杰奎琳麦克马尼,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年讨论了很多,有一些重要的筹款和收购。

杰奎琳·麦克姆尼是一位前的承销商,令人沮丧的是,在她以前的雇主的创新速度和2017年推出了C Quence。马太采访了去年11月11月在Cytora会议上的主题演讲之一的Jacqueline,这一集的亮点他们的讨论。

涵盖的主题包括:

    •什么是管理责任保险
    •用于承保的数据来源
    •为什么C Quence建立了自己的技术堆栈
    •速度的重要性
    •经纪人频道的值
    •使用Cytora产品

可以找到有关我们所有播客的信息 这里。阅读马修的文章 "MGA是保险创新的快速轨道吗?"

这里 到播客61.它也可以在iTunes上找到, Spotify.讲话.

由Simon Fyles制作, [email protected]科技前沿
彼得罗奇编辑, VisualMonkey.co.uk.

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此播客的成绩单

00:02 Matthew Grant: Hello, and 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安静区域释放这一集,所以另一个相当快。现在,在过去的几年里,MGA的出现已经很多讨论。我们'已经看到了一些非常有趣,并且出口很大。因此,有机会采访Jacqueline McNamee,他在几年前提供了MGA的MGA提供了C-Quence。我们在11月在Cytora会议上阶段,这是一个在令人愉快的圣卢克举行的非常好的活动'Shoreditch的教堂,通常是伦敦交响乐团的所在地。现在,如果你'D想得更多地了解MGAS以及他们实际的内容,我写了一篇简短的文章,解释了他们如何工作以及它们适应经纪人和传统保险,它似乎已经下降得很好。您可以在Instech伦敦网站和我的LinkedIn个人资料中找到它,您可以找到它'll find a link in the episode notes.

[音乐]

01:08 MG:我上次我在这个房间里,舞台上有四个人在玩小提琴。你今天没有带着小提琴。

01:16 Jacqueline McNamee:嗯,你永远不知道,取决于我们的聊天方式。

01:19 MG: Well, there we go. And we'在这里有一个150人的看法看起来像是听到你的'重新到达。所以你在几年前几年前为一个大型保险公司工作了一系列相对安全的就业。你设置了c quely。只是为了引用您的网站,您的目标是带来激进,强大,变革,高效的交易和维修中市场商业保险,以及今天您're focusing initially on management liability.

01:50 JM:首先,谢谢,马修,为您的介绍。而且,我要感谢Cytora团队邀请我们参加今天参加。

01:58 MG:推动你留下了留下相对安全的保险世界并设立自己的事业?

02:03 JM:我确实在主要的企业空间中运作了20多年,因此,我经历过,经历了挑战和挫折的目录。我认为这很多行业如何继续运作的是真正定位短期修复而不是对我来说,对我来说,它总是有点踢了可以在街上踢掉,而不是你真的要去了关于占据现代化商业保险的一些挑战的根本原因。我也思考,一些挑战......作为障碍倾向于在那里出来,是商业领域可能太复杂,无法以与个人线条行业造成的程度相同或挑战,特别是从费用和自动化的角度来看。我又想到了很多......技术工具进入消费者空间,而不是被带入商业世界。

03:00 JM: And I didn'真的一定会买入很多这些论点。我想如果你恢复退一步,如果......我认为我们在C Quence的主要福利之一,特别是在我们建立时,就是当你有机会的空白表和你'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 and 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, "你对建立公司的了解是什么?"这是一个真正的陈述当时,但就像你想要的任何问题一样,你必须承认,然后你才认识。我们坐落于一个真正的态度,以建立一个梦幻般的团队,以真正的态度"让'问题解决了所有这些挑战。"那里's a great array of fantastic new tools and technology. And we sat on our merry way, a couple of years ago, almost two years ago now, to set out and start to build a new type of contemporary insurance company.

04:24 MG: Well, congratulations. You'幸存下来,这是两年的第一个棘手。一世'm sure you'现在成为建立公司的专家。而且,是的,因为每个人都知道很多最成功的企业是由那些真正挫折的人建造的,他们可以'在他们的日常工作完成,他们说,"你知道什么,我'我要走了自己解决它。"在这里,我们是一个大众,你've用cytora注册,我们'重新谈论我们的一些其他合作伙伴'也得到了。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'我们今年3月初推出的第一套产品套件,以及它'S一个模块化的五种产品。当我们谈论管理责任时,我们'Re真正谈论朝向保护企业管理的保险产品,特别是我们的细分市场更多的私人小型公共公司部门。它'只是一系列真正保护管理的产品,他们制造的决定,以及这些决定对实体本身的潜在后果。所以 's modular covers like directors and 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, and also cyber.

05:49 JM: So it was the first five suites, the five modular, we set about instead of doing traditional way. We'重新将所有的覆盖范围都分解为我们描述为覆盖范围的模块化产品的风险为单位。因为,再次使产品更加简单,它还有助于使用技术支持实际产品本身而不是只是数据。我们也......它'从承销的角度来看我的背景。所以你的东西'非常...有很多技术经验,它有助于......我们说,"We'll break ground. We'LL使用管理责任套件作为我们的第一个产品,"但我们始终通过设计建筑或基础,灵活性建立它'重新建立该数据结构将通过我们想要带来的下一个模块化产品套件,这是通过房地产和伤员。因此,我们目前正在接下来的10个模块化的测试阶段,将管理责任带入财产和伤亡部门。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......没有许多公司专注于这个特定地区。那么你'重新习惯在难题中,但在那里的一个难题's some opportunity out there. But just in terms of the focus on data analytics and 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, and I think Richard said it well, which is very manual, a manual, traditional industry, a lot of... There is a wealth of information and data that does circulate and swirl through the commercial sector, both here and globally. But the challenge is it'S以非常非结构化或非一致的非标准化格式。而且我认为这是我们首先是我们出发尝试解决问题的团队的第一个问题之一。和我'在我自己的职业生涯中看到了自己,是,如果你得到客户,那就是非常开始的,如果你得到了客户's name wrong and the client information or the address incorrect, you are already starting to replicate those challenges and errors right away through the life cycle and the correction and the errors and 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 and structured and 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'被认为是一个艺术而不是科学,并在各个地方做了很多承销'很多重复,你只是一遍又一遍地又一次地做到了,并且学习了'T真的被传递并分享到所涉及的每个人的好处,包括运营商,客户,经纪人也是如此。所以这是关于我们的,如果你知道,它 '有一件事要拥有更有效的过程,但您必须特别使用数据和技术。我们所做的一切都是在非结构化数据上追求的。它确实流动了。就像一条相关信息一样,现在将在设计中流动,以跨越12个模块化。也许五年前的机会莫恩'这一切都很容易,因为那里有不好意思'例如Cytora这样的公司,他在提升和丰富平台或提供的数据方面提供了奇妙的产品。're working on.

09:25 MG: Good, and I think it'没有巧合,在视频中,你'vere有很多引用你的速度'真的在做。你'在一些关于消费者或客户缺乏速度的一些经验的故事。但是是的,特别是这些都是为了给我出去的人数不到两分钟才能引用绑定,然后十分之一的一秒钟来获取文档驱动。但它听起来很糟糕's something you use a key metric for building the business and as you sort of talk to your own customers about how you provide some differentiation versus what they might do.

09:55 JM: Yeah, and it was about... It'不是......我们的真正差异的销售点之一'希望建立作为业务的,是新工具,新技术,新技术的服务平台。我认为可能设置酒吧或者给一个我们在今天早上聊天的例子是我们去年购买了自己的Dino保险。因此,从我们提出呼叫和我们要求迪诺的请求之日起,我们已准备好立即支付它。从该电话呼吁我们收到政策文件的日期,我们花了244天。和我们're not exactly a big, multi-national, complex business.

10:33 JM: So that'当你看到......而且没有陷入困境'当政策迟到三个月后,那里'对于没有发送文档的任何道歉。所以,当你看到这样的东西时,那就是那里'对提高服务标准的一个真正的机会。但是,再次,当您拥有您的产品,您的平台,您的数据,您的结构,您'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, and how do you embed them into technology?

11:11 JM: So it was a lot of work in breaking down and structuring all of the underwriting experiences, scenarios, types of referrals, reasons, what you need, supplementary data, and 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 and all the data is predicated to facilitate that. And even in that process, we use around 600 algorithms and a lot of external data points that are populating, allowing that decision-making process and 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'通过编纂触发引导的所有响应。所以,当承包商得到推荐时,他们会立即得到一个通知's on their iPhone or their iWatch. And a lot of the answers are pre-programmed which help facilitate and speed up decision making.

12:13 JM: And then if the underwriter doesn'如此喜欢这台机器到目前为止的建议,他们可以明显修改和修改它,然后我们有AI机器学习模式识别坐在那里以确保在那里 's a constant evolution and 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 and talk a bit about your technology stack in a minute. But what'有趣的是,与之大的差异,什么'是,你说九个月了......它'荒谬地让你的文档回到你身边'现在在一秒钟或几分钟内换成级数。它看起来像是那个得到这个的人'不像渐进的福利。它's we'重新将你节省25%,你'重新在六个月内得到它,那's ridiculous. It's actually, really... It has to happen now.

13:08 MG: So you'重新拍摄MGA,您使用经纪人分发您的产品。是的。那里'在那里的主题说,"如果我们不应该宣布经纪人't need them,"但是你'选择非常具体地通过该频道。你能说一下你为什么谈谈你've done that rather than try and go direct to your clients?

13:27 JM: There'可能是两个答案。第一个是我们绝对确实地设立了B2B模型,这是一个企业对业务,我们坚定地支持。和那里'这两个原因也是如此。一个人可能是我们的部门'RE提供一系列产品以在小和介质中,它进入了大型或中等空间。这些是客户,这些客户有更复杂的风险确实需要具体的建议。我们'重复在提供保险解决方案的业务中,而不是提供建议。因此,对我们来说,这是非常重要的,即经纪人确实与客户咨询的专业知识是非常非常重要的。而且,也是'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 and your self-awareness and 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'对我们带来的客户服务非常满意,然后默认情况下,他们的客户将很开心。而且我也认为第二个点也,这有点谈到了与谈论经纪人的中断。我想如果你看一下整体商业保险链'这是一个很多方面,这使它成为一个非常长的链条。并且在与客户咨询的经纪人之间,将经纪人放置经纪人之间是之间的,你有运营商,你有MGAS,你有再保险人,你有再保险经纪人,你有复古,你有复古,你有软件房子。它'一个大链条。而且客户正在资助,我想,这一点已经在今天早上提出了40,50P'喂养那个链条。所以那里's a lot of opportunities within that chain to shorten us and 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'帮助他们关于顶线,底线,你'重新帮助他们区分客户服务角度。他们倾向于......它'什么都喜欢。如果你给他们好......真的很好的服务,他们 're going to come back.

15:43 MG:在该经纪人社区内,并随意姓名,您如何找到真正理解并将其嵌入自己组织的这些组织的传播?你谈到了那里的所有不同类型的经纪人。您是否在经纪人中看到了一些非常强大的差异化,大小,那些真正驾驶和激励他们的团队在如您的公司中使用技术的人,而那些可能谈论它,但实际上并没有真正交付到它?

16:11 JM: Yeah, very much so. I would say there is still quite across breadth in relation to, I guess, attitudes and behaviours maybe or opportunities. I think, from a distribution model standpoint, again, being a small, lean company, our predication on being really efficient, we'他们不会成为所有人的一切。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 and 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 and 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, "我们真的很喜欢你的位置'重新走。这个行业必须改变,我们希望在您的设计中与您合作,因为火车's going to leave. It'拔出车站,我们想跳上,否则,它'S对我们来说很难。"所以那里'那种地区。而且涉及......而且实际上,其中一个是全球经纪人之一,不是最大的,但全球经纪人,那么明显的独立经纪人。那么你有那些说的人,"我们真的很喜欢你're doing, but we'有很多事情发生了,请回到我们身边'S构建和准备好,我们可以按下按钮。"

17:38 JM:然后那里'既有一群经纪人,刚刚结束它今天的工作原理。那里'欲望保护现状。他们'还涉及封闭的软件服务提供商,他们不'T有机会开放。所以它是一个混合的包,但这对我们有用,因为我们'他们不会成为每个人的一切。我们希望在......确保地理位置上的多样化'机会。我们与几个大全局一起运营。我们有一些我们的网络经纪人'刚刚处理网络,批发商自己并访问他们的网络。然后我们有一些较大和中等大小的独立人士。再一次,它真的拥抱......我们几周前在经纪人上签署了,即使在第一次见面后,他们刚才说,"我们想要直接起来。我们爱你'在做。我们想开始移动。我们希望在我们所有的业务报价中开始使用您作为替代方案。"所以那里 is a real appetite with some, and there's another... There'很多保护主义'在这个行业也仍然会在这个行业,"大学教师't rock the boat."

18:36 mg:好的。那么你'在这里有很多人,有些人是谁'm sure are buyers of management liability insurance, and they want to go and 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'一些优秀的经纪人在那里,你可以随时前往我们的网站。和我们'很高兴...联系我们和我们'很高兴根据您的地理或您的特定风险胃口配置文件给予您一些非常出色的建议。如此巧妙地介绍一个,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'由最终买家估价?或者他们仍然看到他们与经纪人的关键关系,然后他们依靠经纪人找到最好的产品?你'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 and our platform for brokers. We designed with brokers for brokers. We did certainly consultant and engage. We didn'想在实验室里建立一些东西,在后台,然后出来说,"ta-da!看看我们有什么。"他们走了,"我们不't want that. That's not of use to us."所以我们做了很多参与重新确定经纪人的痛点是什么,可能对他们有什么影响,他们的关键挑战是什么。如果我们给他们带来了这一点,他们会真正拥抱我们吗?所以'S是设计的,是的,专门用于经纪人,但它'也非常追求......显然,我们落后于我们的强大能力。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...我们已经从商业世界中取得了很多技术经验,我们也决定简化产品。我们拥有的管理责任套件措辞是我们将其从70页从五页获得到5个产品。同样的我们'再次与房产和伤员套件一起做,使其简单,因此客户获得产品,及时获取保险产品。当他们读它时,无论如何,他们都不'T必须是保险专家。一世'm clear what I'm covered for, and I'm clear what I'm not covered for, and 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, and then there a lot companies now, they'重新提供经纪人技术系统,保险公司脉冲管理系统。我认为你自己建造了自己的技术堆栈,没有't you, rather than go out to a third party?

21:10 JM:是的,我们做到了。很早,我们做出了决定,再次,它在早期形成了C-Quence的团队中,来自行业内部,也有很多技术和数据技能以及数学技能。我们确实很早就做出了一个决定,实际上是设计和建造它,因为几个原因。我们确实在多伦多拥有一支优秀的开发团队,原因是几个原因。我们知道我们最能解决问题的挑战,而真正构建这些解决方案,而不是对软件房屋或顾问的侵入或外包。

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's敏捷,非常灵活。它'■具有大量开放式架构的服务导向平台。我们希望能够不断改进它,并具有这种灵活性,也是保护我们自己的IP。但它为我们执行了执行速度,而且'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, and we'已经有一些伟大的发言者已经排队了2020年。我们'LL将于1月21日将下一个活动带到我们的下一场活动,"付款的创新"。如果你'留住兴趣了解保险和技术中的一些最好和新兴公司或人员,而且您不 '已经知道科技前沿,有很多方法可以参与其中。您可以在LinkedIn或Twitter上关注我们,您可以通过合作伙伴洞察力查看我们的每周通讯。您可以在我们的每月活动或我们的早餐活动之一加入我们。您可以成为会员,或者您可以追踪罗宾,我自己或团队之一,让我们知道你是什么're up to. We're always on the look out for fresh ideas, interesting people, and success stories.

23:22 MG:最后,没有Visual Monkeys的漂亮彼得罗奇,在去年的博士竞争时,这个播客将不可能。 Episode Notes中提供所有联系方式。

这里 到播客61.它也可以在iTunes上找到, Spotify.讲话.
 

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