The age-old dilemma of what agents want vs. what they get from carriers isn't going away any time soon. In fact, of late, the argument has taken several turns. With organic growth an imperative, carriers of all sizes and lines of business are keeping several balls in the air at once: understanding the nuances of their existing customer set, using analytics to realize new opportunities, developing appropriate products that play to those opportunities, and bringing those opportunities to fruition by keeping their channel happy.

Providing the technology that makes that possible is seen by most insurers as essential, creating a competitive advantage when done properly. But how do carriers fare when responding to a channel that faces increased business demands of its own, such as cost reduction, technology efficiencies and faster quote/bind capabilities?

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