1. Quicken Insurance: The Race to Click and Close Case Study MIS 3090: Spring 2008

2. Quicken - Background 2000 case (revised 2002) Steve Aldrich started online insurance in 1995 –Sold to Quicken in 1996 –Linking with Intuit gave them credibility for signing up suppliers and customers –Summer 2000 Quicken.com averaged 30M visitors/month 500K visitors to QuickenInsurance.com Was already profitable unlike competitors Intuit had $300M revenues in 2000 Auto insurance growth slower than expected

3. Case Questions - 1 In 1998 less than 1% of all insurance sales ($1.2T total) were conducted online. What were the obstacles to getting purchasers to shift to the web channel for insurance? Have these been overcome?

4. Case Questions - 2 What is Insweb’s business model? How do they generate revenue? How is Insweb doing today?

5. Case Questions - 3 How does QuickenInsurance compete as a independent vertical portal? What is its relationship with Quicken.com? What was Quicken’t “killer app” in 1999? How has their partnership with AOL evolved?

6. Case Questions - 4 What is the role of the insurance agent? How has it changed since the 1980s? What are the various channels for insurance (see exhibit 3)? How does the independent agent compare to the Internet channel?

7. Case Questions – 5 What are the different generic business models for online insurance? How do they vary in terms of their revenue and cost models? With changes in demographics and technology, what does the future of online insurance look like?