21st Century Distribution: Leveraging Analytics in Annuity Wholesaling : Market Research Report

21st Century Distribution: Leveraging Analytics in Annuity Wholesaling

Published by: TowerGroup

Published: Oct. 29, 2007 - 11 Pages

Report Coverage
Consolidation Heating Up: Exhibit 1 Top US Issuers of Individual Annuities (2006); Exhibit 2 Notable Mergers and Acquisitions in the Variable Annuity Industry (2004-07)
Distribution Differentiation: Exhibit 3 Retirement Solution Provider (RSP) Distribution Chain (2007)
The Analytic Approach
Tools of the Trade: Exhibit 4 The Hierarchy of Analytic Tools and Techniques
Who Is Paying?: Exhibit 5 Life and Annuity Organizations' IT Spending on New Projects by Type (2007)
The Path to Success
Summary

Abstract

This TowerGroup Research Note analyzes the fierce competition between retirement solution providers, asset managers, and banks as they being to rethink and retool their sales models to capitalize on opportunities in the retirement market. By using a mix of segmentation, predictive modeling, and competitive information to match the best products with the appropriate consumers, a sales force can increase sales and customer retention. Legacy systems and poor data quality are no longer an excuse; small pilot projects and targeted data solutions up front will empower an organization to make more significant financial investments in the supporting technology later.

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21st Century Distribution: Leveraging Analytics in Annuity Wholesaling

Table of Contents

Abstract