Insurance companies operating in their status quo business model will be at a competitive disadvantage in the coming years. Increasingly, insurers must provide unique products and services tailored to meet the diverse needs of their producer and consumer communities. To do so, they need a deep understanding of complex customer behaviors, market segments and product life cycles. The ability to capitalize on these new market opportunities will depend on an insurer’s adeptness at identifying new customers and producers and retaining profitable ones, providing the right products at the right time, and giving customers top-level service through multiple delivery channels. Analytics represents the next frontier for this industry, and even with the challenges posed in shifting from a sales culture to an analytic culture, the industry is well positioned to start down this path.