杰奎琳·麦克纳姆(Jacqueline McNamee),首席执行官&C-Quence的创始人。建立管理责任MGA

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播客

MGA的作用和潜力在2019年进行了很多讨论,并进行了一些重大的筹款和收购。

曾任承销商的杰奎琳·麦克纳姆(Jacqueline McNamee)对其前任雇主的创新速度感到沮丧,并于2017年推出了C-Quence。马修在去年11月的Cytora会议上采访了杰奎琳,作为主题演讲之一,这一集的亮点在于他们的讨论。

涵盖的主题包括:

    •什么是管理责任保险
    •用于承保的数据源
    •为什么C-Quence建立了自己的技术堆栈
    •速度的重要性
    •经纪人渠道的价值
    •使用Cytora产品

可以找到我们所有播客上的信息 这里。阅读马修的文章 "MGA是保险创新的捷径?"

这里 播客61。它在iTunes上也可用, Spotify豆豆.

由Simon Fyles制作, simon@instech.london
由彼得·罗奇(Peter Roach)编辑, visualmonkeys.co.uk

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此播客的字幕

00:02 Matthew Grant: Hello, 和 welcome to the last InsTech podcast of 2019. Well, no rest for us, got to keep this show on the road. We'在圣诞节和新年之间的那个安静区域重新发布了这一集,所以又快了一点。现在,最近几年已经对MGA的出现进行了很多讨论。我们'我看到了一些非常有趣且意义重大的退出。因此,很高兴有机会采访杰奎琳·麦克纳姆(Jacqueline McNamee),他几年前在MGA创立了C-Quence,提供管理责任险。我们在11月的Cytora会议上登台,这是在令人愉快的圣卢克(Saint Luke)举行的非常有人参加的活动'的肖尔迪奇教堂,通常是伦敦交响乐团的所在地。现在,如果你'我想简短地了解MGA及其实际含义,因此写了一篇简短的文章,解释了它们的运作方式以及它们在经纪人和传统保险之间的适用位置,而且似乎下降得很好。您可以在InsTech London网站和我的LinkedIn个人资料上找到它,然后您'll find a link in the episode notes.

[音乐]

01:08 MG:我上一次在这个房间里,有四个人在舞台上拉小提琴。您今天没有带小提琴。

01:16杰奎琳·麦克纳姆(Jacqueline McNamee):恩,你永远不知道,这取决于我们的聊天方式。

01:19 MG: Well, there we go. And we'我也有150多人在这里,以了解您的情况'取决于。因此,几年前,您离开了某种相对安全的工作世界,在一家大型保险公司工作。您设置了C-Quence。只是从您的网站上引用,您的目标是带来一种根本的,功能强大的,变革性的和高效的交易方式和中端市场商业保险服务,今天,您're focusing initially on management liability.

01:50 JM:首先,谢谢Matthew,您的介绍。同时,我还要感谢Cytora团队邀请我们今天参加。

01:58 MG:是什么驱使您离开相对安全的保险世界而建立自己的企业?

02:03 JM:我在大型公司工作了20多年,因此,我经历了一系列挑战和挫折。我认为该行业如何继续运作实际上是针对短期修复,而不是对我而言,总有点像是把罐子砸了,而不是您真的必须去解决问题。与应对现代商业保险现代化的挑战有关的根本原因。我也同样认为,一些挑战是...由于人们往往会遇到障碍,那就是商业领域可能过于复杂而无法实现自动化程度,例如与个人线路行业已被破坏的程度一样。或面临挑战,尤其是从费用和自动化的角度来看。我认为很多……再次,技术工具越来越多地进入消费领域,而不是进入商业世界。

03:00 JM: And I didn'确实有很多这样的理由。我认为,如果您退后一步,如果...我认为C-Quence的主要优势之一,尤其是在我们成立之初,是当您有机会得到一张空白纸时,并且're not encumbered by legacy, it does present an exciting opportunity. So I think with that, coming from inside the industry, but also realizing that it was going to take operating with outsiders from outside the industry, that it presented a really good opportunity for us, insofar as we did really understand the gaps 和 some of the opportunities that could be presented, particularly around data as you can see. And that, I think, is obviously the core discussion point for today as well.

03:46 JM: So we set about... I thought was a very exciting opportunity. But equally, as much as it was exciting, it was equally as daunting coming from big corporate worlds, as some of my friends said to me, "您对成立公司有什么了解?"当时这是一个真实的陈述,但是就像您想要的任何问题一样,您必须承认它,然后您才意识到。我们的旅程只是围绕我建立一支精良的团队,本着真正的态度,"让'问题解决了提出的所有这些挑战。"那里's a great array of fantastic new tools 和 technology. And we sat on our merry way, a couple of years ago, almost two years ago now, to set out 和 start to build a new type of contemporary insurance company.

04:24 MG: Well, congratulations. You've幸免于难的两年。一世'm sure you'现在已经成为成立公司的专家。而且,是的,众所周知,许多最成功的企业都是由那些真正感到沮丧的人建立的,他们可以'没完成他们的日常工作,他们说,"你知道吗,我'我要自己去解决。"在这里,我们有很多观众'我已经与Cytora签约,我们'再说一些我们的其他合作伙伴'我也有以便's all fantastic news. Now, before we kind of get into a bit more about C-Quence, could you just say a few words about what management liability actually is, for those who may not understand that space?

04:56 JM: Sure. It'是我们今年三月初推出的第一套产品,'由五个产品组成的模块化集合。当我们谈论管理责任时,我们'真正谈论的是旨在保护企业管理的保险产品,尤其是在我们的细分市场更属于私营小型上市公司部门的情况下。它'只是一系列真正能保护管理层,管理层做出的决策以及这些决策对实体本身的组织产生潜在影响的产品。所以 's modular covers like directors 和 officers, insurance, liability insurance, employment practices, protecting against the risks of managing your employees in obviously more of a regulated environment, managing pensions on behalf of your employees, crime, crime from inside or outside the organization, 和 also cyber.

05:49 JM: So it was the first five suites, the five modular, we set about instead of doing traditional way. We'打算将我们所有的承保范围分解为风险单元,我们将其描述为模块化的承保范围。再次,因为从简化产品的角度来看,它还促进了使用技术来支持实际产品本身而不是数据。我们也...'从承保角度看我的背景。所以你'非常...有很多技术经验,对我们有帮助..."We'll break ground. We'将使用管理责任套件作为我们的首批产品,"但是我们总是以使其成为架构或基础的设计以及我们的灵活性来构建'重新构建它,并将数据结构传递到我们想带来的下一组模块化产品中,这是通过财产和人员伤亡实现的。因此,我们目前正处于接下来10个模块的测试阶段,这些模块将管理责任带入了财产和伤亡领域。所以我们'll have an overall offering of 15 modular coverages next year.

06:00 MG: Well, thank you for that. That's helpful. And you'还有...没有多少公司专注于这个特定领域。那么你'过去常常遇到一个难题,但那里's some opportunity out there. But just in terms of the focus on data analytics 和 how you position yourself, I mean, lots of companies, about every company now starting off, uses that concept of access to data analytics. But what do you think it is about C-Quence that actually distinguishes you from other organizations out there that claim to be able to do things differently?

07:20 JM: Well, I think, again, having coming from the traditional insurance sector, 和 I think Richard said it well, which is very manual, a manual, traditional industry, a lot of... There is a wealth of information 和 data that does circulate 和 swirl through the commercial sector, both 这里 和 globally. But the challenge is it's的格式非常不规则或不一致,不标准化。我认为这是我们作为团队要解决的最先出现的问题之一。和我'我自己在自己的职业生涯中就看到过,如果您能吸引客户,那将是非常非常起点的旅程的起点's name wrong 和 the client information or the address incorrect, you are already starting to replicate those challenges 和 errors right away through the life cycle 和 the correction 和 the errors 和 the reconciliation that comes with that. So for us, the starting point was if you can manage to build your platform, your offering that can facilitate very accurate 和 structured 和 standardized data, the opportunities were going to be really fantastic in relation to what you could do from a technology standpoint.

08:27 JM: I also think as well from an underwriting standpoint, having done it in... Coming from the world of it'被认为是一门艺术而不是一门科学,并且在各个地方都做了很多承销,'重复很多,而你又要一遍又一遍地做,学习就是'确实会被传递并分享给所有相关人员的利益,包括承运人,客户,经纪人本身。因此,这一切都是为了我们,如果... '拥有一个高效得多的过程是一回事,但是必须借助数据和技术来实现它。我们所做的一切都基于非结构化数据。它确实流动。就像一条相关信息现在将跨设计流向这15个模块一样。也许五年前的机会'因为曾经有过'例如,像Cytora这样的公司,就数据方面提供了出色的产品,以增强和丰富平台或我们提供的产品're working on.

09:25 MG: Good, 和 I think it'并非偶然,在视频中,您'关于速度的参考很多'真的在做。您'我们有一个关于您自己对消费者或客户缺乏速度的经验的故事。但是,是的,尤其是那些对我来说比较突出的引用,不到两分钟就能引用绑定,然后十分之一秒就能将文档撤出。但这听起来's something you use a key metric for building the business 和 as you sort of talk to your own customers about how you provide some differentiation versus what they might do.

09:55 JM: Yeah, 和 it was about... It'不是...我们真正与众不同的卖点之一'重新寻求将其构建为业务是新工具,新技术,新技术可以提供的服务平台。我想可能设置一个门槛或举一个我们今天早上谈论的例子是,我们去年购买了自己的Dino保险。因此,从我们拨打电话和要求Dino的请求之日起,我们准备立即付款。从那个电话到收到政策文件之日,实际上我们花了244天。和我们're not exactly a big, multi-national, complex business.

10:33 JM: So that'当您看到...时感到沮丧'就像当政策迟到三个月时,'对于未发送您的文档表示歉意。所以当你看到类似的东西时'在提高服务水平方面是一个真正的机会。但是同样,当您提供产品,平台,数据,结构,'ve all these new tools, it does help to facilitate that. So I think one of the big differentiation was again part of the big problem solving that we did at the beginning was, how do you take all of this underwriting experience that we have collectively accumulated over long periods of time, 和 how do you embed them into technology?

11:11 JM: So it was a lot of work in breaking down 和 structuring all of the underwriting experiences, scenarios, types of referrals, reasons, what you need, supplementary data, 和 actually codifying them into our platform so that the system is offering that... Making those decisions. Either A, it can go through an immediate automated platform which does... You can get a quote bind issue in less than two minutes if it meets certain risk characteristics 和 all the data is predicated to facilitate that. And even in that process, we use around 600 algorithms 和 a lot of external data points that are populating, allowing that decision-making process 和 your documentation to be built in less than two minutes. And then in relation to targeting the referrals, which again is a lot of the falldowns happen in the industry, is that we've整理了触发引荐的所有响应。同样,当承销商获得推荐时,他们会立即收到通知's on their iPhone or their iWatch. And a lot of the answers are pre-programmed which help facilitate 和 speed up decision making.

12:13 JM: And then if the underwriter doesn'就像到目前为止机器所建议的那样,他们可以明显地对其进行修改和修正,然后我们在后面放置AI机器学习模式识别以确保 's a constant evolution 和 pattern in relation to the decision making. So it does show that you can improve the 244 days to less than 2 minutes or 15 minutes. And in some more complex cases, we may require additional information. But once that information comes in, then we have to start thinking about our SLAs again.

12:41 MG: I want to come back 和 talk a bit about your technology stack in a minute. But what'有趣的是,与'就是这样,您说了九个月了...'将您的文档还给您真是荒谬'现在只需几分之一秒或几分钟就可以说话。好像得到这个的人'不像是增加收益。它's we'将为您节省25%的时间,而您'要在六个月内得到它,那's ridiculous. It's actually, really... It has to happen now.

13:08 MG: So you'重新注册一个MGA,然后您使用经纪人来分发您的产品。是的那里'那里的一个主题说,"如果我们不这样做,经纪人应该被解散't need them,"但是你'我们选择非常明确地通过该渠道。你能说说为什么吗've done that rather than try 和 go direct to your clients?

13:27 JM: There'大概有两个答案。首先是我们绝对有意建立了B2B模式,即企业对企业,我们坚决支持。那里'这也是两个原因。一个可能是我们'我们提供各种产品,既有中小型的,也有大型的或中型的。这些客户确实具有更复杂的风险,因此需要特定的建议。我们'在提供保险解决方案而不提供建议的业务中有所作为。因此,对于我们而言,非常重要的一点是,咨询意见以及经纪人为客户提供咨询服务所带来的专业知识非常重要。而且,它's a distribution play for us, too. Because in a B2C model, you are going to start swapping dollars or pounds in relation to... Your acquisition costs are going to have to go into your branding 和 your self-awareness 和 your advertising. So you are kind of, to a point, moving some of the money around. Whereas for us, the brokers, we have the network, we have the contacts with them, they have the boots on the ground with the clients.

14:32 JM: So what the broker to us is more like our client, but our theme is if the broker'对我们带给他们的客户服务非常满意,然后默认情况下,他们的客户会很高兴。我还想说第二点,关于谈论经纪人的破产,哪种观点对您有用。我认为,如果您查看整个商业保险链,'它有很多方面,使它成为一个很长的链。介于您是否拥有与客户进行咨询的经纪人,配售经纪人,承运人,MGA,再保险公司,再保险经纪人,复古,复古,软件公司之间。它'是一个大连锁店。我认为,客户正在筹集资金,今天早上已经提出了40、50p'正在养活这条链。所以那里's a lot of opportunities within that chain to shorten us 和 to disrupt us.

15:22 JM: So we know the brokers are caught up in the inefficiencies that the administration, the bureaucratic processes that the commercial industry is that, by default, if you bring them a better experience, you'重新帮助他们了解顶线,底线'也帮助他们从客户服务的角度脱颖而出。他们倾向于...'就像任何东西。如果您给他们很好...真的很好的服务,他们 're going to come back.

15:43 MG:在那个经纪人社区中,并且可以随意命名,您如何发现真正了解它并嵌入自己组织的那些组织的传播?您谈到了那里的所有不同类型的经纪人。在大型和小型经纪人之间,您是否看到了一些很强的差异化因素?那些真正在驱动和激励其团队在诸如您这样的公司中使用技术的人,与那些可能谈论但实际上并没有真正交付的人下去吗?

16:11 JM: Yeah, very much so. I would say there is still quite across breadth in relation to, I guess, attitudes 和 behaviours maybe or opportunities. I think, from a distribution model standpoint, again, being a small, lean company, our predication on being really efficient, we'不会成为所有人的万物。而我们不't have the resources to run around to be a big sales organization. So for us, it was always about having come from the commercial industry, leveraging the network that we already had 和 re-identifying partners that had a similar attitude in respect to really a desire to change the service spectrum, probably more than anything, or even the simplicity of the product 和 the product offering. And obviously the opportunities that the data execution can bring.

16:56 JM: So there is a spread out there. We found very early on, when we were kind of nothing but a concept on paper, there were certain brokers that really embraced what we were doing. They said, "我们真的很喜欢你在哪里'正在走。这个行业必须改变,我们希望与您合作进行设计工作,因为火车's going to leave. It'从车站出来,我们想跳下去,否则,'对我们来说将是困难的。"所以那里'就是这样的区域。实际上,其中之一是全球经纪人之一,不是最大的经纪人,而是全球经纪人,然后显然是大型独立经纪人。然后你有谁说"我们真的很喜欢你're doing, but we'发生了很多事情,请等我们回来'并准备就绪,我们可以按on按钮。"

17:38 JM:然后在那里'另外一群经纪人,他们对今天的运作方式根深蒂固。那里'保护现状的愿望。他们'相当参与封闭的软件服务提供商,他们没有'没有机会开放。所以这是一个混合包,但这对我们有用,因为我们'不会成为所有人的万物。我们希望在……方面实现多元化。'的机会。我们与几个大型全球性公司合作。我们有一些网络经纪人,'只是与网络打交道,批发商自己也要访问他们的网络。然后我们有一些大中型的独立企业。再说一次,它真的很怀抱……两周前,我们在一家经纪人身上签了字,即使在第一次会面之后,他们只是说,"我们想出现并且直接玩。我们爱你'在做。我们要开始运动。我们希望在以后的所有业务报价中开始使用您作为替代。"所以那里 is a real appetite with some, 和 there's another... There'许多保护主义'就这个行业而言,"唐't rock the boat."

18:36 MG:好的。那么你'这里有很多人,有些我'm sure are buyers of management liability insurance, 和 they want to go 和 find a broker offering C-Quence. Could you direct them to anybody in particular or...

[笑声]

18:51 JM: I think it would be unfair to direct them to one or two. There'那里有一些优秀的经纪人,您可以随时访问我们的网站。和我们'很高兴...与我们联系'很高兴根据您的地理位置或特定的风险偏好资料为您提供一些非常非常好的建议。穿得很好,没有 't I?

[笑声]

19:07 MG: But I guess, on a slightly more serious note, as a brand, C-Quence, do you expect that you become a brand that'被最终买家重视?还是他们仍然看到与经纪人的关键关系,然后依靠经纪人找到最佳产品?您're less concerned about what the end buyer once... Your real target is to get the broker to...

19:29 JM: Yeah. We designed our offering 和 our platform for brokers. We designed with brokers for brokers. We did certainly consultant 和 engage. We didn'不想在实验室,后台中建立一些东西,然后出来说,"-看看我们有什么。"他们去了"我们不't want that. That's not of use to us."因此,我们做了很多工作来重新确定经纪人的痛苦点,可能给他们带来的变化,他们面临的主要挑战。如果我们把这个带给他们,他们会真的拥抱我们吗?所以's是专门为经纪人设计的,但是它'也是基于...的。显然,我们的能力很强大。它's very much predicated on if you give the broker a differentiated experience, then they bring that to the client.

20:11 JM: We also... Even our product offering is different in that modular suite set that we approach, but it'还有...我们从商业领域获得了很多技术经验,因此我们决定简化产品。我们使用的管理责任套件的用语是,我们将其从70页增加到15种,涵盖了五个产品。我们一样'与财产和伤亡套件一样,并使其变得简单,以便客户获得他们的产品,并及时获得他们的保险产品。不管他们读什么,他们都不会'一定要成为保险专家。一世'm clear what I'm covered for, 和 I'm clear what I'm not covered for, 和 make it a less cumbersome, legal heavy weight document.

20:51 MG: And so just talking on the technology side then, you talked about 50 data sources, 和 then there a lot companies now, they'为保险公司提供经纪人技术系统,脉冲管理系统。我认为您建立了自己的技术堆栈,'t you, rather than go out to a third party?

21:10 JM:是的,我们做到了。早在我们做出决定时,我们就决定了它是基于早期组建C-Quence的团队,不仅来自行业内部,而且还具有许多技术和数据技能以及数学技能。我们确实很早就做出了决定,要自行设计和构建它,原因有两个。我们在多伦多确实拥有一支优秀的开发团队,这是出于几个原因。我们知道我们最有能力解决问题并真正为他们解决方案的挑战,而不是退位或外包给软件公司或顾问。

21:51 JM: And also above all, apart of being in charge of our own destiny, we wanted to build... We wanted to prove that we can execute big complex technology projects, deliver on time, deliver under budget, don't overrun. It'敏捷,非常灵活。它'一个具有很多开放式体系结构的面向服务的平台。我们希望能够不断改进它并拥有这种灵活性,其中一部分就是保护我们自己的IP。但这需要我们加快执行速度,'s designed exactly how we decided we want to build in relation to which... What we want to offer from a product data, a service standpoint.

[音乐]

22:38 MG: Well, that wraps it up for 2019, 和 we'我们已经为2020年安排了一些出色的演讲者。我们'我们将在1月21日为您带来下次活动的亮点,"支付创新"。如果你'对认识一些最好的和新兴的保险或技术公司感兴趣的人, '尚不了解InsTech London,有很多参与方式。您可以在LinkedIn或Twitter上关注我们,也可以在合作伙伴见解下查看我们的每周新闻。您可以参加我们的每月活动之一或早餐活动之一来加入我们。您可以成为会员,也可以追踪Robin,我本人或团队之一,并让我们知道您的情况're up to. We're always on the look out for fresh ideas, interesting people, 和 success stories.

23:22 MG:最后,如果没有出色的Visual Monkeys的彼得·罗奇(Peter Roach),这个播客将是不可能的,他在去年对我们的播客进行了出色的编辑。所有联系方式都可以在情节注释中找到。

这里 播客61。它在iTunes上也可用, Spotify豆豆.
 

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