North American Insurance Distribution Management Systems

Growth Through Superior Producer Service
by Michael Fitzgerald, June 1, 2012
North America

Abstract

Growth. Profitable, sustainable growth. How can insurance companies grow their business in a meaningful manner, given the continued slow growth in the economy? Celent believes that effective producer management is an untapped area of competitive advantage.

A new report, North American Insurance Distribution Management Systems: Growth Through Superior Producer Service, answers this straightforward question and provides a view of the vendors servicing this market. The goal in conducting this detailed data analysis and in talking to key players is to provide comparative data that helps carriers shortcut the process of evaluating distribution management vendors.

“The producer management lifecycle is characterized by multiple activities and numerous handoffs,” says Mike Fitzgerald, Senior Analyst and author of the report. “Distribution solutions that increase coordination and consistency improve agent service, decrease expenses, and attract business.”

Celent analyzes 10 vendors using its ABCD analysis framework to present a comparative view of the vendor marketplace that visually represents four elements: Advanced technology and technical flexibility, Breadth of functionality, Customer base, and Depth of client services and solutions. Additional information is provided for best of breed and emerging solutions. Vendors included in this report are: CSC, CSSI, Infosys/McCamish, MajescoMastek, Outline Systems, SAP, StoneRiver, Synygy, Trilogy, and Varicent.

Celent is a research and advisory firm dedicated to helping financial institutions formulate comprehensive business and technology strategies. Celent publishes reports identifying trends and best practices in financial services technology and conducts consulting engagements for financial institutions looking to use technology to enhance existing business processes or launch new business strategies. With a team of internationally based analysts, Celent is uniquely positioned to offer strategic advice and market insights on a global basis. Celent is a member of the Oliver Wyman Group, which is part of Marsh & McLennan Companies [NYSE: MMC].

Media Contacts

North America (Boston)
Erica Ferguson
eferguson@celent.com
Tel.: +1 617 262 8225

Europe (London)
Chris Williams
cwilliams@celent.com
Tel: +44 (0)208 870 7875

Asia (Tokyo)
Yumi Nagaoka
ynagaoka@celent.com
Tel.: +81.3.3500.3023

Table of Contents

Executive Summary

3

Introduction

4

Distribution Management Systems: Definition and Functionality

7

Report Methodology

9

Celent’s ABCD Vendor View

12

About the Profiles

15

CSC: PerformancePlus

16

CSSI: VUE Distribution Management

24

Infosys: PMACS

33

Outline Systems: ProducerOne

41

Synygy: Synygy SPM

48

Trilogy: Distribution Channel Management (DCM)

57

Varicent: Varicent SPM

65

Emerging Solutions

73

 

MajescoMastek: Elixir Distribution Management (EDM)

73

 

SAP: Incentive and Salesforce Management

74

 

StoneRiver: Distribution Stream

75

Leveraging Celent’s Expertise

77

 

Support for Financial Institutions

77

 

Support for Vendors

77

Related Celent Research

79

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