Property & Casualty | Liability | Life

Insurance Industry Shifts: From Traditional to Digital

Whether selling commercial or personal lines across various coverage types, economic uncertainties and changing market dynamics have caused a shift in the insurance industry’s traditional go-to-market (GTM) models.

Customary, exclusive agent channels have steadily eroded as independent agents, large brokers and consultants take market share. In addition, customers turn to online platforms for quick responses and shopping comparisons, potentially bringing market influence back to carriers.

To capture market share, leading insurance companies now focus on these GTM strategies:

  1. Gaining better insights and placing more focus on top customer segments
  2. Assessing and improving the productivity of all channels to market
  3. Harnessing and managing sales through digital means (online and mobile)
  4. Optimizing agent commission and add-on bonus programs
  5. Building out Sales Operations teams independent of core operations

Alexander Group helps leading companies align their GTM models with business objectives, revenue operations, sales operations and sales compensation programs to adapt to changing market forces and achieve growth.

How We Help

  • Assess the effectiveness of current channels: Review current productivity, growth trends and capabilities of independent agents/brokers, dedicated agents, direct sales teams and digital sales. Build an organizational blueprint for sustained premium growth.
  • Define the roles, tools and enablement needed to drive digital channels: Ensure digital channels are cost-effective and harmonized with other sales channels. Harness the power of cutting-edge marketing tools and teams to further enhance growth.
  • Professionalize revenue operations for sales enablement and execution: Improve processes and infrastructure to provide sales and marketing teams with the tools and resources they need to be more effective and efficient. Build out the optimal revenue operations team.
  • Use incentive plans strategically: Critically assess and update commission tables and bonus programs for all external channels (dedicated/independent agents, brokers, consultants). Ensure employee incentive plans are aligned with changing strategies and marketing dynamics.

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Open Opportunities Briefing Offers

Upcoming Financial Services Events

  • EMEA Sales Comp Community: The Last Mile: Ensure Your Sales Compensation Programme is Set Up for Success

    Virtual Roundtable

    As we head into 2024, ensure your sales compensation programme’s strategy and structure are in place to successfully measure, track and manage for constant improvement.

    • Costing Modelling: How to make sure changes to your compensation programme won’t break your budget.
    • Manager Training: Leveraging first line managers to champion new plan designs.
    • Plan Communication: Tools to simplify what sellers need to know about their sales compensation plan.

    • Wednesday, December 6, 2023
      2:00 p.m. – 3:00 p.m. BST
    • Virtual
  • Precision Pricing: Unlocking Profit to Outperform Competitors Series


    Session 3 | Cost-Plus Pricing: Stop Leaving Money on the Table

    Intuitively, using cost-plus to set pricing would allow organizations to keep pace with inflation and ensure long-term financial viability. Yet, more than half of B2B organizations failed to keep pace with inflation in this past year. In this webinar, Avy Punwasee of Revenue Management Labs and Kyle Uebelhor of Alexander Group will outline how using value-based pricing in place of cost-plus is essential to commercial success.

    Key Takeaways:
    – Cost-based pricing versus value-based pricing
    – Unlocking customer value and willingness to pay
    – Understand the competitive landscape and how that will impact pricing decisions
    – Determining the true financial value of your offering
    – Change management considerations when migrating to a value-based approach

    • Tuesday, December 12, 2023
      2:00 p.m. – 2:30 p.m. ET
    • Virtual

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