IoT Insurance
Observatory
2021 initiative presentation

2
The Observatory mission is to promote a profitable IoT adoption
Insurance IoT Observatory is a five-year-old think tank
specialized on the insurance IoT with the participation of
top executives from the most relevant Insurers,
Reinsurers, and Tech players in the IoT insurance arena
The Observatory is about connecting people and ideas in
order to spread the innovation culture throughout the
insurance market with three concrete outcomes:
• A global multiclient research on the insurance IoT
paradigm
• One-to-one workshops delivered to each member
• Plenary symposiums with all the members
Some international insurance best practices have
successfully integrated IoT in their insurance value chain
and achieved positive ROIs. These insurer’s business
transformation journeys show how strategy matters
more than size
The Observatory speaks the insurance business
units’ language but has the innovation units’ soul

3
The former four Observatory editions in figures
hours of one-to-one
workshops
plenary symposiums
between North America
and Europe
insurance companies,
including:
4 of the top 5 Reinsurers
11 of the top 15 European
Insurance Groups
8 of the top 15 US P&C
Insurance Groups
international publications tech players and vendors
2000
21
6 41
76
Worked directly with players accounting for more than 80% of global IoT
insurance volumes (number of insurance policies with telematics, smart
home/buildings, and connected health/life)

4
The 2020 Observatory members

5
The think tank membership provides access to the most globally
relevant insurance IoT knowledge
The knowledge is delivered through workshops dedicated one-
to-one to each of the organizations, which are members of the
Observatory and plenary symposiums both in North America
and Europe
Observer
Interpreter
The most pragmatic multiclient research specialized in the
insurance IoT domain based on a constant observation of the
usage of sensors in different insurance business lines around
the globe
We interpret best practices and pitfalls for the members
leveraging experience built on advising hundreds of
organizations in almost 20 different international countries on
IoT insurance projects
Storyteller

6
We cover all the insurance business lines
Business lines Cross-business line topics
Personal auto
Homeowner
Life & Health
Commercial auto
Property
General liability and umbrella
Workers’ compensation
Employee benefits
Extended warranty
Personal
lines
Commercial
lines
Seniorliving
Agriculture
Retail
Manufacturing
Construction
Logistic
Behavioral
change
Selling services and
improving customer
experience
IoT
architecture
Continuous
Underwriting
IoT-based innovation
journey
(IoT and leadership
capabilities)
Go to
market
Real time risk
mitigation
Ecosystems
ROI
management
Digital twins &
usage of new
knowledge about
clients and risk

7
We help Observatory members to address the insurance IoT opportunity
What topics do we cover? What learnings are obtained by members?
• Insurance IoT vision and
strategy
• Reasons for adopting IoT into
the insurance business
• Current insurance IoT state of
adoption
• Deep dive (international best
practices, local opportunities,
expected future development)
on the following IoT use case:
– Customer experience
– Continuous underwriting
– Prevention and mitigation
– Behavioral change
– Claims management
– Selling services
– New sales approaches
– Cross and up-selling
– New approaches to insure
current risks
– New risks
– Positive externalities to
the society
• Deep dive on leadership
capabilities (international
success stories, pitfalls):
– Vision and strategy
– Usage of IoT as enabler for
business performances
– Engagement
– Governance
– Continuous innovation
• Key aspects for execution:
– Go to market and
partnership
– People, skills, and processes
– IoT architecture
– Data sources and sensors
• Focus on critical issues and
constraints:
– Compliance and privacy
– Operational risks (security
and data confidentiality)
• Understanding the business reasons for adopting the
insurance IoT paradigm
• Understanding the role of leadership capabilities in the IoT-
based business transformation
• Identifying the different insurance IoT use cases and their
contribution for providing a strategic advantage to your
business
• Identifying approaches to execute a profitable IoT-based
business transformation
• Assessing customer readiness for different value
propositions
• Assessing your company’s readiness for the IoT journey
• Understanding best practices for enhancing IoT capabilities
and leadership capabilities in your insurance IoT program
• Identify the challenges of insurance IoT programs (both in
the design, execution, and continuous evolution) and
methods for addressing them

8
20
Earned additional service fees
Security/ Safety
o Remote monitoring and
emergency services to provide
peace-of-mind
Care
o Remote monitoring and assistance
focused on specific health and
wellbeing needs directly
connected to households:
‒ Chronic patients
‒ Post surgery patients
‒ Elders
‒ Kids
‒ Pets
Solar panel
Lighting
Intrusion
alarm
Heating/
cooling
Thermostat
Flower
control
Computers &
electronics
Mould detector
Camera
Refrigerator
and freezer
Fire detection
Camera
Lock
Electric meter
Vacuum
cleaner
Washing
machine
Heat
exchanger
Auto value proposition
enlarged with a suite of
services telematics based
Home security and safety and
a platform of care services a la
carte
Alert in case speed
limits are exceeded Client assistance and
personalized case
management in case
of crash
Highway/parking
area tolling
Alert if the car is
hit when parked
Weather alert based
on geo-localization
Road or medical assistance
via dedicated button
Automatic assistance
to the client on the
premises in case
of severe accident
Simplified claim
notification, including
automatic form fill-in
based on telematics data
Claim
certification
at client’s
disposal
Short-
time
theft
cover
Parking
localiza-
tion
Bodyguard for
emergency outside
the car when parked
Antitheft service if the
box is removed/
uninstalled
Stolen vehicle
recovery
Alert in case the vehicle
is moved when the
engine is off (e.g. tow-
away)
Alert if the
car is hit
when
parked
1 3
2 4
5
6
7
8910
1112
13
14
15
16
While Driving
In case of crash
When parked
38
Manufacturing (Industrial IoT) - Map of the most relevant
Industrial IoT use cases for insurers
Potential to
deliver services
- +
-
+
3D printing
Advanced Digital
Product Engineering
Asset/Plant
Performance Optimization
Human-Robot
Collaboration
Inventory Optimization
Predictive
Maintenance
Quality Control
Remote Services
Supply chain
track and trace
Augmented
Operations
Energy Management and
optimization
Everything-as
-a-Service
Business Models
Potential to create impact on the
insurer technical profitability
One-to-one workshops to deep-dive the more relevant aspects for your
company
6
Telematics usage on commercial auto is at infancy
Source: IoT Insurance Observatory, represented the level of maturity of the most advanced market for each business lines
• First pilots focused on
one single use case
• Roll out by few
pioneers (with some
volumes)
• More pilots and
product lunches, by
greatest part of players
by using a "me-too"
approach
• Only few top players
understand IoT full
potential (UW, claims,
VAS), define their
own approach (e.g.
big data) and push to
sell more
• Commercial offer
differentiation
• IoT potential fully
understood and
increased commercial
push by all players
• Differentiating
solutions / providers
over top players
• Telematics approach
is the standard for the
insurance business
• Relationship
consolidation between
top players and
providers, cross-country
diffusion of best
practices
Incubation
phase
Growth
phase
Maturity
phase
Exploration
phase
Learning
phase
“What is the ROI of the use
case?"
"Does the approach
make sense?"
“What is the best way to do
it at my company?"
“How to extract more value
from the data?"
Personal
Auto
Commercial Auto
Commercial
Buildings
Homeowner
IIoT and
Workers’ Comp
43
Homeowners – The concept of connected home shows
appeal to homeowners
27.0%
27.3%
12.1%
7.5%
Canada
24.0%
5 Not interested at all
FranceAustria
28.2%
15.0%
4
7.7%
3 28.8%
6.8%
12.9%
29.2%
30.5%
22.4%
33.1%
19.1%
32.7%
7.6%
9.2%
20.9%
29.4%
36.7%2
10.9%
14.4%
29.2%
1 Definitely I will
purchase it 12.6%
28.9%
Germany
19.6%
14.8%15.7%
22.4%
Italy UK USA
9.5%
29.1%
18.6%
6.0%
Source: SSI survey for the IoT Insurance Observatory
34
The governance of economics of the IoT insurance paradigm is complex and also
requires a strong support from your financial department
Cash back, rewards, ..
Commission to distributors
$
Iot costs (hardware amortization,
installation, operative costs)
$
Insurer costs
Claims ($)
Discount valve
Premiums ($)
Service fees ($)
Service subsidization
valve Insurer
profitability
Loss ratio valve
Products, cash back, ..
From partners
Other shared
value valve
POLICYHOLDERs
$
$
Benefits from the
insurance IoT use cases
Iot Mastery
Pressure Gauge
Partner contribution
valve
Sources: IoT InsuranceObservatory

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Peer discussions at plenary symposiums
May 5th ’20 (Digital)
9.00 -
9.30
“Residential Risk
Management Leveraging
IoT” - DeVito, Hartford
Steam Boiler
9.30 -
10.00
“Nationwide’s
Innovation Journey” -
Steinfeldt, Nationwide
10.00 –
10.30
“Geospatial Intelligence -
Generating Business
Value with Artificial
Intelligence and
Geospatial Data” -
Mason, Reply
10.30 -
11.15
“Experimenting with IoT
in Commercial Lines” -
Campany, The Hartford
11.15 -
11.45
IBM telematics
experience in personal
auto - Caleari, IBM
11.45 -
12.30
“Vitality Drive – utilising
telematics to spur
customer engagement,
improve driving
behaviour and enhance
profitability” - Alli,
Discovery Vitality
12.30 -
13.00
“A comprehensive view
of the automotive &
mobility landscape:
ADAS, EVs, Claims and
more” - Ricci, Swiss Re
Sep 23rd ‘19, Vegas
10.30-
11.00
Smart Home Insurance –
Observations from the
Field” - Wechsler, Comcast
11.00-
11.30
“Increasing customer value
from connected home” -
Poll, Neos
11.30-
12.00
– “Commercial and MDUs
Water Damage
Mitigation... a proven IOT
application" - Kritzler,
Likktech
12.00-
13.00
“Auto Insurance
Telematics-based Pricing -
An interactive discussion
about market trends” –
Ross, DRC Group
14.00-
14.30
“Applied artificial
intelligence for agri-
insurance” – Ardossi, Data
Reply
14.30-
15.00
“The Modern Use of
Telematics - Claims and
Behavior Change” –
Bowne, Cambridge Mobile
Telematics
15.00-
15.30
“Smart Mobility – Fleet
Telematics Value
Proposition – Lessons
Learned”, Weisgerber,
Munich Re
15.30-
16.00
“Rewards and Risk: Using
Connected Health and
Wearables in Life
Insurance” – Bewley,
EVŌ and Rivard, Munich Re
Dec 5th ’19, Iselin Dec 17th ’19, Turin
10.00-
11.00
Think as an insurer,
Innovate like a retailer –
Materozzi, Intesa Sanpaolo
Vita
10.15 -
11.00
Business Transformation
through industrial IOT –
Moser, Munich Re and
Petrikat, Relayr
11.00-
11.25
Italian drivers’ perspective
on distraction and
connected insurance -
Rashid, Cambridge Mobile
Telematics
11.25-
11.50
Driving intelligence across
the customer lifecycle -
Kisvarday, TrueMotion
11.50-
12.40
Competing in a world of
digital ecosystems: how
can insurers react? -
Avramakis, Swiss Re
12.40-
13.00
G-Evolution and IBM JMA –
Scarnera and Romani, G-
Evolution and Cervetto,
IBM
14.00-
14.30
The impact of GDPR on
organizations: adapting
internal processes to the
change in legal landscape -
Novellini, Portolano Cavallo
14.30-
15.00
Biological Age Model and
the technology at support
of continuous underwriting
– Ciabattini, Scor
15.00-
15.30
SPHERE: home insurance
ecosystem - Mesiano,
Perceptolab
15.30-
16.30
Interactive session on the
usage of IoT data in
Commercial Lines, Dabusti
and Carbone
9.15-
10.00
How insurers can leverage
data for customer-centric
approaches – Sankar,
ValueMomentum and
Young, Buckle
10.00-
10.30
Keeping Customers at the
Center of Connected
Insurance - Jamiel &
D’Amato, CMT
10.30-
11.00
Motor insurance solutions
for complex markets -
Genovese, Swiss Re
11.00-
11.30
The impact of Distracted
Driving in telematics
scoring models and best
practices for behavior
change - Phillips, Arity
11.30-
12.15
Auto Telematics
Roundtable - Genovese,
Swiss RE; Phillips, Arity;
Kowal, The Hartford
13.00-
13.45
The Future of Work; IoT
and the Proud, Protected,
and Productive Industrial
Athlete - Petterson -
StrongArm Tech
13.45-
14.30
IoT & Life Insurance
Roundtable - Goehrke,
Munich Re; Heafitz,
Prudential; Bowley, EVO;
Benton, Novarica
14.30-
15.00
Helping Broker’s Embrace
Value-Added Services -
Anderson, The Anderson
Network
15.00-
15.30
The Smart Home solutions
by customer segment,
Skuba - National Smart
Home
Dec 15th ‘20 (Digital)
9.10 -
9.40
Modernizing claims with
Mobile Telematics –
McMahon, Cambridge
Mobile Telematics
9.40 -
10.10
Telematics in Insurance
2020: Current State and
Evolution – Huberty,
Novarica
10.10 -
10-40
Swiss Re ADAS Risk Score.
A forward-looking view to
make motor UW smarter –
Grivel, Swiss Re
10.40 -
11.10
The only right time is the
time left – Myszkowski,
Talanx
11.10 -
11.40
Taking engagement to the
next level. Using data to
modify human behavior in
insurance populations -
Bewley, Evo
11.40 -
12.10
Cyber Risks & IoT
insurance programs - Ben-
Meir, SCADAfence and
Horvitz, HCS Capital
12.10 -
13.00
IoT-based commercial
insurance roundtable –
Frey, Nationwide;
Galbraith, AF Group;
Matsui, kWh Analytics and
Peterson, Farm Bureau
Sep 29th ’20 (Digital)
9.00 -
9.30
Measuring Smart Home
ROI in P&C insurance -
Jurgens, Notion
9.30 -
10.00
Driving success in a
telematics program -
McMahon, Cambridge
Mobile Telematics
10.00 –
10.30
Artificial Intelligence: a
fast track for car insurance
claims – Ardossi, Data
Reply
10.30 -
11.00
Using Wearables for Risk
Management in Workers’
Compensation – Travis
and Galbraith, AF Group;
Glynn and West,
MakuSafe
11.00 -
11.30
An approach the elderly
segment - Caleari and
Farinella, IBM
11.30 -
12.00
Future of IoT in Life
Insurance Ecosystems -
De Sousa, Scor
12.00 -
12.30
COVID-19: Health
ecosystems from
information to integration
– and value creation –
Avramakis, Swiss Re
12.30 -
13.00
The telematics innovation
journey – Sarkar,
ValueMomentum;
Dzezinski, Erie
LAST SESSIONS

10
The connected
and sustainable
insurance
December '16
Connected
Insurance
Observatory
Unveiling the
full potential
of telematics
May ‘17
Swiss Re
Connected Insurance
Report
December ‘18
Insurance Nexus &
IoT Insurance
Observatory
Smart Home
Insurance
April ‘19
American Family
Insurance & IoT
Insurance
Observatory
Attractive UBI
Business Models
for US Consumers
July ‘20
Cambridge Mobile
Telematics & IoT
Insurance
Observatory
Some of the IoT Insurance papers with Observatory contribution
From claims
coverage to
prediction and
prevention services
Publication Expected
in Q1 ’21
The Geneva
Association

11
Unique perspective of the various
Insurance IoT use cases around the
world. Really helpful the deep dive
tailored on our needs
Insurer
Some quotes from the Observatory participants
The initiative provided though-
provoking contents. The deep dive
sessions were clear and stimulated
great engagement within the
organization
Insurer
It is not about to discover the new
killer application. The Observatory
have continuously delivered top
level contents and provided food
for thoughts, valuable input for our
innovation path
Insurer
When you read a press release or
hear a speech at conference, you
see only the shining side. It is great
to have the rationalization that
connects dots, and investigates
also what has not worked well
Insurer
Insightful ideas and continuous
opportunities to meet innovative
providers to partner with
Insurer
Great platform for engage and
discuss a wide range of topics and
ideas that will impact all of us in
the insurance industry soon
Reinsurer
Relevant opportunity to approach
unique contents about connected
insurance – both from actuarial
angle and customer angle - and to
discuss them with Insurance
Executives, Associations and the
Regulator
IT provider
The Observatory is creating value
for us. We met insurers that have
started to work with us. It is also
useful to have a constant update
on the markets around the world
IoT Insurtech startup
The Observatory has provided a
guidance that has allowed us to
successfully pilot IoT wearable
devices to prevent workplace
injuries without being led astray by
industry hype and press releases
Insurer

12
Contacts
Matteo Carbone
Founder and Director of the IoT Insurance Observatory
Keynote speaker and writer on insurance innovation
Global InsurTech Influencer (Top 2 InsurTech Influencer by InsurtechNews, Top InsurTech
Influencer by Right Relevance, Top 10 InsurTech Influencer and top 4 insurtech influencers in the fintech
community by Onalytica, Top 20 Influencer in Geoinsurance by Conirium, Top 25 Disruptors in the
Insurance Industry by Vertafore)
www.IoTinsObs.com
Matteo.carbone@iotinsobs.com
+39 (334) 622- 0378
+1 (929) 309-6026