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THE CLIMATE CORPORATION

Sales Operations, MBA Intern—Summer 2011

The Climate Corporation is an innovative technology company that provides an insurance product for the agricultural community to protect against weather related risk.

Data Analysis / Insight

By analyzing patterns in seasonal sales data and purchase timing, we discovered that WeatherBill’s sales channel was inefficient and a major impediment to growth and customer retention. We determined that focus should be made on improving educating agents in the field and proactively providing them with more sales materials. Throughout, I became familiar using SQL and mining insights in large data sets.     

Customer Insight

Understanding farmers’ attitudes toward purchasing insurance was crucial to finding a solution to high cancellation rates.  Through data analysis, surveys, and direct farmer feedback, we gained valuable insights into what growers value and need. We concluded that we needed to explain the benefits of the new product with simple, clear communications.

Design / Execution

Addressing these problems, I developed a new “welcome kit.” I designed it to clearly communicate the value of the product directly to the grower who had purchased a policy. Additionally, I created a field reference guide for sales agents to use when preparing for a sale and with a potential customer in person.

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For my participation, I was awarded the Wharton Entrepreneurship Advisory Board Intern Fellowship.