InsTech - insurance & innovation with Matthew Grant & Robin Merttens

Ben Turner joked that he’d “be a rich man for every pound [he] had somebody asking” what Salesforce has to offer the insurance world.  Robin Merttens is joined this week by Ben Turner and Tom Swire at Salesforce, who touch on their journey to joining the company, the trouble with legacy systems and the exciting prospects for the future including an agency management system to be launched in 2025. If you enjoyed this conversation and would like to hear more, our October evening event hosted in collaboration with Salesforce and Azur Technology was recorded. The videos will be available on our website soon. Key talking points include: On working as an underwriter or in insurance market standards to joining Salesforce - the journey Salesforce’s place in insurance The importance of the workbench Case studies from the front line - N2G and Crux Underwriting The Salesforce approach to AI - creating your own bot Looking ahead to the future - all the exciting launches A match made in heaven - working with ecosystems and partners Transformation - making the unknown and scary just that tiny bit more familiar If you like what you’re hearing, please leave us a review on whichever platform you use or contact Matthew Grant on LinkedIn. Sign up to the InsTech newsletter for a fresh view on the world every Wednesday morning. 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: Describe how Salesforce operates in the insurance sector and the benefit of pre-built templates  Specify how a CRM system can be a strong foundation for building an underwriting workbench Explain how ecosystems work and how do you pick a successful partner 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 325 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.

Determined to write delegated business better, Ben Laidlaw joined Nick Tye and Jacqui Ferrier to found Carbon Underwriting.  Carbon Underwriting is a Lloyd’s Syndicate MGU that provides shareable underwriting conclusions on its Graphene administration system. The company has matured since its conception in 2018, and Ben discusses navigating ‘Decile 10’ to gaining approval for Carbon’s second syndicate earlier this year, which will exclusively underwrite US business.  Key talking points: The story behind the creation of Carbon Underwriting and growth in the Lloyd’s market The thinking behind the second syndicate US business - why enter a competitive market?  Smart syndication  Graphene - who built it and what’s so good about it?  Plans for the rest of this year and 2025 On being Private Equity owned and waxing lyrical If you like what you’re hearing, please leave us a review on whichever platform you use or contact Matthew Grant on LinkedIn. Sign up to the InsTech newsletter for a fresh view on the world every Wednesday morning. 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: Specify what issues were in the delegated business market and what changes did Carbon Underwriting seek to solve Define what ‘Decile 10’ is and how it changed the Lloyd’s Market Summarise why smart syndication is and why it is a growing and exciting aspect in the Lloyd’s Market 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 324 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.

Fadata’s CEO, Liselotte Munk, returns to the InsTech podcast with Robin Merttens to discuss the company’s recent developments, including its expansion to APAC and South America.  Discover in this episode the intricacies of running a policy admin system provider, where Liselotte thinks the market is heading to next and the challenges with entering new regions. Key talking points include: The market’s maturity and the problems this may pose. Running a business when policy admin system changes are rare  Working around compliance  Working with a new generation of tech-savy insurers Culture shocks upon entering new markets Navigating a highly competitive marketing with key players Using AI in Fadata Ecosystems versus agnostic systems provider - which is best? If you like what you’re hearing, please leave us a review on whichever platform you use or contact Matthew Grant on LinkedIn. Sign up to the InsTech newsletter for a fresh view on the world every Wednesday morning. 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: Describe why implementing a new policy admin system may pose issues for an insurer. Specify what markets across the globe are expanding and are interesting for new entrants in insurtech. Explain why you need to change your business model and approach when entering new global markets. 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 323 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.

According to Mike Hobday, CEO of Insurants, the company is “a bit like being the Google Translator of the commercial insurance market”. Insurants is developed by Antworks in collaboration with Marsh McLennan to help commercial insurance companies manage and process their documents. This week, Matthew caught up with Mike, who previously having spent 12 years at IBM, witnessed early AI automation with the likes of Watson, through which he fell in love with document processing. At Insurants, Mike is bridging the language barrier (so to speak) between data that flows between brokers and carriers. Key talking points include:  The importance of summarisation - courtesy of the InsTech AI bot intern Falling in love with document processing - Mike’s career journey What is the current problem with document processing in insurance The Periodic Table Insurants accuracy - working with Marsh Commonality between insurance and the left side of the brain Moving business back to the UK Vital advice for small carriers and brokers If you like what you’re hearing, please leave us a review on whichever platform you use or contact Mike Hodbay or Matthew Grant on LinkedIn. Sign up to the InsTech newsletter for a fresh view on the world every Wednesday morning. 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: Explain the issues with document processing in the insurance industry and why automation is the solution. Identify different types of documents used in insurance and their purpose. Summarise ways in which a carrier can integrate a document processing AI system into their workflow. 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 322 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.

This week we are combining youthful enthusiasm with sage wisdom on the podcast, as Robin Merttens speaks to InsurX’s CEO, Gilbert Harrap and Chairman, Michael Watson. InsurX is a platform that enables insurers and brokers to undertake portfolio underwriting, automated contract binding, algorithmic underwriting and instant risk matching. Touching on the importance of driving digitisation in the London Market, Michael also shares highlights from his distinguished career, with a focus on his success at Canopius and his reasons for joining InsurX.  An important episode for all those interested in digital trading, algorithmic underwriting and the future of the London Market. Key talking points include: The Hot Topic - digital trading solutions and an introduction to  Never close to being at the “end” of a career - looking back at career achievements Wise owls and youthful enthusiasm - the perfect pairing? Plans for fundraising  Development in the London Market - where are we at? The tension between centralised infrastructure and entrepreneurs What is next for InsurX and the potential to bring digital trading beyond portfolio underwriting If you like what you’re hearing, please leave us a review on whichever platform you use or contact Matthew Grant on LinkedIn. Sign up to the InsTech newsletter for a fresh view on the world every Wednesday morning. 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: Describe what is a digital trading platform in insurance and why is it important in the context of the London Market Explain why bringing new tools is difficult in a centralised infrastructure like insurance, and how companies can work around this issue Identify reasons why it is valuable to mix young entrepreneurs with industry veterans when building out a new tool 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 321 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.

According to Yann Barbarroux, Co-founder and CEO of Otonomi, “every year is like starting a new company”. It has been a year since we last caught up with Otonomi, and Matthew reconnects with Yann to discuss how parametric insurance helps mitigate supply chain risks, particularly in situations where traditional insurance falls short. Key topics include: Addressing pain points in maritime freight and global trade Developing and refining parametric insurance products Real-world case studies demonstrating Otonomi’s solutions Strategies for managing accumulation risk Yann’s expertise in risk management and its influence on Otonomi’s approach Expansion of the air cargo market and new maritime product offerings Growing awareness and adoption of parametric insurance Leveraging AI to scale and enhance business operations Otonomi’s global expansion plans and future funding strategies If you are interested to learn more about parametric insurance and non-damage business interruption, read our report here. If you like what you’re hearing, please leave us a review on whichever platform you use or contact Matthew Grant on LinkedIn. Sign up to the InsTech newsletter for a fresh view on the world every Wednesday morning. 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: Explain how AI and developing new tools can help automate tasks within a business. Define parametric insurance and its impact in the perishable goods market. Identify the common issues in the cargo insurance space and how parametric insurance can solve them. 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 320 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.

Nicola Turner, Co-founder and COO of Scrub AI, shares her journey from underwriter to entrepreneur, driven by the need for better data tools in insurance. She discusses the costly and time-consuming challenges of manual data cleaning and how her platform automates these tasks. Nicola emphasizes the transformative role of AI and technology in data management, the intricacies of raising funding for a tech start-up, and the importance of work-life balance. Her insights on co-founding and building partnerships are both inspiring and enlightening.

Next month, Martin Reith will mark 40 years in the London Market. As he approaches this significant milestone, we sat down with him to discuss his journey into the industry, his most notable achievements, his decision to become Chairman of Artificial Labs, and his thoughts on the challenges of modernising the London Market. We also explored his strong advocacy for algorithms and the advice he has for the next generation of industry leaders. Key talking points: Starting 40 years ago Founding Ascot Underwriting and receiving backing from AIG  What has gone well in the Lloyd’s Market and what can be improved? Is there a good time to invest in technology Smart Follow - a term often misunderstood The world of algorithms Martin’s advice for anyone thinking about entering the Marketplace The London Market - it works on people If you like what you’re hearing, please leave us a review on whichever platform you use or contact Matthew Grant on LinkedIn. Sign up to the InsTech newsletter for a fresh view on the world every Wednesday morning. 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: Explain what Smart Follow is in the context of insurance Identify ways in which the London Market place can take advantage of innovation Summarise what an algorithm is and how it can be implemented in insurance 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 318 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.

Marcus Ryu, co-founder and chairman of Guidewire and partner at Battery Ventures, shares his entrepreneurial journey from launching Guidewire in 2002 to transitioning into venture investing. He discusses the critical elements for startup success, likening startups to insurgents. Ryu reflects on the challenges of the first sales cycle, the importance of a reckless spirit in entrepreneurship, and offers insights on generative AI's potential in insurance technology. His tale is filled with wisdom for both budding entrepreneurs and seasoned investors alike.

Have you ever built your own solution to a problem? Quotech, founded by Guillaume Bonnissent, provides technology for commercial underwriters and brokers. Its integrated solutions cover data ingestion and extraction, pricing, distribution, policy administration and claims. Matthew Grant caught up with Quotech’s CEO and founder to touch on his underwriting past and how it has helped build a company, the issues with Excel spreadsheets and targeting specific insurance lines to produce tailored products. Key talking points include: From underwriter to entrepreneur - the journey Producing innovative solutions for underwriters  Targeting specific insurance lines - can you really do everything if you can do marine? The importance of user experience Transitioning from coding to leadership Investors and future prospects If you like what you’re hearing, please leave us a review on whichever platform you use or contact Matthew Grant on LinkedIn. Sign up to the InsTech newsletter for a fresh view on the world every Wednesday morning. 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: Describe the current issues underwriters face with Excel spreadsheets and policy platforms Explain what is an underwriting workbench and why are they helpful to multiple members of a team Summarise the importance of turning your frustrations into solutions and entrepreneurial tips for founding a business 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 316 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.