How a 20-agent insurtech eliminated seasonality and multiplied its active calls without hiring anyone else.
Cleverea is a Spanish insurtech that sells 100% online insurance through 20 sales agents, who receive thousands of leads per month from comparison sites and their own campaigns. They worked with HubSpot as their CRM and Aircall for calls, but neither system forced agents to follow the process designed by the company. Each agent decided which lead to call and when. The result was duplicate deals, ignored high-margin products, and conversion rates that fluctuated depending on the time of year. This is what changed when they implemented Vixiees on top of their existing stack.
Why Cleverea was losing conversion despite having HubSpot and Aircall
On paper, Cleverea had the stack that any insurtech needs. In practice, no system forced agents to execute the defined process.
“Before, it depended entirely on what the salesperson decided.”
Each agent prioritized based on their own criteria, and that had measurable consequences:
0% compliance with the follow-up policies defined by the company.
Between 5 and 7 duplicate deals per customer, because the same leads arrived from multiple comparison sites and different agents worked the same contact without knowing it.
High-margin products were systematically ignored, as agents closed what was quickest to sell, not what was most profitable.
The response time to the first contact was not controlled, which is critical in an industry where response speed determines the sale.
The agents themselves confirmed this day-to-day: they always preferred to handle a new lead rather than make another attempt on one that had already been in the pipeline for a few days.
The solution: a screen that decides for the agent, not another CRM
Cleverea didn't want to replace HubSpot. It needed something to force agents to follow the already defined process, so they kept HubSpot as their database and turned Vixiees into the agent's single screen during their shift.
The deployment was designed around three non-negotiable requirements:
Automatic dialing, both for inbound leads and outbound campaigns.
Differentiated follow-up policies depending on the source of the lead, because a comparison lead requires an immediate response and an internal campaign lead does not.
Automatic prioritization by economic value, so that Vixiees, not the agent, decides what is worked on first.
The rollout was done without a big bang: a pilot with 2 to 3 agents in the first two weeks, a comparison of metrics against the previous process in weeks 3 and 4, and a full rollout to the rest of the team between weeks 5 and 8.
Result: conversion on the rise and seasonality off the map
In the first two months following implementation:
+20% overall conversion.
100% conversion on high-priority products, compared to selective conversion before.
Total elimination of seasonality in sales and productivity.
+45% more calls made by the same team, without expanding headcount.
In the agent's day-to-day, the change translated into moving from two platforms to a single interface, eliminating manual retry management, and completely automating lead prioritization.
“With Vixiees, what gets converted is what I want to get converted.”
What was at stake: the economic impact of not resolving it
Before deciding, Cleverea projected what would happen if the problem remained unresolved. The list was not promising: operational issues would return as soon as manual control relaxed, more agents would be needed just to sustain the same call volume, and sales would continue to concentrate on low-margin products because they are the ones a salesperson closes effortlessly. The result, according to their own projection, was a negative return on each high-priority lead that was not worked on in time.
With the system implemented, the logic is reversed: each lead is worked according to its economic value, not according to how the agent feels that day. This maximizes the return per lead, concentrates conversion on the most profitable products, and allows sales volume to scale without expanding the team.
“It would be a major headache if Vixiees went away.”
Key factors of success
Addressing the problem systematically, not with temporary band-aids.
Gradual implementation, starting with early adopters within the team.
Integration with the existing stack, without forcing a CRM change.
Clear metrics from day one, to be able to compare before and after.
Closing
Cleverea proved that the CRM was never the problem. HubSpot and Aircall were still the right tools; what was missing was a layer that forced agents to execute the process that the company had already defined. With Vixiees on top of its stack, the insurtech achieved a 20% increase in overall conversion, eliminated seasonality, and improved the mix of products sold without expanding its team of 20 agents.
Is your CRM working, but your team is not executing the process?
If your sales team has the right CRM but is still not executing the process you designed, let's talk. Schedule a Strategic Meeting with the Vixiees team, and we will review where the gap lies in your case together.
