LATAM didn’t wait for permission to innovate in insurance — it built its own rules, one bold move at a time. In this episode of the Scouting for Growth Podcast, Sabine VanderLinden speaks with Henrique Volpi, co-founder and CEO of Kakau, one of the very first InsurTechs in Latin America and a true pioneer of digital-first insurance in Brazil. Henrique is also a co-author of The InsurTech Book and co-founder and board member of the Brazilian InsurTech Association, placing him at the very heart of the region’s InsurTech evolution. When Kakau launched, the prevailing belief was simple: insurance could not be sold digitally. Sales happened by phone, full stop. Henrique and his co-founders chose the contrarian path. They believed digital-first insurance wasn’t just possible — it was inevitable. So they did something unusual for a startup: they went straight to the regulator. Rather than avoiding regulation, Kakau leaned into it. Henrique explains how the team worked closely with legal experts from day one to design one of Brazil’s first digital MGAs, ensuring compliance while pushing boundaries. That proactive stance later led to the creation of the Brazilian InsurTech Association, giving startups a collective voice and a structured way to engage with regulators. What started with a handful of companies has grown into a thriving ecosystem of more than 20 members. The discussion zooms out to the broader InsurTech landscape in LATAM. Henrique is clear: insurance maturity follows financial literacy. In markets like Brazil, Southeast Asia, and parts of Africa, people typically move from credit and lending to investments — and only then to insurance. That’s why InsurTech still lags FinTech by several years in the region, despite enormous potential. Kakau’s response? Build technology aggressively — and be ready to pivot. Powered by machine learning and robotic process automation, Kakau’s SaaS platform simplifies insurance operations while delivering seamless digital experiences. Henrique highlights a key shift underway: insurers no longer need to own every capability. Licensing best-in-class technology — from risk modelling and NLP-driven claims to churn prediction and even NFT-based policy management — allows carriers to move faster and serve customers better. The conversation also explores what’s next. Subscription-based insurance models approved by Brazil’s regulator. The rise of value-added services that focus on prevention, especially in commercial lines. Growing attention on cyber risk in an increasingly digital society. And, despite market volatility, Henrique remains optimistic: when growth returns, digital-first models will rebound faster than many expect. This episode is essential listening for: Insurers and InsurTechs navigating LATAM markets Founders building in regulated environments Corporates exploring SaaS, licensing, and AI-driven models Innovators curious about NFTs, subscriptions, and prevention-led insurance Henrique’s message is both practical and inspiring: don’t fear regulation, don’t fear pivots, and don’t fear ambition. Or, as he puts it simply: “Go for it. The world needs people with the courage to become entrepreneurs.”