物联网数据关乎商业战略（与Matteo Carbone，IoTinsObs合作）

如今，借助物联网数据，显然可以提升客户体验、增加服务内容，并影响从定价到理赔管理等各类保险流程。

Today, it's clear that with IoT Data, you can improve the customer experience, you can add services, you can impact different insurance processes from pricing to claim management.

很高兴今天能与马泰奥·卡博内在此会面。

So, I'm pleased to be here today with Matteo Carbone.

卡博内。

Carbone.

他是物联网保险观察站的创始人兼总监。

He is the founder and director of the IoT Insurance Observatory.

欢迎你，马泰奥。

Welcome, Matteo.

早上好。

Good morning.

或许我们可以从你的个人经历和工作背景开始，谈谈你是如何创立这个观察站的。

Maybe as a starting point, a little bit about your history and your work in the space and how you came to create the Observatory.

当然。

Sure.

过去十五年间，我一直在为全球各地的保险公司和再保险公司提供战略与创新方面的咨询。

So I have spent the last fifteen years advising insurers and reinsurers around the world on strategy and innovation.

观察站与Fintank一样，为成员提供三项主要服务。

So the Observatory, as Fintank, delivers three main services to the members.

首先是研究工作。

First, there is a research.

我的团队每季度会针对物联网应用的不同领域，产出两到三份深度研究报告。

So my team produced each quarter two, three deep dives on different aspects, in the usage of IoT.

因此我与观测站研究项目的每个成员组织逐一进行了讨论。

So I discuss one by one with each of the organization that are member of the observatory this research.

通过一次次会议，我分享了观测站的观点。

So meeting by meeting, I share the view of the observatory.

考虑到过去四年里，我进行了两千小时的工作坊研讨，这使我始终处于创新前沿，了解他们在物联网数据应用方面的实践与需求。

Consider that in the past four years, I did two thousand hours of workshop that allow me to be always on the frontier of innovation about what they are doing with IoT data and what they are looking for.

除了一对一会议（每个组织每年三次）外，我还组织了六次全体会议，让所有成员围桌共议。

On top of this one to one meeting, so each organization has three meetings a year, I organize six plenary sessions where I put around the table all the members.

其中三次全体会议专注欧洲市场，另三次专注北美市场。

So, three plenary sessions dedicated to the European markets, three plenary sessions dedicated to the North American markets.

观测站为所有成员提供的最后一项服务是曝光度支持。

The last service that the Observatory provide to all the members is visibility.

当有成员希望与观测站联合撰写文章或发表论文时。

So when one of the member would like to write an article together with Observatory or to publish a paper together with Observatory.

过去三年间，我曾与美国家庭保险公司合作发表过关于智能家居及物联网在智能家居保险中应用的论文。

In the past three years, I published a paper on smart home, the usage of IoT in smart home insurance with American Family.

我还与瑞士再保险合作撰写过汽车远程信息处理论文，几个月前又与剑桥移动远程测量公司联合开展了美国消费者使用调研，针对他们对汽车远程信息处理的兴趣，我们就此发表了论文。

I wrote a paper about auto telematics with Swiss Re, and a few months ago with Cambridge Mobile Telematics, we did a survey on US consumers about the usage, but they have interest for auto telematics, and we published a paper about that.

同时我还在社交媒体上宣传成员的创新举措。

But I give also visibility of the initiatives of the members on social media.

最终我会向受众分享部分成员推向市场的新计划。

So, at the end, I share with my audience the new initiatives that some of the members are introducing to the market.

简而言之，这就是我在观测站的工作内容。

So, in a nutshell, this is what I'm doing with Observatory.

太好了。

Great.

非常感谢您分享这些背景信息。

Well, thank you for sharing that background.

那么，您能否就您认为物联网可能在哪些领域产生最大影响，给我们分享一下您的观点？

So, you know, can you give us a point of view on sort of where you think IoT potentially can have the greatest impact?

我的

My

关于物联网在保险行业应用的观点是，这一机遇在所有业务领域都是真实且具体的。

view about the adoption of IoT in the insurance sector is that the opportunity is real and concrete in any business line.

您有机会实施这种业务转型，因为我们正在讨论的是以不同方式思考如何进行风险转移，以及如何提升现有业务。

You have an opportunity to apply this business transformation because we are talking about a different way to think about how to do the risk transfer, how to enhance the business you are doing.

因此我认为最大的误区之一就是把物联网在保险业的应用仅仅视为一种产品或附加在保险条款上的小工具。

So I think that one of the biggest mistake is to think about the usage of IoT in the insurance sector as a product or as a gadget to add on an insurance coverage.

实际上，我认为任何保险公司的任何业务线都可以思考如何利用物联网数据来优化现有工作，探索交叉销售、向保单持有人追加销售等其他机遇。

So really, I think that any insurer in any business line can think about how they can do better, their current job, how they can explore other opportunities as a cross selling, upselling of the policyholders, thanks to IoT data.

这本质上是个战略问题。

It's really a matter of strategy.

这类创新如何与公司愿景相契合，这类技术如何能更好地助力实现这一愿景。

How this kind of innovation can fit with the vision of the company, how the kind of technology can allow to better address the achievement of this vision.

像许多保险公司一样，他们与即插即用技术建立了合作关系。

Like a lot of carriers, they've had a relationship with plug and play.

他们已经与许多初创企业进行了交流。

They've talked to a lot of startups.

他们做了很多概念验证，但未必转化为与业务线合作或融入业务线的工作。

They've done a lot of POCs, but didn't necessarily translate into work with the business lines or integrating into the business lines.

从组织设计角度或整体领导力角度来看，你是否见过任何最佳实践案例，或者你认为哪些组织在真正推动这些创新融入业务方面做得特别好？

From maybe an organizational design point of view or just a general leadership point of view, do you have any best practices that you see out there or any organizations that you think have done a particularly good job of actually driving these things into the business?

我见过很多保险公司至今仍未认真对待创新。

I have seen many insurers that have not yet taken innovation seriously.

我是一家上市保险公司的董事会成员。

I'm a board member of a listed insurer.

把创新提上议程，但我想请在座各位都思考一下：在你们组织中，投入的精力、预算、专职合规的人员数量、董事会讨论合规的时间，然后与创新做个对比。

Bring innovation at the table, but I'll ask to all of your audience to think about in their organization, the effort, the budget, the number of people dedicated to compliance, the time spent by their board to talk about compliance and to make the parallel with innovation.

没错。

Right.

我认为当创新在组织内部获得与合规同等重要性时，才标志着创新真正被该组织重视。

I think that when innovation will have the same relevancy inside their organization of compliance is a sign that innovation become really serious in that organization.

那么你认为这种情况能通过经济激励实现吗？

So do you think that can happen with economic incentives?

我的意思是，对于如何将创新文化深植组织基因，你有什么具体想法？

I mean, what ideas do you have as to how you can get that culture of innovation driven into the DNA of an organization?

老实说，我听过也见过各种方法导致的糟糕案例。

Honestly, I've heard and I've seen horrible stories with any kind of approaches.

所以要让创新落地并不容易。

So it it is not easy to make it happen.

这肯定需要时间。

Definitely, it will require time.

可能，这是各种因素的混合。

Probably, it's a mix of everything.

所以你需要增加额外的能力，确实如此。

So you you need to add additional competencies, sure.

你需要具备与创新相关的心态和技能，但必须将其与业务线相结合。

You need to have some mindset and skills that are linked with innovation, but you need to integrate this with the business lines.

你需要深厚的保险专业知识。

You need a deep insurance knowledge.

当我之前提到时，我讲了一些糟糕的案例。

So, when I was talking about, I was mentioning horrible stories.

过去十年我见过太多失败案例——抽调优秀人才组建新团队，却让他们脱离保险公司核心业务，只是说‘随便玩玩新东西’。

I've seen a lot of failures in the past ten years that come from picking up a line of great professionals, giving them a new organization separated from the serious activity of an insurer and saying, oh, play with something.

但别碰核心业务。

But don't touch the core business.

没错。

Right.

我认为这种态度与认真对待创新背道而驰。

So I think that is the opposite to take seriously innovation.

因此我认为重要的是培养组织文化，让创新能力为业务提供支持。

So I think that it's important to grow the culture of the organization, to have the kind of support that the innovation competencies can provide to the business.

根据我见过的所有成功案例，都是保险公司高管明确愿景，并向组织传达对该方向的坚定承诺。

Looking at all the success stories I have seen, we are talking about insurers where the top executives defined a vision, communicated to the organization that there was a commitment to go in that direction.

所以需要专门努力来整合各业务线。

So, dedicated effort to engage the different business lines.

因此，这是业务部门开始思考创新如何能让他们工作得更好的一种方式。

So, this is a way that the business lines start to think how an innovation can make their job better.

他们能够开始根据业务需求为探索工作做出贡献。

They can they started to contribute with their business needs to the scouting.

谈谈社会影响。

Talk about social impact.

实际上，保险是最初的社会公益事业，没有保险，我们社会的许多方面都无法运转。

Mean, really, insurance is the original social good, and so much of our society wouldn't be able to operate without insurance.

我认为大多数人将保险视为必要的恶，而非我们日常活动中众多方面的根本支撑。

And I think most people think of insurance as a necessary evil and not a fundamental underpinning of so many aspects of what we do day to day.

但对此有什么总体看法，或者关于行业如何谈论其社会影响或推动更多社会公益？

But any thoughts on that in general or about how the industry can talk about its social impact or drive more social good?

所以我更愿意向你们展示几个例子，今天有个例外，他们开始在企业的社会责任报告中沟通其物联网保险解决方案的影响。

So I prefer to show you a couple of examples and are exception today that started to communicate within their social corporate responsibility report the impact of their IoT insurance solutions.

一个是南非的保险公司，他们创建了Vitality计划，应用于健康和人寿保险，并向全球其他保险公司提供，目前已进入包括美国在内的20个市场。

So one, the South African insurer that created the Vitality program used on Health and Life and provided to other insurers around the world, currently is in 20 market, including The US.

John Hancock正在采用Vitality方法。

John Hancock is using the Vitality Approach.

如果你查看他们的企业社会责任报告，你会发现他们的举措如何专注于改善客户的健康状况。

So if you look at their social corporate responsibility report, you can find how their initiatives that are focused in improving the health of their customers.

他们显然找到了一种方式，这对他们的损益有好处，因为如果人们更健康，他们会活得更久，医疗费用也会减少。

They found a way, obviously, is good for their profit and loss because if people are healthier, they live longer, they have not medical expenses.

所以如果你经营健康或人寿业务，从长远来看这对你的损益是有利的。

So if you are running an health or life business, this in the long term is good for your P and L.

但他们也为保单持有人做了好事，因为他们避免了坏事的发生。

But they are also doing good for the policy holders because they are avoiding bad things from happening.

但除此之外，他们甚至为社会创造了积极的外部效应。

But on top of that, they are generating even positive externalities to the society.

你可以展示你正在做的事情专注于产生积极影响。

You can show that you are doing things that are focused on generating a positive impact.

所以我最后一个问题是从企业角度出发，然后某种程度上

So last question I have is it's from a corporate perspective and then sort of

从微观个人角度。

a micro individual perspective.

如果你是管理团队的一员或是董事会成员，从企业角度或个人角度，你会做些什么来更好地融入创新？

If you were part of the management team or you're a board member, what would you do from a corporate point of view or if you were an individual to kind of get more on board with innovation?

所以我认为需要普及知识，真正破除这些迷思。

So I think that there are needs for literacy, for really debugging the myth.

因此，我看到了在关于创新的各种喧嚣中迷失方向的风险。

So, I see a risk to be lost in all the noise you have about innovation.

因此，我认为需要系统性地为组织和对这个话题感兴趣的人——那些你认为应该更投入的人——提供必要的要素和知识，以应对这场业务转型，这是极其重要的。

So, I think that to structurally approach a way to provide to the organization and to the people that are interested and you think should be more dedicated, this topic, the necessary elements, the knowledge for addressing this business transformation is extremely relevant.

我认为这对你们正在探索的所有技术都是必要的。

I think that this will be necessary on all the technologies you are exploring.

所以我开发了保险物联网领域独一无二的东西。

So I developed something that is unique on insurance IoT.

可能在人工智能、区块链或元宇宙领域未必有类似的东西。

Probably it's not necessarily something similar on AI, on blockchain, memeet.

因此，我很少看到针对不同技术的素养和具体能力的培养。

So, I have not seen frequently the kind of development of literacy and specific competencies on the different technologies.

第二个方面，回到承诺这个话题，我认为必须让组织内部的人感受到组织不会进行那种业务转型。

A second aspect, and I go back to the commitment, I think that is necessary that the people inside the organization feel that the organization won't do that kind of business transformation.

对。

Right.

如果你觉得这像是业余时间的事，那它就不像合规那么重要。

If you feel that is like the spare time, it's not so relevant as compliance.

所以，如果这是你在组织内部感受到的氛围，我们就永远无法获得大家学习新事物的承诺。

So, if this is the mood that you feel inside the organization, we will never have the commitment of everyone to learn something new.

因此，我认为你需要提供具体的知识，但另一方面，你需要建立那种只能来自对公司愿景认知的内部承诺。

So, I think that you need to provide the concrete knowledge, but on the other side, you need to build the kind of internal commitment that can come only from the awareness about the vision that the company is applying.

是的。

Yeah.

听起来这确实是战略、业务转型和创新的结合，而不仅仅是为了创新而创新。

It sounds like it's really about the combination of strategy, business transformation, and innovation, and not just innovation for innovation's sake.

没错。

Exactly.

好的。

Okay.

马泰奥，非常感谢你今天抽时间交流。

Well, Matteo, I really appreciate your time today.

在我们结束之前，你还有什么想补充的吗？

Is there anything else you'd like to mention before we wrap up?

不。

No.

与你讨论非常愉快。

It's been a pleasure, discussing with you.

好的，马特奥。

Alright, Matteo.

谢谢。

Thank you.

祝你今天愉快。

Have a great day.

谢谢。

Thanks.