

Generali Česká Distribuce entered the project with conservative expectations. Reality surprised them.

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The return on investment in Prospector came much faster than we expected. We saw results really quickly.

Aleš BláhaSenior Manager SMEGenerali Czech Insurance

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More Than a Tool – a Change in the Way of Working

Since the pilot launched on July 1, 2025, BizMachine has sent more than 20,000 signals into Generali’s sales network.

But it’s not just about the numbers. It’s about changing how salespeople approach their work. Since the pilot launch, the collaboration has grown to include more teams within Generali Česká Distribuce – specifically the CRM and product teams. What started as a project for internal distribution now also drives AI initiatives and the automation of further processes within the insurance company.