P&C Agency Distribution: Digital Strategies and Plans for Mid and Large Commercial Lines in 2022

Mark A. Breading, Senior Partner
Publication Date:
January 26, 2022
Number of Pages:
$2,495.00 USD

The insurance distribution channel has seldom stood still, especially when you consider all the changes retail agencies and brokers have undergone in recent years. Through new partnerships, market specialization, and digital transformation, they have evolved and will continue to in the future. To understand where their priorities are today, SMA surveyed agency and broker executives focused on the mid/large commercial market to assess their views on the distribution landscape and whether carrier partners are delivering on their digital needs. 

This SMA report is designed to provide insights and actionable takeaways for carriers on the distribution lens. The research examines twelve different digital sales-oriented capabilities and thirteen servicing capabilities to see where agency tech priorities are today and where carriers are actually investing. The report also looks at how various transformational technologies may positively or negatively impact agencies and brokers over the next three to five years.

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Table of Contents

  • Distribution Evolution for the Mid/Large Commercial Segment 3
  • Business Drivers for Tech Investments 5
  • Biggest Challenges for Investing in Tech Solutions 6
  • Agency Satisfaction with Insurers' Digital Offerings 7
  • Digital Offerings for Sales
  • Digital Offerings for Servicing
  • Where Should Insurers be Investing? 11
  • Tech Investment Plans for Digital Sales Capabilities
  • Tech Investment Plans for Digital Servicing Capabilities
  • Impact of Transformational Technologies 14
  • SMA Call to Action 15
  • About Strategy Meets Action 16
  • Use of Our Reports
  • About the Author