Initial Situation

To align the sales organization with the ambitious growth targets of a Swiss health insurer, we were commissioned to analyze the full spectrum of potential sales channels in the market. We assessed them from the insurer’s perspective, and prioritized them based on strategic fit and scalability.

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Our Contribution

• Conducted comprehensive research and analysis of potential sales channels suitable for the insurer’s business model
• Developed a conceptual framework for evaluating and designing new sales channels
• Defined the specific requirements and necessary assets & capabilities for each channel
• Assessed all viable channels holistically as use cases, and prioritized them based on impact, certainty, and ease of implementation
• Derived actionable recommendations and placed prioritized channels on a strategic roadmap
• Validated a selected new sales channel
• Implemented the new sales channel in close collaboration with the internal team