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Why Attend?

Insurance carriers face increasing pressure to deliver on ambitious business objectives while building and sustaining productive distribution networks. Whether the priority is growing sales, expanding distribution, recruiting new agencies, or achieving business-unit financial targets, success depends on aligning agency performance with the broader goals of the organization. Yet translating corporate strategy into meaningful business plans and compensation programs is not always straightforward.

  • How do carriers establish agency goals that support business objectives?
  • How can sales growth and agency recruiting targets work together to build long-term distribution capacity?
  • How can compensation programs reinforce the priorities that matter most to the business?

 

As AI and advanced analytics create new opportunities to evaluate performance, identify growth opportunities and inform strategy, insurers also have the opportunity to rethink how they manage and motivate their distribution networks.

Join leaders from Celent, Varicent, and Deloitte Digital as we explore how insurers can better connect strategic planning, agency performance measurement, and compensation strategy. We'll examine ways to move beyond traditional production-based approaches and create a more intentional alignment between carrier objectives, agency goals, and the incentives that drive distribution results.

What you'll learn:

  • Align agency goals with broader business objectives: Translate corporate strategy into agency business plans that support growth and profitability.
  • Build stronger distribution networks: Connect sales growth, agency recruitment, and performance targets to support sustainable distribution growth.
  • Drive the right behaviors through compensation: Align agency incentives and compensation strategies with business priorities, moving beyond traditional production-based measures.
  • Leverage AI and advanced analytics to improve decision-making: Explore how AI can help insurers evaluate agency performance and identify growth opportunities that inform planning and compensation decisions.

Speakers

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Curtis Schroeder
SVP, Commercial Transformation, Varicent

Curtis Schroeder brings nearly 15 years of experience helping organizations optimize sales and marketing strategy, spanning Fortune 100 enterprises and high-growth mid-market teams. He has held leadership roles at Oracle and Gartner and now leads Research & Insight at Varicent, equipping revenue leaders with data-backed insights to design smarter go-to-market strategies. Curtis holds a Ph.D. from Oklahoma State University and is completing a post-doctoral fellowship at Texas A&M University. His research focuses on sales strategy, motivation, and organizational systems, with work published in leading academic journals.

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Karlyn Carnahan
Head of North America Insurance, Celent

Karlyn Carnahan is an Executive Partner at Celent and a recognized authority on insurance technology and transformation. She advises C-suite executives on technology strategy, emerging business models, and the opportunities and challenges created by AI and other disruptive technologies. Drawing on decades of experience across insurance, technology, and consulting, Karlyn brings a pragmatic, business-focused perspective to helping insurers navigate change and position for the future. She is a frequent speaker, moderator, and author on the forces reshaping the insurance industry.

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Jeff LaBelle
Insurance Sales & Distribution Practice Leader, Deloitte Digital

Jeff leads Deloitte’s Insurance Sales & Distribution and has more than 25 years of experience in the sector. He works extensively with the C-suite, business unit presidents, distribution leaders, and chief technology officers on setting strategic direction to drive revenue growth, improve operational effectiveness, and align business and technology goals. Jeff has advised his clients industry-leading Agent and Customer Experiences, Sales & Distribution effectiveness, operating model transformation, business-driven IT strategy, and AI, data, and digital transformation. He frequently speaks at Insurance industry conferences and recently published points of view on “Differentiating Distribution in the Middle Market P&C” and the “Future of the L&A Advisor in the AI Era”.

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