As both a practice and a set of technologies, distribution management is evolving as insurers endeavor to use their data to increase organic growth and profitability, as well as to push data out to agents, producers and consumers to improve customer service through increased efficiency and self-sufficiency.

"Growth is hard to come by, and when that happens, distribution always rears its head as the area people push," says Paul Nelson, manager at Deloitte Consulting. "What's driving this is much more sophisticated segmentation of customers."

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