Dave Castellani was so passionate about eliminating the walls between IT and the rest of the business that when he took over the technology function at New York Life in 2013, he shunned the CIO officer title in favor of branding himself as business information officer.
Fighting fires and solving problems
Sales leadership at New York Life acted quickly when the world went into lockdown earlier this year. Previously, sales professionals would typically rely on face-to-face interactions to meet with prospective clients and pursue new business opportunities. Now, and for the foreseeable future, they have to engage and build relationships almost entirely via digital channels.
The need for speed
The COVID-19 crisis also has placed new pressures on marketing to create compelling materials with fewer words, more engaging graphics, and interactive content.
A way forward
For New York Life, the next challenge is helping financial professionals better connect with customers through a strong online presence, which means tweaking content marketing strategy for the digital world and virtual prospecting.