25-27BPStudyCovers

TECHNOLOGY

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-2.5M $2.5-5M $5-10M $10-25M $25-100M >$100M

Number of IT Employees (includes regularly outsourced IT support staff) IT Payroll as % of Pro Forma Net Rev IT Expense as % of Pro Forma Net Rev

-

-

0.1

0.3

1.0

2.0

13.0 1.0% 3.0%

0.0% 3.4%

0.0% 3.4%

0.0% 3.3%

0.5% 3.2%

0.4% 3.3%

0.4% 3.2%

(excl. comp, hardware depreciation & software amortization) Top Agency Mgmt Systems Used in Home Office:

AMS360

10.5%

18.9% 45.9% 13.5%

33.9% 48.2%

36.4% 49.1%

18.9% 78.4%

13.6% 70.5%

20.0% 75.0%

EPIC

0.0%

EZLynx Sagitta

15.8%

3.6%

11.4%

5.0%

HawkSoft Nexsure

15.8%

8.1%

3.6%

1.8% 3.6% 1.8% 7.3%

1.4%

Xanatek - IMS

1.8% 8.9%

Other

57.9%

13.5%

1.4%

4.5%

AGENCIES WITH REVENUES OF:

<$1.25M $1.25-2.5M $2.5-5M $5-10M $10-25M $25-100M >$100M

Does Agency Have CRM System? Does Agency Have Data Tool?

52.6% 21.1% 47.4%

48.6% 45.9% 56.8%

39.3% 30.4% 42.9%

46.4% 44.6% 50.0% 23.1% 15.4% 26.9% 15.4%

44.0% 40.0% 56.0% 18.2% 21.2% 15.2% 18.2%

61.4% 72.7% 75.0%

90.5% 90.5% 95.7%

Does Agency Invest in AI?

CRM is Salesforce CRM is HubSpot CRM is AgencyZoom

10.0%

5.6%

4.5%

48.1% 29.6%

47.4% 10.5%

60.0%

44.4%

59.1%

CRM is Pipedrive

10.5%

CRM is Microsoft Dynamics CRM is Other

30.0%

50.0%

36.4%

19.2%

27.3%

14.8%

15.8%

Note: these results do not reflect agency management system usage across the entire independent broker landscape. They are simply the results of the finite number of Best Practices agencies. Across the industry, agency management system usage varies materially from these results.

CRM, Data Tools and Artificial Intelligence

Have CRM System Have Data Tool

Invest in AI

95.7%

90.5%

90.5%

75.0%

72.7%

61.4%

56.8%

56.0%

52.6%

50.0%

48.6%

47.4%

46.4%

45.9%

44.6%

44.0%

42.9%

40.0%

39.3%

30.4%

21.1%

< $1.25M

$1.25-2.5M

$2.5-5M

$5-10M

$10-25M

$25-100M

>$100M

Cross Category Comparison

28