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Regulatory change brings new market forces and competition, but health insurance plans can come out ahead with advanced customer intelligence and engagement strategies

Health care reform legislation injects some consumer-level competition in a marketplace that has traditionally been more focused on employer groups rather than individuals. For many reasons, the transition to this post-reform environment will be tumultuous. How can health insurance companies navigate this change? Can they take advantage of customer relationship management strategies that have worked so well for other industries that have also been through regulatory change? That was the topic of a webcast sponsored by SAS, and this paper provides a summary of that webcast.

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