Insurers have had fair warning: the hard market is softening, and those still relying on legacy tech may soon feel the chill. So what does it take to stay competitive as conditions turn?

In this episode, Robin Merttens is joined once again by Dani Katz, Co-founder and Director of Optalitix, for a sharp analysis of what’s changed since their last conversation and why now really is the time to fix the roof.

Dani brings a clear message: the winners in this market cycle will be those with disciplined pricing, strong data infrastructure and the ability to move fast. And while AI is starting to play a role, it's the fundamentals (clean data, integrated platforms, empowered underwriters) that remain essential.

In this conversation, Dani shares insights on:

Why too many firms delayed digital upgrades during the boom
The signs of market softening and what that means for pricing teams
What “minimum viable tech” looks like in 2025
How underwriters can be brought on the journey, not left behind
The difference between automating and augmenting decisions
Why data pipelines matter more than AI hype
How Optalitix is responding to demand from both UK and global insurers

They also touch on industry psychology: the lingering suspicion of new tech, the cultural lag behind modern tooling and why many firms still struggle to turn innovation into impact.

If you like what you’re hearing, please leave us a review on whichever platform you use or contact Robin Merttens on LinkedIn. You can also contact Dani Katz on LinkedIn to start a conversation!

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Continuing Professional Development

This InsTech Podcast Episode is accredited by the Chartered Insurance Institute (CII). By listening, you can claim up to 0.5 hours towards your CPD scheme.

By the end of this podcast, you should be able to meet the following Learning Objectives:

Define the role of AI in underwriting workflows, distinguishing between automation and augmentation.
Identify common cultural and structural barriers to technology adoption across insurance organisations.
Summarise how insurers can use data-first strategies to gain a competitive edge during market transitions.

If your organisation is a member of InsTech and you would like to receive a quarterly summary of the CPD hours you have earned, visit the Episode 366 page of the InsTech website or email cpd@instech.co to let us know you have listened to this podcast.

To help us measure the impact of the learning, we would be grateful if you would take a minute to complete a quick feedback survey.

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