1. The InsurTech landscape
Dan Roberts
Managing Director
The Marketing Eye

2. Why am I talking to you today?
Dan Roberts, MD
Head of Performance Marketing at MORE TH>N
Managed web journey optimisation at Hastings Direct
Michael Gaughan, Director of Strategic Partnerships
Seasoned marketing and insurance expert
Neil Edwards, CEO
10 years running the UK’s leading FinTech marketing agency

3. Today’s objective is to guide you in five areas:
InsurTech – what is it?
Who are the key players?
What does it mean for you?
Threats and opportunities
What’s next?

4. Insurtech – what is it?

5. The themes are varied, predominantly front end
Disruption – ‘insurance is broken’
Collaboration & partnerships (Swiss/Munich Re investment)
Customer focused vs strategic
Social platforms
Seamless customer experience
The sharing economy
Short term cover
Automating cover levels
Following in the footsteps of FinTech (Zopa, Funding Circle)

6. InsurTechs face challenges themselves
Making themselves relevant to the insurance market
Breaking in to the market
Gaining and sustaining market share
Long term profitability
Short term cashflow challenges
Establishing trust with the market and customers
Recognised only for efficiency in specific parts of the journey

7. The key players

8. A snapshot of some of the bigger names

9. What does it mean for you?

10. The potential impacts are obvious but important
You may start to lose customers
Inability to win new customers
Having the time to understand what it means for you
Grappling with the terminology and language
Customers demanding seamless user experience
Falling demand in personal approach

11. threats and opportunities

12. Identifying your opportunities
Using the social approach – reflect your customer
Embracing technology if you haven’t already
Understanding the customer journey from start to finish
Innovative ways to find and retain clients
Make your own model more efficient
Can you win new customers by using InsurTech?
How/should you engage with the sector?

13. Threats Increased automation of cover levels Not using social data
Lack of an optimised website
Less need for personal contact
Lack of integrated approach to communicating with clients
Being comfortable with the terminology and language

14. How can you act like an InsurTech?
Culture of innovation. Don’t be afraid to fail
Create and sustain a sales funnel with social content
Ongoing relevant engagement with prospects
The vital importance of a mobile-optimised website
46% of customers now research insurance on mobile
Nurturing your prospects down through the sales funnel
Regular engagement with customers post-sale

15. What’s next?

16. How can you use this information?
You’re all experts in your sector
Is your management team talking about InsurTech?
Do you have an R&D team focused on the sector?
Are they aware of the opportunities and threats?
- We have the knowledge and contacts
- We can present and discuss this with your teams
- Sign up to our weekly ‘In the news’

17. Questions for the floor
Who will be the winners (e.g. a UK Lemonade)?
To what degree do people see any relevance?
Will InsurTechs need to collaborate or compete?
What sort of 3rd party tech do you use yourselves?
What sort of questions are your customers asking?

18. Thank you