‘Shifting the Dial’, platforms now the benchmark for accumulation products, adviser research shows

New research from the Association of International Life Offices (AILO) suggests that advisers across global wealth markets are open to a more flexible, digitally enabled approach to long-term accumulation products.

The findings come from AILO’s Future Product Sandbox research exercise, which tested a prototype accumulation concept with 15 advisory firms operating across key international cross-border markets.

The initiative forms part of a broader effort by AILO to examine how life-based accumulation products may need to evolve as client expectations, regulation and competition continue to reshape the sector.

Rather than relying on large-scale survey data, the Sandbox research was structured as a qualitative exercise designed to explore commercial behaviour and adoption barriers across different adviser models.

The participating firms represented a range of business approaches, including commission-based and fee-based advisers, operating across Europe, the Middle East, Asia and other international markets.

Future Product ‘Sandbox’ Research

Across the participating firms, responses were broadly supportive of the proposed concept, with approximately two-thirds of advisers expressing overall support for the prototype product structure.

One of the clearest findings from the research was that advisers increasingly view investment platforms rather than traditional regular premium savings plans as the main competitive benchmark for accumulation solutions.

This reflects changing expectations around transparency, flexibility, digital interaction and cost competitiveness.

The prototype concept tested in the research combines a life insurance wrapper with a digitally delivered accumulation structure designed to appeal to younger, high-earning professionals — often referred to as “H.E.N.R.Y.” clients (High Earners Not Rich Yet).

These individuals typically earn strong incomes but may have limited accumulated wealth due to competing financial commitments such as housing, education and lifestyle costs.

Advisers participating in the research consistently highlighted that digitisation will be central to the viability of future accumulation products, particularly in reducing onboarding friction and improving operational efficiency when dealing with product providers.

The research also suggests that breaking the traditional link between product term and remuneration could improve flexibility and lifetime value for both advisers and customers.

Bob Pain, Chief Executive Officer of AILO, said:

“Advisers are seeing first-hand how client expectations are evolving. The Sandbox exercise was designed to test whether a more contemporary accumulation structure would resonate with firms operating across different advisory models.

“What the research shows is that many advisers recognise the competitive shift that platforms have introduced and are open to exploring how life-based products evolve in response.”

AILO has published the full report together with the webinar recording and presentation materials for its members and to participating advisor firms.

The Shifting the Dial Results of the ‘Future Product’ Sandbox Research Exercise report is available exclusively to AILO Members via the Member Login tab of the website, click here for details.