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Have we reached a turning point in carrier/agent technology? Deb Smallwood, founder of Strategy Meets Action (SMA) believes commercial lines is the new frontier for connectivity.

“For the past several years the focus—especially for the large carriers—was to automate personal lines,” she says. “It was straight-through processing and adding predictive analytics in the pricing. Progressive really raised the bar and the industry had to follow suit. Those that weren’t using predictive analytics with a scorecard were not pricing policies correctly.”

Large carriers began to split up their commercial markets, explains Smallwood. They took the concept of the technology from personal lines and tried to become market leaders for commercial lines.

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