The insurance industry gets better through sharing innovation. On the Leadership in Insurance Podcast we speak to insurance thought leaders that are changing the game. The LIIP is a podcast helping Insurance professionals, Investors and supporters learn what it takes to achieve and succeed in the global insurance industry. We specifically look at what it takes to build a modern insurance business and how great teams are built, we share their stories to educate and inspire change to help build the future of insurance.
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The insurance industry gets better through sharing innovation. On the Leadership in Insurance Podcast we speak to insurance thought leaders that are changing the game. The LIIP is a podcast helping Insurance professionals, Investors and supporters learn what it takes to achieve and succeed in the global insurance industry. We specifically look at what it takes to build a modern insurance business and how great teams are built, we share their stories to educate and inspire change to help build the future of insurance.
Hosted on Acast. See acast.com/privacy for more information.
We're thrilled to launch the new year with an incredible episode of the Leadership in Insurance Podcast featuring host Alex Bond in conversation with Tiago Prado, founder of BRZ Insurance (acquired by Troop Gordier in 2025) and current CEO of Altoia.
From High School Dropout to Insurance Innovator
Tiago's journey is nothing short of remarkable.
From accidentally landing in insurance to building and successfully exiting BRZ Insurance, his story is packed with valuable lessons about persistence, strategic thinking, and understanding what truly drives business growth.
What You'll Discover in This Episode:
Building for Exit - How Tiago transformed his approach from running an agency to creating a sellable business with recurring revenue
The Infrastructure Gap - Why recruiting, training, retention, and financial management remain the biggest challenges for P&C insurance agencies
The Birth of Altoia - How growing BRZ by 500% during COVID revealed systemic inefficiencies that inspired his next venture
AI's Real Impact - Tiago's perspective on how artificial intelligence is reshaping success in insurance: "Your role won't be replaced with AI; it will be enhanced by it"
2026 Vision - His ambitious plans to provide clarity, capital, and control to insurance agencies through better financial infrastructure
The Bottom Line
Tiago believes that accurate financial data and KPIs aren't just nice-to-haves—they're essential for accessing growth capital and making informed decisions. His work with Altoia aims to solve the problems that banks and traditional systems have failed to address in underwriting insurance agencies.
Ready to start the year with fresh insights? This episode is essential listening for agency owners, insurance leaders, and anyone looking to understand where the industry is headed.
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The latest episode of the Leadership Insurance Podcast features Matt Connolly, founder and CEO of Sonr, making his third appearance on the show as part of host Alex Bond's end-of-year review series.
Key takeaways from this episode:
🔄 Innovation is Decentralizing
Matt talks about seeing a fundamental shift across Sonr's global carrier clients, moving from central innovation teams to operational functions like claims owning their transformation.
📈 2025: The Comeback Year
After some tough years, capital is flowing back into InsurTech, IPOs are re-emerging, and the market is maturing with a more pragmatic approach to tech adoption.
Sonr’s Record growth in 2025
Matt thinks it’s down to market appetite for understanding the tech and innovation landscape.
🎯 Horizon One Focus
Matt’s take on 2025 as being mostly about "horizon one": applying technology to level up core business operations
AI innovation
AI is enabling previously unprofitable micro-insurance and niche products to become commercially viable and changing what's possible.
🌍 Global Learning Matters
From micro-insurance in Africa to climate resilience solutions, there's incredible value in looking beyond domestic borders and industries for innovation insights.
🚀 Looking Ahead to 2026
As Sonr approaches its 10-year anniversary, it’s refreshing to hear Matt share his honest reflections on building in insurance, describing Sonr as a "10-year overnight success" that's been "like pushing water up a hill" - a reality many founders will recognize.
Also, exciting to hear Matt talk about Sonr’s version 2.0 launch in January - an AI-powered platform democratizing market intelligence across the insurance ecosystem.
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In the latest episode of the Leadership in Insurance podcast, host Alex Bond sat down with Joe Zuk, Operating Partner at Altamont Capital Partners, for an insightful year-in-review discussion that captures the key moments in 2025.
Key themes explored:
Market Transitions and 2025 Dynamics
The conversation examines 2025 as a transitional year marked by shifts from hard to soft market conditions, the impact of the California wildfires, degradation in pricing following quiet catastrophe years, and a slowdown in private equity multiples.
Technology Reshaping Business Models
Joe and Alex explore how AI and technology are enabling lean, efficient operations: from small teams managing large businesses to the emergence of one-person MGA models and modular, bespoke insurance solutions.
The discussion highlights technology not as human versus machine, but as a tool allowing individuals and businesses to accomplish more.
The Relationship vs. Automation Debate
A thought-provoking examination of whether the future lies in self-service models or premium, high-touch experiences, and how the industry can maintain personalization and interpersonal connections as automation increases.
Innovation and Regulatory Evolution
The episode also explores opportunities for micro-insurance products, and the critical need for regulatory adaptation to support entrepreneurial innovation in the sector.
Looking Ahead to 2026
Joe predicts a year of micro-cycles with pockets of hard and soft markets, increased Insurtech and FinTech involvement, and greater investment in technology for data capture and utilization—all while preserving the industry's core strength: human relationships.
Listen now for essential insights on navigating the rapidly evolving Insurance landscape.
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Don't miss this insightful conversation between Alex Bond and Bryan Falchuk on The Leadership in Insurance Podcast, for the second in our series reflecting on 2025. With 25 years of industry experience, Bryan shares his optimistic outlook on where insurance is headed.
Key Takeaways:
💰 Smarter Capital, Stronger Companies The shift from easy funding to disciplined investment is transforming the industry.
Bryan points out that tighter funding conditions now promote better business practices and long-term sustainability. The result? More resilient companies built for the long haul.
🤖 AI as Expertise Amplifier Bryan emphasises AI isn't just about efficiency: it's about elevating capabilities. AI's true potential lies in enhancing expertise in risk selection, pricing, and claims management.
He highlights innovative solutions like Cytora and Kyber, demonstrating that targeted tech implementations often outperform wholesale overhauls.
👥 The Human Element Remains Critical Despite technological advances, Bryan and Alex discuss that insurance remains fundamentally a high-touch business.
Their biggest concern? Ensuring the industry doesn't lose the next generation of skilled professionals as AI handles routine tasks. Investment in training and reskilling isn't optional - it's essential.
☁️ Strategic Infrastructure Matters Bryan emphasises that the move to cloud isn't just a technical decision- t's a strategic imperative that requires creative leadership and empowered teams to drive real change.
A crucial insight from Bryan: "When money is tighter, people learn discipline." This principle applies not just to funding, but to how the industry approaches every investment- in technology, people, and the future.
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New Episode Alert: Claims Tech Year in Review 🎙️
In this week’s episode of the Leadership and Insurance Podcast host Alex Bond caught up with Jonathon Valentine from I Love Claims with an end of year review before we head into 2026.
I Love Claims (ILC) is a community focused on claims professionals sharing best practices, bringing together claims tech companies to pitch their products to insurers.
In this wide-ranging conversation, they explore some of the biggest shifts happening in the claims space including:
📊 AI Breaking Through the Data Barrier Jonathon explains how new technologies like LLMs are finally making complex, unstructured claims data accessible after years of being difficult to manage with outdated systems.
🤝 The Tech-Insurance Integration Challenge History has shown that technology teams coming into the insurance space face "a hard market to crack if you're not insurance first." Successful ventures often blend insurance and tech expertise, with examples like Grace Hansen from Elysium demonstrating how claims professionals can build modern TPAs.
💡 Smart Strategies for Market Entry Jonathon shares how one TPA successfully navigated IT procurement by positioning itself as a TPA rather than a claims platform, allowing them to compete based on rates rather than integration time.
🚀 Automation That Actually Works The key is using tech to improve the customer journey rather than completely redesigning existing processes, with Tesco's car claims process cited as an example of effective automation.
⚠️ The OpenAI Dependency Question Alex and Jonathon express concerns about over-reliance on OpenAI and the potential for pricing changes to impact businesses that wrap their services around AI technology.
Looking Ahead to 2026 Jonathon announces exciting changes to the next I Love Claims tech event. For the first time, it will feature semi-finals online in April followed by a final hosted by Kennedys in London in June, giving a platform and exposure to a greater number of companies in the claims space.
Whether you're in claims, Insurtech, or just curious about where the industry is heading, this conversation offers valuable insights on navigating the intersection of technology and traditional insurance.
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Miles Thorson joins us for a deep dive into what it actually takes to innovate in insurance.
This one's fascinating because Miles isn't your typical InsurTech founder: he's third-generation insurance expert, with experience across the industry, including brokerage services, specialty MGA, program management, and tech-enabled ventures. Now he's using all his knowledge to build something genuinely different in pet insurance with @Odie Pet Insurance.
What we get into:
🐾 Why they spun off pet insurance entirely — new entity, new systems, outside capital (and why that mattered)
💰 The B2B distribution pivot — how budget constraints forced them away from competing with Trupanion and into partnerships that actually work better
📊 The Many Pets US acquisition — how their strategic decision to focus on European operations created a smart opportunity for portfolio growth
🏗️ Navigating legacy knowledge — Miles gets real about using three generations of insurance expertise as foundation while staying open to new approaches
📈 Sustainable growth over vanity metrics — building reserves, managing loss ratios, and why profitability beats book size
⚡ Hard market opportunities — why right now is actually brilliant for innovators (despite higher rates)
The bit that really stood out for me: Miles talks about how working across the entire insurance stack — underwriting, reinsurance, claims, tech — means he can solve problems others can't even see. That's the advantage of actually understanding this industry rather than trying to "disrupt" it from the outside.
Also, the humanisation of pets as the real driver of demand (not just pandemic puppies) is spot on. People are spending serious money on their pets now, and the insurance products haven't caught up.
Episode link in comments 👇
If you're in pet insurance, thinking about M&A, or just want to hear someone who actually gets both the legacy and innovation sides of this industry, give it a listen.
Thoughts? Are we finally seeing pet insurance distribution models that actually work?
#PetInsurance #InsurTech #Insurance #MandA #Podcast #Innovation #Legacy
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🚀 AI Talent Reskilling for CEOs
🤖 AI’s Impact on the Insurance Workforce
🌍 AI’s Impact on Business Talent
💪 Innovative Leadership in Uncertain Times
🧠 Enhancing Candidate Assessment Methods
📈 AI Reskilling Strategies for Organizations
🤝 Middle Managers: The Unsung Heroes of AI Adoption
🌟 Attracting AI Talent to Insurance
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In this week’s episode, I caught up with Dave Connors, CEO and Founder of distriBind, who's on a mission to transform how the insurance industry handles data.
Dave shared the story of how distriBind is eliminating spreadsheet chaos in delegated authority processes—a problem even the largest insurers struggle with.
The AI Reality Check:
One of the most refreshing parts of our conversation? Dave's perspective on AI.
While everyone's rushing to apply AI to every problem, Dave explained why data ingestion and transformation doesn't need AI—traditional methods can be more efficient and cost-effective.
Where AI does add value is in the analytics layer: but you need to solve the foundational data problem first.
Other Key Insights:
Dave's journey from 2019 to today offers valuable lessons on building in a complex space, choosing the right technology for the job, and why sometimes the best innovation is making the fundamentals work properly before adding bells and whistles.
If you're interested in insurance innovation, practical vs. hyped technology, or building sustainable client relationships in complex markets, this episode is for you.
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This week on The Leadership in Insurance Podcast, I sat down with Dr Magda Ramada, Global InsurTech Innovation Leader at Willis Towers Watson (WTW). With over 20 years’ experience at WTW, for the past 12 years she has been solely focused on innovation, especially around digital transformation, advanced analytics, blockchain, emerging risks and Insurtech.
In this episode, we discuss actionable data insights and practical applications of AI in insurance, with Magda emphasising the unique potential of generative and agentic AI to transform operating models and software development.
Key Takeaways:
🔄 The AI Evolution We've moved beyond traditional prediction models. Generative AI and transformer architectures are offering unprecedented opportunities through zero-shot learning and text generation. However, Magda was refreshingly candid about the limitations—AI agents aren't yet ready to handle complex pricing and claims independently.
👥 Change Management is Everything Magda's insight really resonated: "If you don't manage change, then change doesn't happen." Her analogy of integrating AI like onboarding new interns is brilliant—it needs training, time, and patience. Employees must learn to accept machine errors as part of the process.
🤝 Human + AI, Not Human vs AI Despite automation advances, Magda emphasised that complex judgements and human empathy will always require people in the loop. The future isn't about replacement—it's about augmentation.
🛠️ Building AI-Ready Systems The focus should be on modularisation, API integration, and robust governance frameworks. Insurance carriers need to invest in testing AI tools tailored for specific tasks like data cleaning and claims processing.
📚 The Unlearning Challenge Perhaps the most striking point: we all need to unlearn and relearn, even those approaching retirement. This isn't just about work—AI will affect every area of our lives, and it's our personal responsibility to adapt.
I found this a thought-provoking conversation that balances optimism with pragmatism about AI's role in insurance now and in the future.
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In our latest Leadership in Insurance Podcast episode, I sat down with the Finpro team for a debrief on ITC Vegas. This time I handed the mic over to Dan, who put Sophie and I through our paces on the key insights from the conference.
What we covered:
🚀 Innovation Across Regions Sophie noted the vibrant startup ecosystem in Vegas, with particular interest in companies like Anthea exploring psychedelics in healthcare—a topic underexplored in UK markets.
💰 InsurTech Investment is Back After years of risk-averse, efficiency-focused investment, I spoke about the fact that we’re seeing larger rounds and renewed appetite for innovative products, new distribution methods, and AI technologies. The market is embracing risk again.
🧠 The Talent Attraction Challenge As ever, Talent was a hot topic with a key focus on how AI is affecting recruitment. It’s a challenge, but I think attracting AI talent to our industry requires better storytelling. Instead of "Do you want to work in insurance?" try "Do you want to help solve climate change?" Frame the impact, not just the industry.
🤝 Making Conferences Better Dan's first ITC Vegas was a success—meeting our placements in person was a highlight as was seeing the buzz about the industry in the room.
But we identified room for improvement:
· More impromptu meetings can be better than packing the diary before you go
· Better representation of talent/recruitment perspectives on stage (especially from smaller companies who face different challenges),
· More diversity among speakers representing different demographics to avoid the "same voices" phenomenon
It was fun to unpack ITC Vegas together—three different perspectives, one shared experience, and plenty of debate about what it all means for InsurTech's future.
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In our latest Leadership in Insurance Podcast episode, I sat down with Garrett Droege (SVP, Director of Innovation & Digital Risk Practice Leader at IMA Financial) for a fascinating discussion on InsurTech with some thought-provoking insights that challenge conventional thinking about insurance technology.
With 20 years exclusively on the brokerage side, Garrett brings a unique perspective as a former startup founder and self-taught software developer.
As both Innovation Lead and Digital Risk Practice Leader at IMA, his role sounds incredibly broad, but as Garrett says, both sides serve each other—you need wide ranging touchpoints across tech ecosystems to stay ahead in both innovation and risk.
In this episode, we cover:
Build vs. Buy Decision Framework: Garrett's approach is clear: build customer-facing proprietary solutions that differentiate your business and serve your customers, but make sure it works with existing technology.
The POC Framework That Actually Works: Forget 12-month POCs that drag on and lose momentum. Garrett advocates for highly targeted, 45-60 day maximum POCs with clear KPIs and the right team selection upfront. His advice to founders? "You think you want a 12-month contract. You don't. Let's prove your platform works fast and furiously, or let's wait until you're ready."
The Bold Take: Garrett’s view on how the industry has gone about InsurTech all wrong and allowed it to become a series of Band-Aids for the real problem: antiquated core systems from the 1980s and 90s that were built before APIs even existed. The result? Frankenstein workflows requiring 7-15 platforms to complete a single task, with 80% of users still working around the technology the same way they did 20 years ago.
The AI Wake-Up Call: Despite AI being "transformational unlike anything we've ever seen" (and Garrett argues it's under-hyped), its promise is severely limited without access to core data systems. Garrett stated "You could build a fully agentic AI brokerage much easier than you could reverse engineer and retrofit an existing brokerage."
The Investment Landscape: With 80% of recent Y Combinator and Broker Tech Ventures companies being AI-focused InsurTech solutions, the momentum is undeniable. The dot-com parallels are real—there will be winners and losers, and consolidation is coming.
What Technology Can't Replace: Despite all the transformation, some challenges remain timeless: renewal management, client communication, trust-building. As Garrett notes, these require human expertise that AI augments rather than replaces.
This conversation is essential listening for anyone in insurance, InsurTech, or risk management. The future of insurance isn't just about innovation—it's about getting the foundation right first.
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🎙️ AI, Innovation, and the Future of Claims: Insights from Heather Wilson of Clara Analytics
In this week’s episode of The Leadership in Insurance Podcast, I’m excited to share my latest conversation with Heather Wilson, CEO of Clara Analytics. Clara Analytics’ AI Claims platform uses its models and data utilities to fully understand each claim, leading to positive outcomes for both claims professionals and customers alike.
From Heather’s background in Fortune 50 companies, over 25 years’ experience of data analytics and driving innovation at scale, this episode dives deep into AI driven technologies and how that is impacting, and will continue to impact, Insurance Talent.
In this episode, we cover:
🤖 AI in Claims Management: How Clara Analytics' AI platform works post-first notice of loss to assess severity and optimise outcomes
🏢 Innovation at Scale: We discussed the challenges and opportunities in leveraging legacy core systems while implementing new AI and data solutions in the insurance industry. Heather emphasised how freeing data from legacy systems is crucial for AI adoption.
Build Vs Buy: We discussed the ongoing "buy vs. build" debate in the insurance industry and how the growing expectation for AI accuracy is impacting this decision for businesses.
👥 Multigenerational Workforce Challenges: Heather discussed managing expectations across multi-generational teams with Gen Z, Millennials, Gen X, all having different experiences of technology.
Knowledge Transfer: Heather spoke about how remote working has impacted Industry knowledge transfer to Gen Z and millennials from older, more experienced colleagues. We discussed how this best happens in a face-to-face environment and that businesses need to find a way to bridge this gap.
As Heather powerfully stated “We need Gen Z to have Critical Thinking Skills as well as AI skills”
💡 We also discussed how Talent Strategy needs to focus as much on redeploying experienced claims professionals, as well as attracting Gen Z talent from an AI or data background, and how the industry needs all these people to thrive.
🔮 Looking Ahead to what’s on the horizon for Clara Analytics with a focus on agentic reasoning, a new approach to AI that leverages multiple data sources to enhance decision-making for claims adjusters.
My key takeaways from this fascinating conversation with Heather: the insurance industry isn't resistant to innovation—it's navigating complex regulatory frameworks, legacy systems, and multigenerational workforces while embracing transformative change. Success requires respecting both the experience of seasoned professionals and the capabilities of emerging technology.
#InsurTech #AI #ClaimsManagement #Insurance #Leadership #Innovation #WorkforceDevelopment
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On this week’s episode of The Leadership in Insurance Podcast, I sat down with James Fairgrieve, Head of Innovation at Aventum to explore how their Innovation Lab has designed award winning technology to fit their unique business requirements.
From James’ 25 years’ experience in technology, all the way from Y2K testing to UK FinTech innovator of the year 2025, this episode dives deep into the formula for creating an innovation space that delivers.
In this episode, we cover:
💡How innovation isn't about lack of ideas - it's about needing structure. Before James had a dedicated innovation team, he kept a running list of ideas that he had no time to implement. Now it’s his primary focus.
🔧 How choosing to build their own tech platform rather than buy off-the-shelf solutions has become a success story at Aventum.
⚖️ The challenges that businesses face when buying in systems that can’t be easily changed to fit business needs
🔗 How you take something from proof of concept to becoming fully embedded across a business.
⚡ How Aventum have created a culture of innovation throughout their whole business which enables ideas to be pitched from anyone
💻 The importance of making it fun. Activities that spark curiosity and gain employee buy in including game coding on lunchbreaks
🚀 Looking to the future and pushing the boundaries of what Agentic AI can achieve
This episode is packed with insights for anyone passionate about innovation, technology, and creating a team culture where ideas are encouraged -and pushed through to completion. Give it a listen via the links in the comments below 👇👇 👇 👇
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This week on The Leadership In Insurance Podcast, I sat down with Ibrahim Sarwar, Co-founder & COO of Artio, to talk about how they’re building the world’s first early-stage carbon credit insurance business — and why the timing has never been better.
Artio was founded to address one of the biggest barriers in climate finance: risk. By insuring carbon projects from the very beginning, they’re enabling capital to flow into reforestation and nature-based solutions with greater confidence. Backed by data, science, and insurance expertise, Artio is helping to unlock the scalability the carbon market desperately needs.
✨ Highlights from the conversation:
🌱 How Artio insures carbon projects from inception — filling a critical gap left by traditional solutions that only step in later.
📊 The science behind their approach: a proprietary database of 8,000 tree species + growth models for real-time risk assessment and pricing.
🛡️ Why robust structures like insurance are essential to protect against fraud, build trust, and accelerate adoption of carbon credits.
👥 The team’s journey — from identifying gaps in financial analysis and governance to bringing on Lindene Patton (ex-Zurich Chief Climate Product Officer) to strengthen their insurance expertise.
🔮 How proactive risk management and free insurability assessments are helping developers and investors deploy capital more confidently.
🌍 Why today’s market conditions — institutional capital, insurer involvement, and global demand for credible carbon solutions — make this the perfect moment for Artio.
This was a powerful discussion about innovation, trust, and climate finance — and how insurance can be the bridge to a more sustainable carbon market.
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This week on The Leadership In Insurance Podcast, I sat down with Wardah Inam, CEO of Overjet, to discuss the dental industry challenges she aims to solve.
In 2018, a team of dentists and scientists from MIT and Harvard came together to revolutionise dentistry. Overjet was born to help the dental industry provide better care, using AI to reduce administrative overheads with precision, consistency, and speed. From clinical to operations, Overjet focuses on the patient journey end-to-end, improving systems and allowing dental workers to focus on what they do best.
Overjet is now a world-leader in dental AI, raising more than $130m in funding and lauded as a top AI startup by the likes of Forbes and LinkedIn.
In this episode, we covered:
This episode is an inspiring story that highlights how keen problem-solvers turn experiences into entrepreneurship.
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This week on The Leadership In Insurance Podcast, I sat down with Tarun Mathur, Co-founder & Chief Business Officer of Policybazaar.com, to explore their journey from pioneering digital insurance in India to building out an ambitious global reinsurance strategy.
Founded in 2008, PolicyBazaar has grown into India’s largest insurance broker, managing $3B in annual premiums across life and general insurance. Built on a unique digital + human model, their mission has always been clear: protecting India’s middle class through affordable, accessible insurance.
In this episode, Tarun shares the story behind their growth, their push into reinsurance and surety bonds, and their vision to expand into Europe, the US, and beyond.
✨ Highlights from the conversation:
🌍 How PolicyBazaar grew from a small tech-driven startup in 2008 to India’s largest insurance broker, helping millions access affordable protection.
🤝 Why blending digital platforms with human customer support was the game-changer that unlocked consumer trust and adoption in a market hesitant to buy insurance online.
🏥 The company’s sharp focus on term life and health insurance as the cornerstone of protecting India’s middle class — and why this demographic remains at the heart of their strategy.
🔄 Tarun’s vision for a reinsurance marketplace: simplifying complex transactions, reducing inefficiencies, and building a transparent, global risk-sharing ecosystem.
💡 Lessons learned from digitising direct insurance that can now be applied to modernise and streamline reinsurance, an industry still reliant on traditional processes.
🌐 Ambitious plans for geographic expansion — with Tarun outlining how PolicyBazaar aims to build a truly international footprint across the Middle East, Europe, and the US within the next 12–18 months.
This was a fascinating conversation about innovation, trust, and global growth in insurance.
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On this week’s episode of The Leadership In Insurance Podcast, I sat down with Samuel Broomer, President of NormanMax Insurance Solutions, to explore how parametric insurance is reshaping the industry and what it means for carriers, agents, and customers alike.
From its early applications in Sub-Saharan Africa to its role today in addressing protection gaps across the U.S., this episode dives deep into how parametric solutions are transforming the insurance landscape.
💡 In this episode, we cover...
✨ The evolution of business meetings & podcasting – how virtual formats and informal storytelling can help build stronger industry connections.
🏢 The NormanMax journey – how an MGA backed by Lloyd’s Syndicate 3939 is delivering innovative parametric products for flood, earthquake, and hurricane risk.
⚖️ Challenges in the middle market – why homeowners and SMBs remain underserved, and how rising deductibles and complexity create barriers to adoption.
🔗 Embedding parametric into traditional cover – the opportunity to integrate parametric triggers with indemnity policies to enhance protection and scale adoption.
💻 Tech vs. fundamentals – why technology should serve the customer experience and efficiency, without overshadowing core insurance principles.
⚡ Transforming the claims experience – how parametric features can deliver clarity, speed, and transparency when customers need it most.
🌍 Strategic advantage of Lloyd’s – how global reach, capital strength, and brand credibility enable innovation and market entry.
📚 Consumer education – the need to simplify messaging and distribution to drive broader adoption of parametric solutions.
This episode is packed with insights for anyone passionate about innovation, customer experience, and the future of insurance. Give it a listen via the links in the comments below 👇👇 👇 👇
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Distribution, Digitized: How Foxquilt is Reshaping Small Business Insurance
In this week’s podcast, I sat down with Josh Reznick, Foxquilt's Chief Distribution Officer, to unpack how the insurtech is redefining distribution in commercial insurance.
Foxquilt is a digital MGA focused on serving underserved small business markets across North America. By leveraging its proprietary technology platform, Foxden, the company has streamlined what was once a heavily manual process at traditional carriers — delivering a faster, more efficient quote-to-bind experience.
But Fox Quilt’s real differentiator is its multi-channel distribution model. By balancing wholesale and enterprise partnerships, they have built a scalable approach that expands reach without losing control of the customer relationship. Josh brings over a decade of carrier experience from Aviva to Fox Quilt, applying partnership-driven strategies in a modern digital context.
Here are some of the key insights from our conversation:
🔹 Evolving Distribution Models – How Foxquilt achieved a near 50-50 split between wholesale and enterprise, and grew its agent network from 100 to 10,000 through just 7 wholesaler partnerships.
🔹 The Insurtech Journey – The rewards (and “battle scars”) of building programs from policy zero, and why Foxquilt has thrived thanks to a stable leadership team and startup adaptability.
🔹 Product Development for Underserved Markets – Why Foxquilt zeroed in on contractors and independent professionals, where contractual insurance requirements make digital solutions especially valuable.
🔹 Dual Strategy Benefits – Enterprise partnerships allow for higher revenue per customer and co-branded solutions, while wholesale drives daily scale with hundreds of new policies issued.
🔹 US Expansion & Growth Goals – Tackling state-by-state regulatory challenges, targeting key growth states like Florida, Texas, and New York, and looking ahead to a $200M GWP target within 3-5 years — with international expansion on the horizon.
Thanks Josh for joining me this week - loved the opportunity to chat all things distribution - be sure to catch this one via the links in the comments below 👇
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