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Tony Tarquini - Expert Spotlight

What is your role now since leaving corporate life? 

After +30 years working on the solution provider side of insurtech, I am now an independent advisor to insurance organisations and solution providers. 

I am genuinely excited to be able to use my years of experience of what works and what doesn’t to guide businesses to success faster and more reliably. It is proving to be immensely fulfilling and I feel I am giving back something to an industry which has been extremely good to me over my career to date! 

How long have you been a member of Camelot? 

I left corporate life in the summer of 2021 and immediately joined Camelot. I have known some of the existing members for many years so it was a great opportunity to re-establish connections, as well as meet new people with a variety of different skills and backgrounds.

Have you been a panel expert on any Road Tests?

I have been a panel expert and I’ve critiqued go-to market plans and given guidance and insight to insurance organisations and individuals which took me decades of hard fought experience to learn.  

Area of expertise? 

Strategy, Sales and Marketing in insurance technology. 

Highest/proudest most recognisable previous role? 

Director of Insurance EMEA at Pegasystems for almost a decade working with virtually every major insurer in Europe.

How long have you been doing this subject/area?

I started work as the marketing manager of an insurance broker software house that dominated the commercial lines broker market in the late 1980s. Since then, I have worked in technology, management consulting and outsourcing, but it has always been focussed on the insurance industry.

Please can you provide some examples of recent projects that you’ve worked on? 

  • Working at Pega when it grew from 1,500 staff to 6,000 staff globally and broke through the Unicorn $1billion turnover ceiling.

  • The Digitalisation of the Motor Insurer’s Bureau.

  • The transforming of Vivat from a traditional to a digital, customer centric,future-proof insurer.

What is your unique selling point? What makes your business approach unique? 

I listen well, communicate clearly and can apply a deep understanding of how to successfully transform insurance organisations, leveraging technology. 

I also mentor people to avoid making the same mistakes I have learned from.

Can you name one professional high point from the last 12 months and what made it so good?

When I left Pega, I was frankly staggered at the number of people who got in touch to thank me for the help I had given them, some going back decades. I have never had to approach anyone for work since, it has all come from relationships, recommendations and referrals. 

We need to talk about…? What is, or what should be, hot on the industry’s lips in your view?

Ethical data and AI transforming the industry’s reputation from a bunch of boring, untrustworthy brands to an industry generating recognition and incredible brand loyalty through proactively protecting people and their assets every second of every day in a highly personalised way.

What should everyone be reading/listening to? 

Black Box Thinking by Matthew Syed – Absolutely brilliant!

Do you have a Favourite quote? 

“Efficiency is doing the right thing. Effectiveness is doing things right” – Peter Drucker

Effectiveness always has more impact than efficiency. 

Why are you such an asset to the industry & the network 

  • I have been there, done it, made the mistakes and learned the lessons. 

  • As one customer said to me “I am standing on one side of a minefield and I want to be on the other side. You are the only guy who knows how to get me there without blowing up”

  • I’m also a lot of fun!

Why does your area of expertise need to be spotlighted?

Vendors need to do a better job of selling technology. Insurers need to do a better job of deciding who can help them in the huge challenges ahead.

Most importantly what are 2 or 3 tips or give aways that you can give to 1 or more of the following types of businesses.

Solution providers to the insurance industries

Stop talking about how your widgets and gadgets are better than the next guy – nobody cares! Fall in love with the problem you are solving. Don’t fall in love with your solution. You need to start listening to and acting on the art of the possible and pushing your boundaries. First mover advantage is building up to tsunami proportions in insurance right now. Someone will come along and break your industry if you wait too long to act.

And… Last but not least, how does being a member of Camelot help you/or add value to your business?

Connections, personal support, professional advice from very competent people and a lot of fun along the way!

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