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Marsh CEO questions rival claim of 40% lift in AI win rates

Marsh said it is prioritizing growth, productivity and efficiency through its Thrive program and AI tools that use its proprietary data to help clients model and benchmark risk.

Reported · Written up by our desk · Industry & Deals

Marsh used its fiscal second-quarter earnings call to argue that its proprietary data and long-standing client relationships can help the company benefit from AI, with strategy centered on growth, productivity and efficiency. The company said it is organizing its AI effort around its Thrive program, which is intended to free up resources for investments in its brand, sales capacity, operations and technology, Coverager reported.

During the call, BMO analyst Michael Zaremski asked about a competitor claim that upgraded analytics tools led to a 40% improvement in sales win rates. Marsh CEO John Doyle said he has not seen reporting in the market for a 40% growth rate and called the figure skeptical, while adding that Marsh aims to lead the market rather than keep up.

Doyle pointed to Marsh Risk Companion and Marsh’s data as advantages for helping clients model and benchmark risk before financing it through captives, traditional insurers or alternative capital, according to Coverager. Zaremski did not name the competitor, but Coverager noted the likely reference to Aon and its Risk Analyzer suite.

Marsh reported revenue growth of 6% in the quarter and also said it became the official risk partner of Formula 1, giving it exposure to more than 800 million fans and a concentration of C-suite executives and decision-makers. Coverager also said the comparison figure appeared to trace back to an Aon CFO comment at a Morgan Stanley conference on June 9 about RFP rates rising over 40%, without defining the metric or tying it to win rates.

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