Integrating Behavioral Economics into Insurance
Pinpoint’s proprietary data distill 70 years of peer-reviewed research on how personality drives differences in human behavior. Our technology also advances big-data psychometrics developed at Stanford and Columbia Universities.
Team and Advisors
Scott Ham, CEO
Scott Ham is the CEO of Pinpoint Predictive and was previously the President & CEO of Transamerica’s life, P&C and non-life business, where he provided strategic vision and leadership to global organization. At Transamerica he oversaw day-to-day operations and management of over 6,000 employees, $1.6 billion in new sales and over $6 billion in overall premium. Scott more recently was extensively involved with insurtech startups as a strategic advisor at McKinsey & Co, where he also led a Small Commercial Insurance SaaS platform that made possible real-time underwriting and pricing decisions through cutting-edge machine learning analytics and 3rd party data. Scott is joining Pinpoint to lead the company through a period of unprecedented growth.
Avi Tuschman, Founder & CIO
Avi Tuschman is a Stanford StartX entrepreneur and an internationally recognized expert in the science of individual variation in behavioral propensities.
Before founding Pinpoint, he advised corporations, banks, and 18 heads of state on people analytics. During his doctoral research, he sought out the best data for making individual-level, forward-looking predictions. This inquiry led him into the field of quantitative psychology.
Tuschman later wrote a highly acclaimed science book on psychometric traits and political behavior, which was published through Prometheus / Random House in 2013 and 2019. The book received praise from top science writers and coverage in mainstream and peer-reviewed media from 25 countries. It has been published in paperback, Audible, and Chinese-language editions.
Tuschman founded Pinpoint to make standardized people data privacy safe and easy to use in scalable commercial applications.
Zack Lynch, Board Director
Zack Lynch is Co-Founder and General Partner at JAZZ Venture Partners. JAZZ invests in companies that extend the boundaries of human performance — improving how we live, learn, work, play, and experience the world. JAZZ seeks breakthroughs at the intersection of cutting-edge neuroscience and digital technology that are increasingly influencing the human experience, such as augmented reality, immersive gaming, artificial intelligence, and closed-loop human-computer systems.
JAZZ portfolio companies are unlocking human potential in broad markets, including health, mind-body wellness, accelerated learning, training, sports, entertainment, and the enterprise. Zack is also the author of the best-selling book The Neuro Revolution: How Brain Science Is Changing our World, published by St. Martin’s Press, which takes a 50-year view on how neuroscience is impacting humanity.
Wei Hsu, VP of Engineering
Wei Hsu is a Stanford Computer Science alumnus and a full-stack engineer specialized in developing highly scalable applications. He led the engineering teams of his previous companies through two acquisitions. Previous to Pinpoint, Hsu was a team member at a venture originally seed-funded by Facebook, where he managed a ten-person team as Director of Engineering.
In his free time, Hsu is a dedicated fan of Stanford Football and also loves third-wave coffee shops.
Evan Zamir, VP of Data Science
Previous to Pinpoint, Evan Zamir spent three and a half years as one of two data scientists at Skout, one of the world’s largest location-based social-networking and dating apps. In this role, he worked across a wide-variety of challenges with numerous tools, including the automation of picture moderation via deep-learning models, up until the company’s acquisition by MeetMe.
Before moving into industry, Zamir taught for five years as an Assistant Professor at Georgia Tech. He has a BS from Johns Hopkins, a PhD from Washington University, and a Postdoc from the University of Kansas Medical Center, where he studied the biomechanics of embryonic tissues, including the heart, through various experimental, imaging, and computational methods.
Nicohle Schluender, Marketing
Nicohle Schluender is the Head of Marketing for Pinpoint Predictive; as Pinpoint drives the evolution of the insurance industry, Nicohle will bring her experience leading demand generation, analytics, sales enablement, marketing technology and ad compliance to the leadership team. Previously, her knowledge of insurance and expertise in paid and owned media have led companies to significant increases in brand awareness, consideration, and new client demand.
Nicohle has a Masters of Business Administration from the Carlson School of Management at the University of Minnesota and a bachelor’s degree in Humanities from the University of Maryland University College, achieved while serving on active duty in the U.S. Army.
Shannon Shallcross, Client Services
Kevin Crist, Controller
Sriram Rathinavelu, Sr. FS Eng.
Sriram Rathinavelu is a full-stack web developer with over 10 years’ experience. He has worked in all tiers of application development, including front-end, back-end, infrastructure, and operations.
Sriram holds a master’s degree in Computer Science from Arizona State University, where he wrote his thesis on Skylines Personalization. In his free time he enjoys soccer, audio books, anime, and working out at the gym.
Juan Moreno, Sr. Data Scientist
Previous to joining Pinpoint, Juan Moreno spent four years as a researcher, and later as associate director, of the data mining department at Quantil, a top consultancy in applied math and machine learning. He led teams of researchers and developed a wide variety of AI-powered solutions across different sectors, including healthcare, public security, banking, transport, education, legal, and manufacturing, among others.
Juan has also worked as an adjunct professor in the Department of Economics at his alma mater, Universidad de los Andes, where he’s taught courses on discrete math, macroeconomics, machine learning, Python and R for data analysis.
As a computational social scientist, Juan has researched topics related to crime prediction, fairness in machine learning applications, and segregation in social networks. He also serves on the board of directors of the Center of Analytics for Public Policy (CAPP).
Andres Jejen, Sr. Data Engineer
Andres Jejen Cortes earned his Electrical Engineering degree from the National University of Colombia. He has worked as a developer and Data Engineer for several tech Startups. In addition, Andres founded a tech company that provided custom cloud-based applications to both startups and small businesses. In his free time he loves to ride his bike and exercise.
Carl Eberle, Sr. FS Engineer
Carl Eberle is a full-stack Engineer with over five years’ experience building highly available and scalable web applications and backends. He has worked on varied projects and systems from search engines and websites to software-defined radios and spectrum analysis.
In his spare time, he both reads and writes short stories (that will never see the light of day).
Nick Gerhart, Senior Advisor
In addition to Mr. Gerhart’s work as an insurance commissioner and executive, he serves as a Member of the Board of Trustees for ChildServe and as a Board Member for Variety – the Children’s Charity of Iowa.
Josh Stirling, Senior Advisor
Josh is an insurtech and insurance veteran and former #1 ranked insurance analyst, who is working with leading founders and visionaries, to help build the future of insurance.
Josh has deep experience in insurtech on both coasts, having previously been the Chief Insurance Officer at Gabi in San Francisco, a Senior Vice President at EverQuote in Boston, and having held roles in underwriting, growth, strategy, finance, and M&A at notable insurers including Progressive, OneBeacon, and The Hanover.
Josh also brings a deep perspective as a former Wall Street analyst, as for six years he led the US Insurance team at Sanford C. Bernstein & Co in New York. Josh and his team were four times named to the “All America Research Team” by Institutional Investor, twice ranking as #1.
Josh earned his B.S. at Cornell University, and completed his MBA at the Stanford Graduate School of Business, where he was named an Arjay Miller Scholar.
Bryan Falchuk, Senior Advisor
Bryan Falchuk is a best-selling author, speaker, and consultant to the Insurance industry on the subject of innovation. Bryan is the founder and Managing Partner of Insurance Evolution Partners (IEP). He has spent 20 years in Insurance, where he was most recently Head of Claims for Hiscox USA before joining AI-enabled insuretech communications provider Hi Marley to help drive their growth before founding IEP. With his unique experience on both the carrier and insuretech side, he brings his perspective to bear to help carriers evolve in a market that is facing disruption.
Prior to Hiscox, Bryan held leadership roles in corporate strategy, operations and distribution at Liberty Mutual, Beazley and Coverys, and served as a management consultant to several top carriers as part of McKinsey & Company’s insurance practice. He is also an advisor to several technology companies serving the insurance industry.
Bryan has written for many top publications like Inc. Magazine, The Chicago Tribune, LA Times, and more; he has been a guest on over 175 TV, radio, and podcast shows, and presented multiple TEDx Talks. He has an AB in Economics from Bowdoin College and received his MBA from The Tuck School of Business at Dartmouth College.
Peter Kelly, Senior Advisor
Peter Kelly is a Managing Director at FTI Consulting and is based in London. He is a senior insurance professional in the FTI Global Insurance Services practice assisting management teams in strategy development and decision-making in the areas of technology and data. Peter has helped a number of insurers assimilate new tools and processes to transform decision-making and improve competitiveness and profitability. He brings expertise across a wide range of technical frameworks from underwriting rules, to actuarial models, to machine learning and artificial intelligence. With over 30 years of experience in the insurance industry both in the UK and internationally, Peter has deep experience in predictive modeling. He is a published author, sought-after speaker and advisor in the areas of strategy development, decision-making systems, applied behavioral and cognitive science, and automation.
He has worked in over 20 countries in senior management capacities, leading teams that have developed and successfully implemented solutions in pricing, marketing, claims channel optimization, fraud, and distribution management. Peter has direct experience in most lines of general insurance including private motor, homeowners, landlord, commercial property, credit, finite risk, and business owners coverage, and he has worked across the industry with significant experience with primary insurers, reinsurers, brokers, captives, and advisory firms. Leveraging this experience, he has been a board member of various organizations in the insurance industry, including public, private, and residual insurers; and has led projects to establish bespoke insurers and special purpose vehicles.
David Gritz, Senior Advisor
David Gritz is an InsurTech community leader, public speaker, and InsurTech advisor. He has been featured in recognized Insurance media including Carrier Management, Digital Insurance, IIR, AM Best TV, and the Re/Image Podcast. David is the co-founder of InsurTech NY, the largest InsurTech community in the NY metro area. David also serves as a strategic advisor to high-growth InsurTechs to help them go from concept to scale. Previously David has served as the Director of Innovation for the Silicon Valley Insurance Accelerator (SVIA) and has led product at Zero, a behavioral safety-focused InsurTech acquired by EverestRe. He holds a J.D. from the Mitchell Hamline School of Law and business and industrial engineering degrees from Lehigh University.
Gilad Shai, Senior Advisor
Gilad Shai is an entrepreneur, advisor, and an InsurTech thought leader who co-authored The InsurTech Book, published by Wiley. He founded InsurTechLA in 2017 to provide a stage for industry experts and partners. Gilad has spent six years in insurance, where his latest role was the CEO of BOUND API.
Before BOUND API, Gilad was a technology and innovation leader for Farmers Insurance, where he delivered on Farmer’s digital transformation by launching internal and customer-facing products resulting in an increase of NPS from a negative score to +30 for web and +80 for mobile.
Gilad’s philosophy, “I work to improve; I don’t work for the sake of disruption,” comes from over 20 years of experience working at technology companies such as Yahoo and Intel, an insurance carrier, and founding startups.
Gilad holds a BSc-EE and an MBA, likes chocolate (Flake and Maltesers), and on a quest to find the perfect tiramisu.
Michal Kosinski, Senior Advisor
I am an Associate Professor in Organizational Behavior at Stanford University Graduate School of Business. I study humans in a digital environment using cutting-edge computational methods, AI and Big Data. I have co-authored Modern Psychometrics, a popular textbook, and published over 90 peer-reviewed papers in leading journals including Nature Scientific Reports, Proceedings of the National Academy of Sciences (PNAS), Psychological Science, Journal of Personality and Social Psychology (JPSP), and Machine Learning, that have been cited over 15,000 times. I am among the Top 1% of the Highly Cited Researchers according to Clarivate. My research inspired a cover of The Economist, a 2014 theatre play “Privacy”, multiple TED talks, a video game, and was discussed in thousands of press articles, books, podcasts, and documentaries.
I was behind the first press article warning against Cambridge Analytica. My research exposed the privacy risks that they have exploited and measured the efficiency of their methods. You can learn more about it in Steven Levy’s awesome book “Facebook: The Inside Story“.
I hold a doctorate in psychology from the University of Cambridge and master’s degrees in psychometrics and in social psychology. Before my current appointment, I was a post-doctoral scholar at Stanford’s Computer Science Department, the Deputy Director of the University of Cambridge Psychometrics Centre, and a researcher at Microsoft Research (Machine Learning Group).
I donate at least 10% of my income to effective charities. Perhaps I could inspire you to do the same!
Sandra Matz, Senior Advisor
Sandra Matz is an Assistant Professor of Management at Columbia Business School in New York. As a computational social scientist, she studies human behavior and preferences using a combination of Big Data analytics and traditional experimental methods.
Her research aims at understanding how psychological characteristics influence real-life outcomes in a number of business-related domains (e.g. financial well-being, consumer satisfaction or team performance), with the goal of helping businesses and individuals to make better decisions.
TJ Ferrara, Senior Advisor
TJ Ferrara is a seasoned eCommerce veteran with over 18 years of online marketing, operations, and technology experience. Combining that with a practical hand-on approach, his involvement has been leveraged and appreciated by dozens of clients, specifically C-Level, eCommerce VP, and Executive Teams. He has led strategic diligence, ecosystem assessments, performance benchmarking, site audits, operations analysis, and division restructuring.
TJ’s eCommerce experience spans both the retail and provider/vendor experience; most recently as a Sales Engineer / SME / Solutions Architect for Infosys. TJ has been instrumental in technology audits for Fortune Global 500 Clients and 8 other IR Top 200 Sites.
TJ’s ability to marry technical understanding with business and eCommerce know-how has made him a go-to tech liaison.
Dave Zinman, Senior Advisor
Dave is a proven, entrepreneurial leader with multiple, successful outcomes at emerging growth and at scale enterprises. He has a deep well of experience in data-driven digital marketing to deliver outsized business performance. Most recently, he was COO at Drawbridge, a leading digital identity company. LinkedIn acquired Drawbridge in June 2019, yielding high multiple returns for investors, including Sequoia Capital, Kleiner Perkins, and Northgate.
Dave is credited by Wikipedia as co-inventor of the ad server, and co-founded AdKnowledge the same year. As CEO, and in several key leadership roles in the company, he pioneered ad serving and data-driven marketing. The company was sold for $193M, representing a 10X return for investors.
As SVP/GM for BlueLithium’s ad network from 2006-7, he spearheaded hockey stick growth in revenue, resulting in a sale to Yahoo for $300M, also representing a 10X return for shareholders. He transitioned to GM role overseeing Yahoo’s $1.6B display business in North America, leading a 3X growth in programmatic display revenue over 3 years.
Prior to Drawbridge, Dave was COO at RhythmOne, a 400-person digital marketing company, listed on the LSE. RhythmOne acquired RadiumOne, where Dave served as COO and Chief Product Officer. Dave was also CEO of Infolinks for nearly three years, and served on the company’s Board for six years.
Dave is an active evangelist, with appearances on CNN, NPR and numerous speaking engagements and university lectures. He holds an MBA degree from Stanford University’s Stanford Graduate School of Business and received a BA from Tufts University, graduating Magna Cum Laude. When not working, Dave is devoted to his family of six, and occasionally sneaks in a Yankee game.
Zayda Marrie, Senior Advisor
Zayda Marrie is a global insurance expert and advisor with over 20 years in the Insurance industry. Her insurance product expertise spans across Life, Annuities, Disability, Voluntary Benefits, Commercial, and Consumer P&C.
Zayda is passionate about immersive marketing, transformational change, and enjoys driving innovation through disruptive technology. As Strategy, Sales & Marketing Practice leader at Capstone Consultants, she builds growth strategy and execution roadmaps for leading enterprises, ranging from insurtech/fintech startups to global Financial Services organizations. She provides strategic advice on omni-channel customer experience, product and digital innovation, USP development, and has created, managed, and implemented global marketing and communications plans to support large-scale growth imperatives for Fortune 100 firms. Zayda is a past Global CMO for AIG and past Strategy & Marketing Officer for MetLife.
Investors and Accelerators
Stanford University-funded accelerator
JAZZ Venture Partners
Unlocking human potential
Steve Dow, Board of Dataminr, ALDR, Arterys; founding board member of Citrix
Mark Templeton, CEO of Citrix from 2001-2015; Boards of Arista Networks (ANET) and Keysight Technology (KEYS)
Guy Saperstein, Retired Civil Rights Attorney; Past President of The Sierra Club Foundation
Who is using pinpoint?
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- A growing number of carriers, including those in the top 10 for home, auto, and small business categories. Full list of disclosed clients. To learn what our clients have to say about working with us, see our testimonials page
- Include that some clients chose not to let us name them; allude to Pinpoint as a strategic/competitive advantage
Why are top insurers making Pinpoint a strategic investment?
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- The fastest and greatest time to value in the P&C ecosystem
- Able to materially impact combined ratios
- Informs intelligent growth strategies
- Easy to work with, high level of expertise, understands the business
Where in the customer journey/buying journey can Pinpoint scores be used?
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- At the beginning of the customer journey
- Before underwriting and rating decisions
What data does Pinpoint use?
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- Proprietary data based on years of custom data supply chain development
- Behavioral economics data
What data does Pinpoint not use?
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What is behavioral economics?
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In the most basic terms, “behavioral economics” is a consumer analysis method. It applies psychology to human behavior and links those behaviors to decision-making.
This field incorporates psychological insights into economic analysis. It challenges the traditional economic assumption that people are rational actors who make decisions based on their self-interest. Instead, behavioral economists observe that people often make irrational decisions that are not in their best interest. Even intelligent people often make irrational decisions and engage in behaviors that do not follow financial predictions.
There are two general questions that behavioral economics asks:
- Do economists appropriately assess/understand real people’s behavior when they make assumptions about maximizing profits?
- Do buyers maximize the utility that economists expect them to?
Behavioral economists aim to assess buyers on a human level rather than just as statistics. This is a defining trait of this mindset. Generally, this leads to buyers behaving in the way that behavioral economists expect rather than in the way that traditional thinkers believe that they will.
What is explainable AI?
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Explainable AI visualizes the unique signals that characterize sets of people whose actions are critical to your business. A naturally occurring behavioral set (top row) can also be segmented into more psychologically homogenous clusters (bottom row). Clusters, in turn, can predict the best communications and marketing content for leads, prospects, or new website visitors.
Why do you call it a proof of value, not proof of concept? What is the difference?
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A POC is typically used to answer the question “can this be done?”, while POV is used to answer “What is the value of doing this?” Pinpoint engages with clients to perform proof of value engagements because we know that loss ratio, litigation, SIU referral, early cancellation and premium leakage can be predicted earlier and better. Therefore proof of concept would be irrelevant. The proof of value, however, shows the real ROI impact of implementing new or better predictions.
What is the process to get started and how long does it take?
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- The proof of value process is simple and requires only a few hours of client work. To get started, connect with a member of our team for an introductory call.
- During the POV process, we work with a technical lead, a business lead, and an actuarial lead.
- Any other considerations we want to get in front of
How do I get access to the OnPoint Platform?
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- Contact us to set up a demo of the platform and to learn how to get started with a POV
How does Pinpoint safeguard information privacy?
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- Our patent-pending modeling method generates individual-level psychometric models with complete user pseudonymization.
- Client PII is deleted within 45 days of onboarding.
- Pinpoint is fully CCPA compliant, and privacy-safe by design.
- We monitor privacy and insurance regulations on an ongoing basis to ensure continued compliance and security.
- We do not scrape customer data.
- Our systems are continuously monitored by Vanta for SOC2 Type II compliance.