Paul Yates: Paradigm shift

For the first time - arguably in a long time - there's a tangible buzz in the protection industry. It is driven, in part, by the growing realisation that insurance technology can be used for a lot more than just improving quote, sales and claims processes. It can also be used as a powerful tool to engage customers. This has all the hallmarks of a paradigm shift in the industry. Out with one-size-fits-all. Finally. Bought not sold? It's no wonder that products like income protection are traditionally known to be ‘sold, not bought': customers and all their differing needs are effe...