Insurance

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.

Participate in Our Research

Open Opportunities Briefing Offers

Upcoming Financial Services Events

  • B2B Marketing: Marketing, Product & Digital Strategies for Growth

    Virtual Roundtable

    Generating demand, driving conversion and enhancing customer experience are key marketing objectives for growth. But which marketing, product and digital resources and investments should be made to achieve these goals?

    Join your colleagues for a B2B marketing virtual roundtable where Alexander Group marketing services practitioners will explore recent insights and data on the five marketing growth plays for commercial excellence generated from a survey with 200+ marketing leaders and 35+ interviews with B2B marketing executives.

    • Tuesday, February 18, 2025
      10:00 a.m. – 11:00 a.m. EST
    • Virtual
  • Revenue Operations Symposium

    Virtual

    The Revenue Operations Symposium provides the latest research, trends, practical examples and best practices on key topics to evolve and adapt RevOps functions:

    • Provide insight and drive processes that increase commercial team productivity to grow existing and new business
    • Enhance customer experience and revenue potential through cross-functional operations
    • Provide advanced analytics that use forward-looking data to drive decision-making for commercial teams

    Attendance is complimentary. Event details, speakers and agenda to come soon.

    • Wednesday, March 12, 2025 –
      Wednesday, March 12, 2025
    • Virtual
  • Women Revenue Leaders Forum

    St. Regis Hotel, Chicago, IL

    Join hundreds of women senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas.

    • Tuesday, April 29, 2025 –
      Wednesday, April 30, 2025
    • St. Regis Hotel, Chicago, IL
  • Marketing Symposium

    New York, NY

    Exclusively for B2B marketing executives, the B2B Marketing Symposiums create an innovative space for leaders to network and contribute skills, knowledge and experiences across B2B marketing practices including:

    • Marketing archetypes
    • Customer segmentation and targeting
    • Customer persona profiling
    • Opportunity modeling
    • Demand generation
    • Modernizing product commercialization
    • Generative AI for marketing
    • Revenue attribution
    • Marketing ROI
    • And more!

    Attendance is complimentary. Event details, speakers and agenda to come soon.

    • Tuesday, June 10, 2025 –
      Tuesday, June 10, 2025
    • New York, NY
  • Marketing Symposium

    London, UK

    Exclusively for B2B marketing executives, the B2B Marketing Symposiums create an innovative space for leaders to network and contribute skills, knowledge and experiences across B2B marketing practices including:

    • Marketing archetypes
    • Customer segmentation and targeting
    • Customer persona profiling
    • Opportunity modeling
    • Demand generation
    • Modernizing product commercialization
    • Generative AI for marketing
    • Revenue attribution
    • Marketing ROI
    • And more!

    Attendance is complimentary. Event details, speakers and agenda to come soon.

    • Thursday, June 12, 2025 –
      Thursday, June 12, 2025
    • London, UK
  • Sales Compensation Symposium

    Virtual

    Explore the latest trends, share ideas and experiences, and network with your peers at the #1 event for sales compensation professionals!

    Sales Compensation is a convergence accelerator—it brings together organizational structure, jobs, processes and metrics to deliver faster ROI and customer value. Leading firms use sales compensation as a strategic advantage by defining strategy, managing success metrics, assisting with change management and ultimately providing continuous improvement tactics.

    At the Sales Compensation Symposium, you will engage with sales comp colleagues and experts through keynotes, panels and workshops. The Sales Compensation Symposium provides the latest research, trends, practical examples and best practices of sales compensation governance, design and administration.

    • Tuesday, August 5, 2025 –
      Tuesday, August 5, 2025
    • Virtual
  • Sales Compensation Symposium

    San Francisco, CA

    Explore the latest trends, share ideas and experiences, and network with your peers at the #1 event for sales compensation professionals!

    Sales Compensation is a convergence accelerator—it brings together organizational structure, jobs, processes and metrics to deliver faster ROI and customer value. Leading firms use sales compensation as a strategic advantage by defining strategy, managing success metrics, assisting with change management and ultimately providing continuous improvement tactics.

    At the Sales Compensation Symposium, you will engage with sales comp colleagues and experts through keynotes, panels and workshops. The Sales Compensation Symposium provides the latest research, trends, practical examples and best practices of sales compensation governance, design and administration.

    • Thursday, August 7, 2025 –
      Thursday, August 7, 2025
    • San Francisco, CA
  • Sales Compensation Symposium

    Minneapolis, MN

    Explore the latest trends, share ideas and experiences, and network with your peers at the #1 event for sales compensation professionals!

    Sales Compensation is a convergence accelerator—it brings together organizational structure, jobs, processes and metrics to deliver faster ROI and customer value. Leading firms use sales compensation as a strategic advantage by defining strategy, managing success metrics, assisting with change management and ultimately providing continuous improvement tactics.

    At the Sales Compensation Symposium, you will engage with sales comp colleagues and experts through keynotes, panels and workshops. The Sales Compensation Symposium provides the latest research, trends, practical examples and best practices of sales compensation governance, design and administration.

    • Tuesday, August 19, 2025 –
      Tuesday, August 19, 2025
    • Minneapolis, MN
  • Sales Compensation Symposium

    New York, NY

    Explore the latest trends, share ideas and experiences, and network with your peers at the #1 event for sales compensation professionals!

    Sales Compensation is a convergence accelerator—it brings together organizational structure, jobs, processes and metrics to deliver faster ROI and customer value. Leading firms use sales compensation as a strategic advantage by defining strategy, managing success metrics, assisting with change management and ultimately providing continuous improvement tactics.

    At the Sales Compensation Symposium, you will engage with sales comp colleagues and experts through keynotes, panels and workshops. The Sales Compensation Symposium provides the latest research, trends, practical examples and best practices of sales compensation governance, design and administration.

    • Thursday, August 21, 2025 –
      Thursday, August 21, 2025
    • New York, NY
  • Executive Forum

    The Breakers | Palm Beach, Florida

    Join hundreds of senior sales, marketing, commercial and operations leaders to share stories of transformation, connect 1:1 virtually, and take away actionable ideas for how to align growth through convergence.

    • Wednesday, October 22, 2025 –
      Friday, October 24, 2025
    • The Breakers | Palm Beach, Florida

Join our Insurance Community

Alexander Group’s community enables leading executives to share insights and takeaways for immediate use. Participants engage with sales leaders in interactive discussions while gaining knowledge on best practices, pitfalls and challenges.

Practice Leadership