A study shows technology vendors often are too busy trying to sell products to listen to what insurance carriers feel are their true technology needs.
After interviewing vendors and insurance carriers on the subject of insurance IT sales practices, Celent Communications insurance group manager Matt Josefowicz concludes there is a widespread problem with a fairly simple solution. In a lot of cases, [the issue] comes down to communication and a willingness to listen to the customer, he says. The feedback we received from IT buyers is they are not getting the right information from the vendors.
If a vendor isnt helping its customers find the right solution to their technology needs, the consensus is the vendor is wasting its time and that of its customers. On the business-to-business side, Josefowicz suggests inverting the adage Insurance is sold, not bought. I think the exact opposite is true for insurance technology, he says. Insurance technology is bought, not sold. There is no way to persuade an insurer to buy technology [the insurer] doesnt think it wants.
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