播客21与Charles Taylor Fartreatech的首席商务官Tony Russell

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播客

Matthew Grant谈到Tony Russell,首席商务官 Charles Taylor Farrietech  - 举办伦敦公司成员。

Charles Taylor has a long history in the insurance arena with over 3,000 employees in over 100 locations across 30 countries. Charles Taylor Farrietech was founded three years ago with, as Tony says, "通过混合可衡量的业务成果和技术,旨在欣赏他们的客户如何进行交易的方式,旨在与全球保险市场合作。"

托尼还讨论了他们在赢得DA SATS项目(委派机构:提交,访问和转型解决方案)方面的成功,该项目由Charles Taylor Instreyech的潮水解决方案,与Covi分析的合作和Charles Taylor Fartreach正在做的Latin的合作关系美国。

这里 科技前沿播客21.它也可以在iTunes上提供, Spotify. , 和 讲话

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此播客的成绩单

00:04 Matthew Grant: Hello, this is Matthew Grant, welcome to the InsTech London Podcast. Charles Taylor has been a long time supporter of InsTech London. And in this episode, I'米从查尔斯泰勒的rons russell与托尼罗素一起交谈,听到他们的内容'在与弥补查尔斯泰勒的全球保险公司的新解决方案提供商的机会上,他们已经达到了,他们为新的解决方案提供商提供的机会's clients.

00:31 MG: Well I'我今天很高兴地用托尼罗素在这里。托尼是来自Fartetech的Charles Taylor的首席商务官,并在保险世界和技术历史悠久。所以我'我期待着听到托尼'对今天正在进行的数据,分析和当然,保险公司的次数。托尼,它'd be great to hear a little bit about your own background, but first of all, could you just tell me a little bit about Charles Taylor and in particular, how Charles Taylor Farrietech is so different from the main business.

01:00 Tony Russell: Yes, good morning. Charles Taylor is a group that'自1884年以来一直存在。目前我们'在29个国家,Re坐在世界各地的3000名员工上坐了大约3000名员工。转过来接近2.5亿。两年半前,该集团形成了现在被称为查尔斯泰勒的保险技术,这是一个集中的组织,我想,在创新和技术上。在那个时候,我们'常急迅速移动,我们现在坐在大约600人中,主要是在英国和拉特,在两个中心,我们在过去的两年里赢得了一些重要的全球合同。我们尝试和做的是我们尝试稍微不同地接近事物。我们'根据人们从技术实现的目标方面对许多事情感兴趣。也许更重要的是,了解他们的客户在他们使用它和再次使用的方式中想要什么're seeing a lot of changes now in that market.

02:06 MG: So Tony, you'在世界上工作的历史悠久,在保险中合理,你很长一段时间'在大型黑匣子的时候一直在销售技术,百万美元的合同。我们早先说话,你说这些日子里的事情正在改变很多。很高兴听到你自己的背景和你是什么're seeing the changes are today and how people are buying technology.

02:27 TR: I'自2002年以来一直在保险业和我'通过频谱销售给经纪人,承销商,管理代理商。所以,我在市场上建立了合理的经验。在此之前,我运行了一些全球软件组织,构建了分销商网络,所以我对什么是公平的理解's正在进行技术。我们是什么'在保险空间中看到的ve可能是新技术的略微缓慢缓慢,我'请小心我在这里说的话,但技术没有 'T一直是每个人的最前沿'就实际维修了他们所需要的一些功能而言,请问。但在去年到18个月,那里'在将技术投入组织的要求方面是一个真正的上升。劳埃德'例如,■已经开展了一个大规模的全球项目,汤姆项目,在那里'一直试图与世界各地的组织合作,使得更容易做生意。和我们'赢得了与劳埃德的合同非常幸运's。我认为整个市场现在已经成为了很复杂的买家,现在是Charles Taylor FartreTech,我们'努力做到的是尝试提供服务's based on an outcome.

03:50 MG: So I just want to pick up that point about the Lloyd'S项目,因为我认为,鉴于120多家公司竞争,我们'谈论现在推出的委派权威项目并开始看到一些真正的牵引力。很多人实际上都被视为系统的用户,或者作为人们合作和提供数据的用户。你能不能谈谈这个项目是什么,以及你的成功措施是什么've had so far?

04:17 TR: Yes, we'真正有幸赢得了该项目。它'一个伟大的项目和它'我伟大,我想,在这么早起的时间里为查尔斯泰勒婚姻的成就取得了胜利的可能性最重要的项目之一'已经进行了。基本上,我们是什么're doing is we'重新提供集中式平台,以在全球范围内从世界各地的所有封面持有者接收所有数据。我们'll receive it electronically, we will standardise that data into a standard set of formats and will allow the rest of the market to consume it.

04:52 TR: So it's a problem that'在行业内超过100年,真正曾经使用过粘合剂和Bordereaux以来已经使用过,而且它传统上已经在组织查询环,错误的情况下花费了大量资金。和项目和我们的产品'已经提供了,称为Tide,现已到位。伦敦市场的所有管理代理商现在已经签约使用它,我们'重新开始一种滚动和采用练习。该项目的关键部分将是在欧洲和美国获得封面持有人,特别是开始使用该系统,以便我们可以在源头捕获数据。而且我认为如果我们可以在源代码上捕获数据,那么直通的处理能力将变得明显。我们的目标是通过加工实时处理风险,这将是我们的目标'努力做到。整个平台坐在微软和它的天蓝色云上'S使用人工智能以及一些以后的技术将数据转换为标准格式。我们'非常希望市场采用它,因为我们已经计划了,到目前为止它's going very well.

06:16 MG:很棒,嗯,只是在我们继续前进之前,你提到了Bordereaux。对于那些正在倾听而不明白的人,不明白W说边界是什么,你可以快速描述吗?

06:23 TR: A bordereau is effectively a report. It's a report that'S从盖板中产生的,有效地,风险,索赔,通过全世界各种不同的封面持有人捕获的保费在业务的日常运行中。该报告通常在Excel电子表格上以各种不同的格式发送,因此该市场中的管理代理和经纪人的问题在于整合并实际处理它。因此,通过从任何格式标准化,这是潮汐可以做的,我们希望我们'll unlock a lot of the friction within that particular process.

07:01 MG: Yes and one of the problems that'已经在那里几年了,你暗示它,看起来像它 '现在终于解决了正在尝试获得数据格式的标准化。它似乎有时技术在那里尝试解决困难问题,但经常它'实际上解决了什么应该是一个简单的问题,而只是让人们同意格式和标准。你还提到有'平台',你去年宣布,你've增加了对Covi分析的投资。是将查尔斯泰勒坠毁的开始作为平台的开始,因此'll be able to work with other organisations in the industry partnering with them and providing them access to clients and analytics and potentially markets?

07:42 TR: Yes look, I think we'在保险市场内技术演变的一个真正令人兴奋的点。我想,在接下来的两三年里,我'm pretty sure we'重新看到技术在该市场中使用的方式的重大转变。我们与Covi的关系是基于我们的事实'找到了处理行业内风险和遵从性的产品。我猜我的方式'm描述它是他们的've done is they'人性化风险和合规性挑战。它'现在更像作为常用设施的商业,而不是苦难。它's利用最新技术。它'简化了整个过程,我认为我们的关系'与这些家伙有了那么我们'将其与我们的一些产品一起混合在一起's what then gives the insurance company real value.

08:36 TR: We discussed earlier perhaps, where we kind of coined a phrase of "保险箱1.0",我认为我们看到了很多难民的初创企业。有很多钱被抽水进入他们,实际上很多这些组织都会向保险公司本身前往。我们是什么're now seeing, perhaps, is InsureTech 2.0. I think we as a vendor have an obligation to the market of looking at some of this technology, blending it together, and then offering it as a solution to the insurance companies. We are the technologists. We should be taking a keener interest in some of these start-ups, and indeed we are looking at developing an incubator to try and capture some of these technologies, so that we can start blending them together, as I say, and offering to insurance companies a complete solution.

09:24 MG: So it'您作为介绍这些人的促进者的一个非常有趣的一部分,为那些拥有思想,技术,企业进入保险市场的人。所以,从一个实际的角度来看,如果有的话'他听到这个,他们'有一个想法,你如何建议他们与Charles Taylor联系,以便在那里探索's a good fit there?

09:43 TR: Well look, the door is always open I think. Do we have all the answers? Absolutely not. Are we keen on working with organisations to find a better way of working? Absolutely. I think we all know that the way that insurance is bought, managed, and processed is going to change. We'不太确定它是怎么回事'S会发生,但我认为自己能够全人类,或者集体。让'使用我们的集体智能,将我们的想法带在一起,我'确定结果会更好。因此,如果您想在我们的网站上与我们联系,Ctinsuretech.com。我们'基于内心的大教堂,刚刚离开了福邦街的中间。刚刚流行。我们're ready to talk. We'准备评估机会和我们're looking to actually deliver real outcomes to the insurance marketplace globally.

10:33 MG: Okay, well, Tony I want to sort of slightly hold you to account there because clearly it'有点难以让某人走上去,我的意思是你'楼下有一个可爱的大堂和一家漂亮的咖啡馆,但他们'我必须弄清楚他们're actually going to talk to when they get there. So who should they, how should they do it..? Do they drop you an email? Do they drop some of your colleagues an email?

10:49 TR: I'我很高兴地拍电子邮件。我们 '在道格霍恩领导的营销部门也有一个营销部门,所以他也可以谈谈。但基本上我在第一议案中思考,我自己或杰森萨哈托,他是首席执行官'在公司的增长中非常显着地涉及。有趣的是,我们的领导团队,我认为这可能是我们的原因之一'在这么短的时间内看到了好的结果是我们'VE建立了一支来自保险业的领导团队,来自保险业外部。所以,其他行业,也许是一个人可以争辩,进一步下降数字旅程。然后'S带来了一个非常好的谈话,有时会张力到董事会室,但它'导致结果也许我们不会't have achieved just on our own.

11:38 MG: So I was going to come back to you, come back to something we touched on earlier on, which is the buying behaviour and the approach to innovation you'在保险公司中看到。我们今天都认识来'如果您在一个大型既定组织中,他实际上真的很难创新。你正在做一些事情来改变事情,但我'如果你回顾一下,那么在过去16年的时候,会感兴趣'一直销售进入保险空间,以及那么组织如何购买和创新,以及什么'今天发生了。无论是它的初创企业,我们都会描述了一点初期对初创企业的几年's through Charles Taylor or separately. What are you seeing in the shift in trends now about how innovation is being handled within insurance organisations, and also in particular, also their willingness to engage directly with some of these riskier and smaller companies?

12:30 TR: Yes, I think there has been a change. I think when I first joined the industry we were bombarded, in a way, with a lot of RFPs. People writing documents that would request a certain piece of functionality, whether it be a broking system, policy administration system, financial system, whatever it was. Typically what happened was this document was written on the basis of their old system with a few enhancements about requirements, that would typically be delivered to the people that they knew were in the market. One of them would be selected, and actually they would make a purchase. Two or three years later, people sometimes would refer back, and say, "嗯,我们是否达成了我们营造出来的战略目标?"我想今天我们're seeing organisations realise that actually the biggest issue here is what does our client/clients want?

13:24 TR: I do find it incredible that I've一直在卖系统多年和我'从来没有真正问过这个问题。和我'm not sure how I've设法在过去出售真正的系统。我认为了解您的客户'S客户端希望为您提供良好的洞察系统,该解决方案实际将为最终用户提供福利。和我们're seeing a lot more organisations now in this market being very aware about retaining business and winning business based on client experience.

13:55 MG: Yes, I think it'一个非常重要的观点,一个人经常忽视你'他们不仅仅是向你面前的人销售,他们需要能够向自己的客户展示价值并证明销售证明它越来越难。我认为那里'在那里的钱更多的比赛。因此,展示并与支持自己的客户的客户讨论至关重要。托尼,有很多领域'作为查理泰勒,但在某种程度上不同's still a number of other large technology companies out there. There are people competing for this platform space. And if you were to summarise it in sort of one or two lines, how would you say that Charles Taylor Farrietech is different from other similar-looking organisations out there?

14:38 TR: That'总是一个棘手的问题。我认为每个人都喜欢思考他们'不同。我想在一天结束时,我们专注于许多事情。首先,随着我们工作的每个项目,我们必须了解结果是什么。所以我们必须与客户分享风险。如果我们不'了解他们的结果'重新尝试实现,然后我'm not sure we'重新努力工作。我认为有许多关键部分。我们'重新尝试建立转型计划;我们'重新尝试在合适的时间获取信息,客户正在寻找速度到市场。我认为它's understanding some of these challenges that our clients are facing and helping them resolve them in a slightly different way.

15:23 TR: As I said before, we don'T有所有的答案,但我们确实有一支在一些不同的市场工作的人团队,他们已经看到了一些不同的挑战,现在开始将这一融入保险市场不得不提供的方式混合。我们都出生有两个耳朵和一个嘴。我认为听着我们的客户,了解他们真正想要离开项目并实际与他们一起工作以确保,或者他们're in asking the right exam question, is a vital part of what we do before we even start recommending what the solution might be. Quite often, the outcome and the solution is not what we thought it was when we set out on that program.

16:01 MG:你现在是全球性的。很多人谈论亚洲发生了什么,在过去几年中,您一直在集中大量的拉丁美洲。听到您在该领域的观点以及保险市场的创新和变化的增长感和增长感到很有意思。

16:18 TR:是的,所以当我们将组织作为全球的第一部分我们想去调查,我们很早就很早地看着拉特。我们非常幸运地与我们在秘鲁致力于秘鲁的项目非常幸运,其中一家名为La Positiva的公司,为他们提供了他们的完整后台系统。作为该项目的一部分,我们建立了墨西哥城卓越中心。成为查尔斯泰勒集团的一部分的优势之一显然是我们在全世界的办事处。在早期,我们能够在该地区储存那个办公室,以便在该地区给予一些可信度。

16:55 TR: Following that particular project and the win, we then set up the Centre of Excellence and we also brought in some sales people. Since that time, two years ago, we now have 600 people within the Lat Am region, and we have over 40 clients and we'赢得全球业务。我们'最近刚刚赢得了苏拉的五国交易,这是拉丁美洲最大的保险公司之一。于去年5月,我们投资于一家名为Inworx的公司,他们是市场上最大的经纪人和在线门户系统提供商。所以客户,如Aon,Willis,Marsh,Gallagher's, all use the system in that part of the world. And part of our strategy is to bring that technology back to Europe and beyond.

17:43 TR: Lat Am is certainly a region that is looking to compete on the global stage. And they had to get their technology right. So, I wouldn'如果我没有,请告诉真相'T说出发生了什么运气的元素,也许时间,但我认为我们've pitched it and we're now trying to replicate that model in other parts of the world.

18:03 MG: Excellent. Well, we'很高兴让Charles Taylor作为举行举办伦敦的公司成员。我想一次,你实际上拥有最多的人,这是我们的活动。事情现在已经搬了一下,但我'D很高兴只是为了听到一点点托尼,关于你自己的甲型伦敦的经历以及如何看待您的同事收集有关保险业和什么的方式'在创新中发生。和你的任何其他建议 've got for us as we look to the future?

18:31 TR: As far as the InsureTech events are concerned, certainly the early ones I went to with Robin and Paulo, the great thing about them is the only way we'重新让事情变化是继续推动它。那里'必须成为一个心态变化和那里'必须接受改变总是困难的。我认为这些家伙在一起把一个伟大的团队放在一起,你很明显包括在内,我认为这'重复。我想我们've试图在查尔斯泰勒做的事件,我们总是知道第一个或两个是非常重要的,因为它'很难让人'时间。我想你们所做的就是你'你让它变得有趣've综合共同有趣的技术。那是什么'让人们能做的是,每次你从团队那里获得邀请时,你'因为你认识你,再接受它'重新享受晚上的价值。正如我所说,事件我'一直都是非常刺激的。现在我们'我们开始看到或以略微不同的方式接近它,我们're going to be attending more of these events in order to offer our services in blending together some of this technology.

19:31 MG: Great, well I hope to see you or one of your colleagues on stage sometime soon. And you'我很高兴地知道,只要你在世界各地旅行,现在我们实际上是作为播客的活动,即使你赢了'T有机会探索精美的葡萄酒和食物,你仍然可以赶上什么'通过在举动中听我们举行举行的举行举行。所以,没有借口我'm afraid! Good, well that just about wraps it up. Tony, anything we should be looking out for in Charles Taylor Farrietech, in the forthcoming months?

19:58 TR: Yes look, we'最近重新品牌。我们'Ve看起来看着我们的形象。我们'改善我们的消息,因为它'在我们进入不同的区域时,持续变化。但是看,我们的方式'重新取得成功,如果我们帮助保险公司成功。所以我们'遗嘱兴趣与所有有兴趣的公司交谈,也许是尝试不同的东西,并希望有所作为,我认为's probably the tag line - that we want to make a difference. But we want to do it in a relevant way, rather than just for the sake of it.

20:34 MG: Great well, and as Doug knows, and others of your colleagues with our weekly newsletter, you get the chance to put out any information, to our members, that you want to share. Tony, thank you very much for spending your time, I know you'vers继续下去。真的很感激你雕刻了一些时间告诉我们什么's going on. We'LL将您的联系方式放在播客备注中,并期待在几个月内追赶,听到您的所有公司've had contacting you to find out how you can work together. Thank you.

21:00 TR:伟大,谢谢。