Hello, welcome or welcome back to the INSTECH podcast.

Zoya here and this week Matthew Grant is joined by Richard Gunn.

Richard's been with hyper-exponential its earliest days, and he's now leading their

fast-growing U.S. operation from Brooklyn. In this episode, he talks candidly about scaling

from five people to more than 220, building culture across continents, and what it really

takes to win in the U.S. insurance market. We also dive into how HX is reshaping pricing, triage and portfolio intelligence.

Plus the practical ways AI and Asian technologies are already changing underwriting, product development,

and go-to-market teams.

If you've been wondering how carriers can stay profitable in softening markets,

what vibe coding actually means in real life,

or how a UK-born-in-sortech becomes by the markets for the market in the US,

or you're going to want to keep listening.

So, Sasselin, pour yourself a coffee and enjoy the conversation.

Richard, great to be talking to you. Last time we met, we were actually in a pub in London,

this time you're on the other side of the world, but great to have you on board for a discussion.

Likewise, good to be here in Darling in from New York. Well, you know, we're British, so we have to wait the weather. What's it like in New York just now? Very true to form. It's suddenly become winter, I would say, in New York, which I actually quite like. I like the fact that New York commits to each of its seasons, and it's definitely committing to winter now. It was snowing yesterday, having been kind of T-shirt or light-jump weather before.

So, yeah, there's my stereotypical British introduction about the weather.

Thank you for team me up, Matthew.

Well, I would also like to get you back.

We've had four episodes pretty much over the history of the company.

You had Amrit, Santhas, your co-founder back in 2019, episode 52, and then he came back in

2003. And then we had Marcus Roo, who was, or it still is, a partner at Battery Ventures

...