Interview Jörg Dethloff, Head of Presales, Sapiens DACH
Hello Jörg, on October 1st you started at Sapiens. Why did you decide to join us and what do you find attractive about the new position?
There were several reasons. The main one is that Sapiens, as one of the world's largest providers of software solutions for the insurance industry, is not yet widely used on the German market and I would like to change that. Being part of this process and being actively involved in it has attracted me. In my role as responsible for presales in the DACH region, I can do exactly that.
What does presales mean and what exactly are your tasks?
Presales includes all tasks in the sales phase before the actual purchase of the Sapiens solution. Specifically, my tasks are to find out the exact needs of the prospective customer and to provide an understanding of our solutions and products in order to ideally realize together at the end that a Sapiens solution is the best for the prospective customer. This includes answering tender documents, conducting workshops and presentations of the products.
Presales is extremely complex and therefore so exciting. My main tasks, apart from answering tenders, are the execution of workshops and the presentation of Sapiens solutions. I am in direct contact with the insurers to find the best solution for their current needs. This is exciting and I can only succeed because I can exchange information at eye level.
Interesting, for an exchange at eye level you need some experience, what about you?
After studying computer science in Hamburg, I have been working in the insurance industry for over 25 years. During this time I have worked for software service providers and consulting companies. As an application developer, product modeler, product manager or consultant, I have dealt intensively with the needs of insurance companies. Especially helpful for my current role is certainly the many years of successful responsibility for presales at one of our competitors. I am looking forward to putting my expertise to best use at Sapiens and to being part of an ambitious and dynamic team in the future.
In addition to my personal experience, I also have a great team at my side, consisting of specialists from Sapiens, but also from Sum.cumo. Together we are unbeatable.
sum.cumo? What is it all about?
Sum.cumo is a German Insurtech company, which was taken over by Sapiens in January of this year. Over the past 10 years, sum.cumo has successfully demonstrated how innovative ideas can be turned into successful results. In addition to many references in the German insurance market, the example of nexible, an ERGO subsidiary, shows that sum.cumo not only understands the insurance business, but also has great expertise in the automotive sector.
In addition to strengthening our presence in the DACH market, we have gained excellent insurance know-how from around 200 employees. After all, for all innovative approaches, a deep understanding of local requirements and a local presence are essential for success. We know that at Sapiens too.
How do you assess the DACH market for Sapiens?
In terms of digitization and modernization and the associated change processes, the insurance market is still in a state of upheaval and looking for suitable solutions. The DACH region offers a large, complex market with many leading insurers and is increasingly developing into an ever-growing business area. Many insurers now operate internationally, have subsidiaries or partners abroad and are looking for solutions for the whole group. The companies are looking for individual modules such as underwriting, policy administration or claims management, but also complete solutions, and both should integrate easily into the system landscape. This is further reinforced by the desire to digitalize processes and companies. Sapiens offers exactly these solutions, is the right partner for them and therefore now is the optimal time for a stronger market presence and expansion of our market presence.