Do most insurance carriers look at you as a partner in the solution process or as a vendor? Please explain.
Jim Rourke, senior vice president, sales and marketing for InsPro Technologies: We work very hard to earn the trust of our clients from our first meeting through their evaluation and selection process. So, as we continue nurturing the relationship and move towards project kick-off, we already have a good partner relationship in place.
Blitshtein: There are three areas where we feel all carriers could benefit from new technology regardless of their size. These are:
Rourke: I have certainly seen improvements in carriers’ software selection processes, which I partially attribute to them leveraging knowledgeable industry analysts as trusted consultants during evaluation and selection. Carriers now expect solution vendors to show them rather than tell them about how any proposed software can address their specific needs.