Unum Group
Strategic Account Paradox Framework
6-Dimension Analysis
Timing Triggers
4 activeWorkday partnership implementation creating adjacent Salesforce integration opportunity
Fortitude Re reinsurance transaction freeing capital for digital investment
UK market digital transformation programme underway
Employer benefits market shift toward digital self-service
SWOT Analysis
Strengths
Market leader in group disability insurance
Strong employer relationships across US and UK
Scale ($12.7B revenue) providing investment capacity
Fortitude Re transaction de-risking balance sheet
Weaknesses
Legacy Closed Block creating capital and management drag
Digital transformation lag vs. newer InsurTech competitors
Complex multi-product portfolio creating integration challenges
UK market underperformance vs. US operations
Opportunities
Employer benefits market shift toward digital self-service
Voluntary benefits growth as employers expand offerings
Data analytics as underwriting differentiator
UK market digital transformation
Threats
InsurTech competitors disrupting employer benefits distribution
Employer cost pressure reducing benefits spend
Regulatory changes in disability insurance
Talent competition for digital capabilities
Salesforce Use Cases
Employer relationship management and benefits administration (FSC)
Broker and benefits consultant relationship management
Claims management and employee self-service (Service Cloud + Experience Cloud)
Digital benefits enrolment and administration workflows
Analytics and reporting for employer clients (Tableau)
Three Deliverables
Ready to use with your team
Salesforce Account Team Point of View
Audience: Salesforce Financial Services Account TeamUnum Group is a $12.7B employee benefits insurer actively investing in digital transformation. The Workday partnership and Fortitude Re transaction signal a leadership team ready to invest in platform modernisation. Salesforce FSC is the natural next investment.
1Account Overview
Unum Group is the market leader in group disability insurance with $12.7B in revenue and operations across the US and UK. The company is actively executing a digital transformation strategy including the Workday partnership and Fortitude Re reinsurance transaction.
2The Strategic Paradox
Unum's digital ambition is constrained by its legacy Closed Block business. The Workday and Fortitude Re investments signal awareness of the problem — creating an entry point for Salesforce as the client-facing layer of the digital transformation.
3Why Now
The Workday implementation creates an adjacent Salesforce integration opportunity. The Fortitude Re transaction is freeing capital for digital investment. The window is open now.
4Opportunity Size
A Salesforce FSC deployment at Unum represents a £5M–£10M initial programme across US and UK operations.
5Why Ziipline
Ziipline's financial services expertise and track record in complex, multi-geography Salesforce deployments makes it the ideal delivery partner for Unum's transformation.