Plan Sponsors Reevaluating DB Plan Terminations Amid Surplus Increases

A Mercer survey finds CFOs are looking at plan design changes or risk transfers, in lieu of walking away from the plans entirely.

Fewer plan sponsors are considering terminating their defined benefit plans as they consider other risk management strategies such as plan design changes or limited risk transfers.

Half of plan sponsors do not intend to terminate their DB plans, up from 36.7% in 2023 and 28.3% in 2021, according to Mercer’s 2025 CFO Survey, shared in a webinar on Wednesday.

Never miss a story — sign up for PLANADVISER newsletters to keep up on the latest retirement plan adviser news.

The survey is based on responses from 173 chief financial officers and senior finance executives.

“A lot of the plans who had planned to terminate did so,” said Matt McDaniel, who leads Mercer’s U.S. pension strategy and solutions team. “We’re now up to … half of plans anticipating staying in the pension ecosystem for a long time, and the other half looking to terminate in the next five to 10 years. With more overfunded plans than ever, managing pension surpluses that have emerged has become the key theme in terms of how plan sponsors are thinking about dealing with those types of plans.”

The 100 largest corporate DB plans were 104.1% funded on an accounting basis, with a surplus of $51 billion as of March 31, according to Milliman.

As surpluses have increased, plan sponsors have tapped into alternative measures other than termination to unlock the savings, McDaniel said.

“We’ve seen sponsors move DC contributions into a DB plan to provide similar contributions; we’ve seen plan sponsors do retiree medical transfers of surplus assets to cover health benefits for employees; we’ve seen plan sponsors do somewhat creative partial transactions—where that may be to spin off a portion of the plan, terminate that with some surplus, leave a portion of the plan behind, perhaps for employees that are still accruing benefits,” he said. “The rules do require a little bit of creativity in terms of different ways to access some of that surplus, and sometimes it’s a little bit of a work-around to try to get there. But there are lots of good activities.”

More than 50% of respondents said they are eyeing plan design changes for 2025, with an increasing interest in hybrid models and cash balance plans to offset investment risk and interest rate volatility, according to the survey.

According to survey results shared during the webinar, 37.6% of respondents said they had implemented a hybrid pension plan design that eliminates investment risk and interest rate risk for the company, up from 32.2% in 2023.

Investment risk and interest rate risk were the two main factors that plan sponsors listed for why they terminated their plans, at 66% and 48.9%, respectively, according to the survey.

Meanwhile, risk transfer continues to dominate strategic discussions. More than 70% of organizations plan to offer lump-sum payments to some portion of their plan beneficiaries in the next two years, while more than 60% are exploring or have already executed retiree obligation transfers to insurers via annuity purchases, sometimes called pension risk transfers.

Organizations are also moving to de-risk their investment portfolios, with 70.1% reporting they have implemented dynamic de-risking strategies, an increase of nearly 10 percentage points from 2023. Additionally, 44% have boosted allocations to fixed-income assets to stabilize their funded status.

Yet internal confidence remains a hurdle: Fewer than 40% of CFO respondents reported high confidence in their in-house capabilities to manage DB plan complexities. Many cited time and resource constraints, prompting a growing reliance on analytics, dashboards and data-driven tools to inform decisions and streamline operations.

“Plan sponsors are thinking about all the options that are on the table,” said Valarie Dion, a senior pension strategist at Mercer, during the webinar. “With higher funded status, you have a lot more options on the table.”

Report Reveals Opportunities in CRM Adoption, Impact

Insightly’s 2025 report showed a gap between the potential of customer relationship management in the AI era and how teams use the systems.

Customer relationship management systems are a core component of most mid-market technology stacks, but according to a new report by CRM provider Insightly Inc., they are significantly underutilized: Only 34% of teams are fully leveraging their CRM systems.

According to the “2025 CRM Research Report,” which gathered responses from 379 B2B professionals responding to an online survey in February and March 2025, 70% of businesses use CRM solutions for customer service, and 60% of survey respondents said CRM is more important for achieving sales and marketing goals than it was five years ago.

Revenue Gross Drivers

The “2025 CRM Research Report” revealed a growing focus on sales efficiency and cross-functional alignment as primary revenue drivers for the coming year. According to the study, 53% of sales professionals reported they believe improving sales efficiency will have the greatest impact on revenue, followed closely by the need for better alignment between sales, marketing and customer success teams. As go-to-market strategies become increasingly interconnected, according to Insightly, organizations are recognizing the critical role CRM systems play in supporting these efforts.

The research also highlighted a strong correlation between CRM satisfaction and business performance. Teams that reported extreme satisfaction with their CRM were more than five times more likely to see a positive impact on sales efficiency and four times more likely to experience significant revenue growth.

Adoption Challenges Persist
Yet despite high satisfaction among some users, adoption remains a persistent challenge. Only 34% of teams reported that they fully embrace and effectively use their CRM system, and most reported using fewer than half of the available features. However, when the CRM is well-aligned with the organization’s size and needs, the reported adoption rate improved dramatically. Among teams with full CRM adoption, 86% said their current platform is the right fit, compared with just 62% among teams with lower adoption levels.

The report also called attention to decisionmaking pitfalls that may hinder CRM success. While priorities like usability, integration and flexibility ranked high on teams’ wish lists, many decisionmakers admitted to prioritizing features over ease of use, with 40% acknowledging this misstep. Additionally, 38% said they rushed the selection process—decisions that often contribute to lower satisfaction and limited system adoption.

AI-Powered CRMs
Sales professionals are eager to see artificial intelligence take on the everyday challenges that slow down CRM usage—especially manual tasks, which—along with team capacity—is one of the biggest barriers to sales efficiency. According to Insightly’s report, teams want AI to help automate tasks and workflows (41%), generate reports (35%) and suggest next-best actions based on the sales process (31%), while 30% of responding teams also want help creating, editing and organizing contacts and leads—another time-consuming hurdle.

Businesses are increasingly demanding AI-driven efficiency in practice management. As businesses push for efficiency without growing headcount, AI is becoming essential to unlocking a CRM’s full value.

Overall, Insightly found that the effectiveness of a CRM is not solely determined by its capabilities, but by how well it aligns with the organization’s needs, how thoughtfully it is selected, and how thoroughly it is adopted across teams.

«