Palestra apresentada por Tonatiuh Barradas, VP de Indústrias Estratégicas da SAP América Latina e Caribe

1. PUBLIC
Tonatiuh Barradas, SAP
Junho, 2017
Venda de Seguro Digital, estamos preparados?

2. 2PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ

3. © 2015 SAP SE or an SAP affiliate company. All rights reserved. 3For internal SAP and partner use only
The new approach

4. 4For SAP and SAP Partner use only.© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Digital trends transforming the insurance industry
Connected homes, cars, and
healthcare will change how
we work, live, and function.
Technology and insurance
ecosystems are creating a
new breed of competitors.
Focus is shifting from financial
compensation for loss to risk
mitigation and prevention.
1. “Automobile Insurance in the Era of Autonomous Vehicles,” KPMG, October 2015.
2. “Seizing the Opportunities of Digital Transformation,” Accenture, 2014.
3. “Worldwide Internet of Things Forecast, 2015-2020,” IDC, 2015.
60%
Reduction of personal
auto insurance will
occur within 25 years.1
43%
Of insurers plan to
acquire or have acquired
innovators or startups.2
30 billion
Things will be
connected by 2020.3

5. 73% of all
deaths will be
caused by
chronic
disease by
2020.
2 billion of
these people
will be over
60.
The global
population will
grow to more
than 30% by
2050
Source: United Nations, Department of Economic and Social
Affairs. World’s population increasingly urban with more than half
living in urban areas. 10 July 2014, New York

6. Digitally Connected
79%
Customer are 50% of their time
looking for online brands.
The customers are
Socially Connected
53%
Customers drop off shopping if the
supplier have negative online
information
Have more information
59%
Customers are available to
change for better service
6

7. I am socially networked.
I am better informed.
I am an individual.
I am digitally connected.

8. 8For SAP and SAP Partner use only.© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Priority 1: Digital lifestyle insurer
Rethinking the value chain from the
customer perspective
To transform insurance companies, prioritize new business models and
processes
Priority 2: Connected insurer
Connecting processes, devices and
sensors, and people and things
Priority 3: Data-driven insurer
Achieving a complete view of customer
data, and gaining insights through data
lakes
Priority 4: Consistent omnichannel
experience
Actively managing a single multichannel
customer journey
Priority 5: Product agility
Offering modular products, fully digital
products, and dynamic pricing

9. 9For SAP and SAP Partner use only.© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Priority 1: Digital lifestyle insurer
Rethinking the value chain from the
customer perspective
To transform insurance companies, prioritize new business models and
processes
Priority 2: Connected insurer
Connecting processes, devices and
sensors, and people and things
Priority 3: Data-driven insurer
Achieving a complete view of customer
data, and gaining insights through data
lakes
Priority 4: Consistent omnichannel
experience
Actively managing a single multichannel
customer journey
Priority 5: Product agility
Offering modular products, fully digital
products, and dynamic pricing

10. 10For SAP and SAP Partner use only.© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Priority 4: Consistent omnichannel experience
 Massive industry change is being driven by new customer behaviors and new technology
capabilities.
 This requires transformation of the classic insurance business model.
© 2017 SAP SE or an SAP affiliate company. All rights reserved.
Simplify the
insurance
product
Minimize
sales-channel
conflicts
Streamline
processes and
operations
Inject
contextual
touch points
10

11. Reference Case:
Website nº1
year 2014 - UK

12. 12For SAP and SAP Partner use only.© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Consistent omnichannel experience
The art of the possible
© 2017 SAP SE or an SAP affiliate company. All rights reserved. 12
Company
MoneySuperMarket.com
Headquarters
London
Products and services
Insurance and
financial services
Revenue
£282 million
Business goals
 Act as aggregator for digital sales of insurance and banking products in
cooperation with insurers and banks
 Provide a single view of customer and quote history
 Operate across channels, including Web, phone, mobile, and call center
Results
 50%–150% growth in key performance indicators such as conversion and
revenue
 Higher customer satisfaction measured by “visitors to click”
 Significant cost savings through decommissioned legacy systems
 Greater standardization of tools, authoring, and review process
 Awarded Financial Web Site of the Year in 2014

13. 13For SAP and SAP Partner use only.© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Consistent omnichannel experience
SAP industry vision
© 2017 SAP SE or an SAP affiliate company. All rights reserved. 13
Rich content for
marketing and products1. Personalization and
recommendations2. Search engine
optimization3.
Fully integrated
mobile solution4. Agent, bank, and
broker integration5.
Interface to product
and quotation solution6.
Internet of Things
capabilities through
the platform
7. One customer
data management8.
Modern, flexible,
and scalable platform9.

14. © 2015 SAP SE or an SAP affiliate company. All rights reserved. 14Customer
INFORMATION IS EXPLODING The Insurance of THINGS
Internet of
things
Connected
House
Connected
Car
Connected
Health / lifestyles
But Today Less than 1% of data is currently used

15. 15PUBLIC© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ
Financial service
Insurer centric
Product centric
Reduce financial impact of loss
Mathematical abstraction
Unknown estimated risk
Risk service
Ø
1666 Today Future
Policy
...$...
Network centric
Customer centric
Reduced probability of loss
Physical reality
Known controlled risk
UNPRECEDENTED CHANGES ARE AHEAD IN
INSURANCE

16. Obrigado
Contact information:
Tonatiuh Barradas
Vp Strategic Industries
tonatiuh.barradas@sap.com