Channel Strategies and Plans for P&C Commercial Lines: A View of Small and Mid/Large Commercial Segments

An SMA Research Report

Deborah M. Smallwood, Senior Partner
Mark A. Breading, Senior Partner
Publication Date:
June 17, 2021
Number of Pages:
$1,495.00 USD

Commercial lines insurers are expanding and strengthening their distribution channels. Most are developing stronger bonds with existing agent/broker channels, and many are exploring and implementing alternate channels to reach preferred customer segments.

This SMA research report covers small and mid-large commercial lines channel expansion plans and analyzes them separately by line of business. The report includes a profile of the channels that insurers use today, current partnering approaches with InsurTechs, expectations on how commercial lines distribution is likely to change, and which types of channels insurers plan to leverage in their expansion plans over the next three years. Figure 1 shows the stage of activity for commercial lines insurers in their channel expansion plans.


Table of Contents

  • Channel Expansion: Building on Strong Foundations 3
  • Today's Channel Environment 4
  • Deployment of Channels in Commercial Lines
  • Partnering with Distribution InsurTechs Today
  • The Channel Environment of the Future 6
  • Expectations for Distribution Changes
  • Distribution Channel Expansion Plans
  • SMA Call to Action 9
  • About Strategy Meets Action 10
  • Use of Our Reports
  • About the Authors