The Insurance Couch Podcast - Insurance Activation: How to Drive Voluntary Benefits Enrolment in B2B2C Channels

Get Your Insurance Fix on “The Insurance Couch” Podcast! ⁠⁠Join ⁠Oliver Lang⁠⁠⁠, former CEO of InsurTech Unicorn Wefox/One Insurance, supervisory board member and advisor and ⁠⁠⁠Nikolaus Sühr,⁠⁠⁠ Co-Founder and CEO of InsurTech enabler ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠KASKO⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ as they bring you unique insights from their experiences in the insurance world.In this episode they talk about why activation is the overlooked growth lever in B2B2C insurance, especially in employer-based voluntary benefits, where brokers, insurers, HR, and employees all have different incentives and low insurance “buying readiness,” making a structured education-to-enrolment journey essential for real uptake.Here are the key takeaways:Every time you sell to your customers via middlemen, you need to manage the middlemen’s customer activationWhile this is standard in tied-agent, broker or bank channels, we still see significant differences in activation levelsWe observe even larger variations in channels with less historical focus on activation, such as employers, car dealers, and retailersA key issue with activation is the lack of ownershipAs with any considered insurance purchase, educating and raising awareness among the customer is essentialActivation partners outside the insurance industry typically underestimate how little insurance is bought versus how much is soldListen to “The Insurance Couch” to stay tuned for the newest chatter about the industry!#InsuranceActivation #B2B2CInsurance #EmployeeBenefits #InsuranceDistribution #CustomerActivation