Gartner Research

Top Marketing and Sales Actions to Help Insurers Buy in 2017

Published: 31 May 2017

ID: G00323203

Analyst(s): Derry Finkeldey

Summary

Insurance organizations are changing their approach to technology purchasing, which is frustrating some provider efforts. We highlight the actions that technology product marketing leaders can take to accelerate insurance buying cycles.

Table Of Contents

Analysis

  • Introduction
  • Buying Cycle
    • Building Alignment and Consensus Is the Biggest Buying Cycle Challenge
    • Insurer Peers Remain of Highest Importance, Although the Definition of "Peer" Has Evolved
    • Many Insurance Buyers Are Looking to Be Guided Through the Buying Process
  • Owning Cycle
    • Insurance Provider Relationships Are Ready for a Shake-Up: Customer Community Is the Answer
  • Conclusion

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.