1. How does the role of Global Markets Leader Insurance take shape in the context of OCTO’s international commercial strategy?
My role is focused on driving OCTO’s commercial expansion in all geographic areas where telematics represents a growth opportunity, with particular attention to emerging and less mature markets. The main objective is to export our value proposition while preserving OCTO’s technological and service identity and at the same time adapting it to the specific context of each country in which we operate. In practical terms, this translates into a wide variety of activities: from direct participation in commercial negotiations in complex markets such as Latin America, Asia Pacific, and the Middle East, to building local partnerships, and structuring customized offers that take into account regulatory, cultural, and operational differences. The most interesting challenge lies precisely in this: translating a global strategy into local actions—maintaining consistency while allowing the necessary flexibility.
In each new country, it is essential to understand how the Insurtech and Mobility sectors are evolving, what the current trends are, who the key players are, and which business models are already established. For instance, in some countries, demand focuses on usage-based insurance solutions or reducing claims; in others, customer engagement is the key driver. My job is to detect these dynamics and align them with what OCTO can offer.
2. What strategic levers do you use to develop new markets and strengthen commercial relationships with clients?
The first step is understanding the local context: we cannot apply a one-size-fits-all commercial approach. It requires analysis, listening, and the ability to correctly interpret each client’s priorities and pain points, which can vary dramatically from country to country. In some areas, for example, the focus is on theft prevention and vehicle tracking. In others, predictive risk pricing is a priority, while in others, customer engagement is the main focus.
Another key lever is the credibility of the OCTO brand: our technological capability, infrastructural robustness, and experience in regulated sectors like insurance enable us to engage in strategic conversations with major players right from the very early stages. But technology alone is not enough: to build solid and long-lasting client relationships, we rely on a consultative approach. We work side by side to design tailored solutions, often integrating our services with their legacy systems or developing customized interfaces. Finally, I never underestimate the importance of personal relationships and on-the-ground presence. In many cultures, the relational dimension still plays a significant role in the decision-making process. Being present, building trust, and honouring commitments can be just as—if not more—important than product features themselves.
3. How does OCTO tailor its commercial approach to the needs of different global markets?
Adaptability is one of OCTO’s most competitive assets on the international stage. We don’t just replicate a model—we always look for the right entry point for each market. This means adjusting the commercial offering in terms of both value proposition and contractual model, working on sustainable business cases that align with local expectations. For example, in some markets an activation-based model is preferred, while in others a project-based or monthly subscription logic is more effective. In certain countries, the go-to-market strategy involves partnerships with telco operators or aggregators; in others, direct engagement with insurance companies or public institutions is more strategic. Another distinguishing factor is the modularity of our platform: we can activate highly diverse use cases—from behavioural scoring to claims management and shared mobility— carefully selecting the most relevant features for each client. This approach allows us to meet different needs while remaining true to our core identity.
I believe this ability to listen, understand, and adapt not only allows us to enter new markets—but more importantly, to stay there over time, building strong relationships and generating long-term value.