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保险科技的未来:合作才是王道

在保险科技领域,相比于“颠覆”,“合作”才是行业的主流。比如,一家拥有相当规模数据和测算模型的再保险公司会联合相关技术服务商,让自己的数字化服务体验更上一层楼。而这也就是我们常说的“再保险即服务”。

不过也有公司并不认同这种趋势,他们认为可以凭借“一己之力”与这些新型复合型保险服务商相抗衡。

但是总体来说,“合作”才是业内主流。比如,最近Lemonade和Slice就联合在加利福尼亚州推出了自己的产品。而Root公司也开始了同样的尝试,首站选在了亚利桑那州。

在美国进行这样的尝试并不容易,因为整个行业竞争非常激烈,只有那些资金充裕的创业企业才能抗得过市场的起伏波动。在美国国内市场进行竞争已属不易,更不要提跨国市场了,因为这其中涉及的监管、营销差别太大。

相比之下,亚洲市场的难度相对较低。比如此前曾经报道过的PolicyPay和Inzsure。还有来自新加坡的Singapore Life和CXA集团,以及中国的众安保险。

跟银行业一样,这场竞争其实就是一场数据之战。如果保险创业企业控制了数据,那么他们就会进一步加大数字客户体验(可能是通过并购,也可能是通过自建)。如果这些数据能够实现网络化,那么创业企业就会成为最后的赢家。数据才是关键,所以这就是为什么现在像谷歌、亚马逊、脸书、苹果和微软这样的企业吸引了如此多市场关注度的原因。

The accepted wisdom in InsurTech is that it is all about partnerships rather than disruption. New ventures offering a new digital experience work on top of a platform provided by a Reinsurance company that provides the data and models for underwriting risk. This is what we call Reinsurance As A Service and we have reported on it many times.

Some companies are bucking this trend. They still believe that they can offer a full stack solution and compete head on with the incumbents.

In recent news, both Lemonade and Slice started offering products in California.

Root is also going State by State, starting in Arizona.

Doing this in America is tough as it is a replacement market with tough incumbent competitors. This is only for deep-pocketed startups and all these have raised significant rounds. It remains to be seen whether it is enough to compete head on in multiple states let alone multiple countries. The cost of both regulation and marketing is very steep. We may see a lot of M&A action soon as incumbents buy the ventures that get traction.

It is easier to do this in Asia, as it is more of a greenfield market. This is where we see action from companies such as PolicyPal and Inzsure as reported here. In Singapore, we see action from Singapore Life and CXA Group (who we profiled here). In China there is Zhong An.

The battle will all be about data. It is similar to banking (where the front lines of the data battle are around PSD2). If Insurance incumbents control the data, they will add digital user experience (buy or build). If that data can be aggregated online, the startups will win. This is where the data rich behemoths we calll GAFAM (Google Amazon Facebook Apple Microsoft) may hold the best cards.


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