Why insurance tech is different: AI adoption, enterprise sales, and the long game

In this episode of the Underwriting Intelligence Podcast, Amrit sits down with Robby Allen, Principal at Vertical Scale and former CRO of AgentSync, to unpack what it really takes to sell, scale, and deliver technology in the insurance industry and why execution, trust, and long-term thinking matter more than hype.

With deep experience from within an insurtech unicorn, and now as an advisor to carriers, insurtechs, and venture-backed vertical software companies, Robby brings a rare perspective from both sides of the table. He works closely with leadership teams on distribution, underwriting innovation, AI adoption, and more, with a particular focus on the people, culture, and operating realities of highly regulated markets.

In this episode, Amrit and Robby dive into: How insurers are moving from AI experimentation to tangible value, and what’s actually working today Lessons learned from selling enterprise software into insurance, including why empathy and alignment are critical to success Why playing the long game is essential for vendors selling into industries that think in decades, not quarters The rise of forward-deployed engineers, pilots, and proof-of-value in the AI era; and what buyers should now expect from vendors The enduring power of vertical software in insurance, and why deep domain focus beats horizontal generalisation in regulated markets

Whether you’re an insurance executive, insurtech founder, enterprise software leader, or investor navigating AI and transformation in regulated industries, this conversation offers a grounded, experience-led perspective on how real progress happens and how to avoid the traps along the way.