How Health Plans Can Better Support FMOs and Agencies
Field marketing organizations (FMOs) and agencies play a major role in how health plans grow. They help plans reach new markets, activate agent networks, support enrollment, and build stronger relationships with brokers and members. For Medicare Advantage, Medicaid, D-SNP, individual market plans, and other health insurance products, these partner relationships can be a significant growth […]
The Growth Bottleneck No One Talks About
Health Plans Are Optimized for Operations, Not for Growth When I talk with health plan leaders, I hear a familiar frustration: growth feels harder than it should. The instinct is to blame the market. Sometimes it’s regulation, other times it’s the competition. But in my experience, the real issue is internal. Most health plans are […]
The Danger of “Good Enough” Technology that Normalizes Friction
Why “Good Enough” Front-Office Systems Quietly Stall Health Plan Growth For years, health plans have invested heavily in back-office systems. Claims, billing, compliance, and enrollment platforms are stable, mature, and deeply entrenched. And that’s the problem. Because while back offices are optimized for operational stability, growth happens somewhere else entirely. Growth happens in the front […]
Health Plans Are Rebuilding Their Tech Stack Around Distribution, Not Homegrown Solutions
For years, health plans have relied on systems to manage distribution that were never designed for it. Sometimes those systems were off-the-shelf CRMs. More often, they were homegrown combinations of spreadsheets, legacy tools, and heavily customized software stitched together over time. These systems became the center of the tech stack not because they were the […]
Brokers, Business, and Big Gains: How Health Plans Can Drive Profitable Growth in a Rapidly Changing World
At this year’ Texas Association of Health Plans (TAHP) conference, I had the opportunity to moderate a panel discussion titled “Brokers, Business, and Big Gains: How Texas Health Plans Can Drive Profitable Growth in a Rapidly Changing World.” I was joined by industry leaders Cristin Hopkin-Bishop, Chief Operating Officer at The Brokerage Inc.; Kari Klass, […]
Inside Abacus — Why We Built It and What It Changes for Health Plans
Insuring Growth explores the biggest challenges and opportunities facing health insurance leaders, focusing on what executives need to know now. In our latest episode of Insuring Growth, I sat down with Kyle Mitchell, our VP of Product, to talk about one thing at the center of every plan’s growth challenges: distribution. For years, plans have invested […]
Strategic Revenue Management: The 6-Step Plan to Market Leadership
In the final post of this series, e123 President Brendan McLoughlin recaps the detailed 6-step guide on how you can implement the Strategic Revenue Management (SRM) framework within your organization. Over the past few months, the Strategic Revenue Management (SRM) blog series has walked you through the process of how to use data to focus your […]
Strategic Revenue Management Step 6: Repeat
How carriers grow smarter with SRM as a cycle
Strategic Revenue Management Step 5: Optimize
Optimize open enrollment with real-time data
Strategic Revenue Management Step 4: Pull
Motivate agents, grow markets, push smarter in strategic revenue management (SRM).