Distribution Pathways

The Road to Excellence in Distribution for Insurers, Agents, and Solution Providers

Karen Furtado, Partner
Mark A. Breading, Partner
Publication Date:
June 9, 2010
Number of Pages:
$1,495.00 USD

Distribution Pathways  reports on the business and technology capabilities and discusses solution options for the distribution capability in the property and casualty insurance industry. Companion reports, On the Horizon and Dynamics, expand on the future landscape and outline functional maturity and analyze IT investment directions and trends.

This report is one in a series of SMA research and analysis reports covering the distribution management functional area in the property and casualty (P&C) insurance business in North America. The Distribution Pathways report includes: 

  • Business Capabilities - a look at what is required to keep up with the explosion of changes in technology, demographics, and buying behaviors
  • Technology Capabilities - analysis of the current and required future state of business capabilities outlining how and where technology applications can bridge the gap
  • IT Solution Options- discussion of IT solution options available for insurers and agents/brokers including a categorization of the offerings by functional services provided

New sales and servicing approaches and methods are being enabled through the interaction and convergence of communication and information technologies. For most insurers, it is a challenge to balance these new opportunities with the traditional agent/broker channels that continue to serve them well. Leading insurers are becoming adept at marrying the two to drive unique competitive advantage.  Agents and brokers are not idly standing by. They are turning to new marketing solutions and pushing their insurance partners to implement rich portal function that includes smart, holistic customer management. SMA research reveals that IT spending is increasing for distribution management, with 53% of insurers and 50% of agents planning increases over the next three years. Investment in distribution is not optional - it's an imperative. SMA projects that winners in the distribution arena will be those that continually adapt and leverage new capabilities while reinforcing the strength of traditional channels.

Table of Contents

  • Executive Summary 3
  • About the Research 4
  • Distribution Business Capabilities 5
  • Distribution Technology Capabiliites 6
  • Distribution Solution Options 8
  • SMA Call to Action 13
  • About SMA Strategy Meets Action 14
  • Appendix A - Insurer IT Solution Providers 16
  • Appendix B - Agent IT Solution Providers 18