Enterprise Incentive Management for Life Insurers: Getting Control of Distribution

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24 May 2004


New York, NY, USA May 24, 2004

Reports Published by Celent

Among the challenges facing life insurers, managing an increasingly complex array of distribution channels is near the top of the list. A good Enterprise Incentive Management suite can help manage distribution while driving profitable producer behavior.

In a new report, " ," Celent helps to define EIM for insurers, examines the challenges that are driving insurance carriers to purchase EIM solutions, and profiles six EIM solutions currently in use at life insurers.

In addition, the report examines best practices for vendor selection, as well as for implementation. Case studies of EIM implementations at Penn Mutual Life Insurance Company and American United Life illustrate the value of such systems.

"EIM suites no longer just manage variable compensation," said Chad Hersh, a senior analyst in Celents insurance practice and author of the report. "Most of the offerings now include complete solutions for distribution management."

The solutions profiled in the report are: CSCs PerformancePlus, Trilogys Distribution Channel Management, Callidus TrueComp, Centive/ EIM, ACTEKs ACom3, and Synygys EIM Solution.

In the report Celent projects that spending on new, domestic EIM projects will grow from US$15 million to US$79 million by the end of 2007. "In three to four years, this will not be a tool for competitive advantage; it will be a cost of doing business with top producers," said Hersh.

The 44-page report contains 11 figures and 6 tables.


Table of contents is available online.

of Celent Communications' Life/Health Insurance research service can download the report electronically by clicking on the icon to the left. Non-members should contact for more information.

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