23 Teemu Ala-Hynnilä, CEO and co-founder of Flowenum, says the prevention and prediction value proposition his business offers has obvious appeal to insurers. “By partnering with insurers, my “We think this is a perfect fit for collaboration with insurers,” Ala-Hynnilä says. team can focus on continually “Insurers are experts in risk management already, so to provide this service to improving our technology, customers is not a big leap from how a customer thinks of an insurer already.” From the perspective of startups, moreover, the opportunity is access to rather than focusing on sales customers and the trusted relationships they have with their insurers. Their and marketing.” business model may be based on a service bundled in with an insurance product or provided on a standalone basis that adds value either for the insurer or the Ram Srinivasan, co-founder of ZASTI customer. Ram Srinivasan, co-founder of ZASTI, has worked with insurers that are taking different approaches to collaboration. While some are looking to recommend ZASTI’s predictive analytics platform to their clients in return for a reduced premium or a customized insurance product, others would like to white label the platform, offering it to their customers as an additional service. For ZASTI, the latter approach is the preferred method. “By partnering with insurers, my team can focus on continually improving our technology, rather than focusing on sales and marketing,” says Srinivasan. “This partnership method is also more lucrative for the insurers, meaning we can develop longer- term strategic partnerships that provide value to the end customer”. However, he acknowledges that at least in the short term, insurers are keener to keep their environments separated, with legal and risk teams anxious not to expose themselves to risk.