Digitization and Generative AI in Direct Sales

The Challenge

The COO of a European life insurance company with >€350B in revenue sought to enhance direct sales operations by exploring the role of digitalization and Generative AI – specifically within the U.S. market. The goal was to analyze best practices from financial advisory, insurance, brokerage, and direct-to-consumer companies in the U.S. that have successfully implemented digital tools and begun integrating Gen AI into their sales processes.

The Solution

• Conducted >10 expert interviews to examined how U.S. companies use digital platforms throughout the sales cycle, the features and functionalities provided, and the key technologies employed

• Led a team of 2 analysts to identify specific use cases for AI technologies, including how AI algorithms are applied, and the AI-driven tools and capabilities leading firms have adopted

The Results

Client COO subsequently shared insights and recommendations during an off-site with the board of directors to align on next steps toward implementation, stating they are of “great value”.

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This project was delivered in partnership with 10EQS — recognized by the Financial Times and Statista as the UK’s leading consulting network in 2024 for the third consecutive year.