On this episode of Scouting For Growth, Sabine VdL sits down with Will Ross, Co-Founder & CEO of Federato, for a straight-talking conversation every underwriting transformation leader needs right now. If you’re drowning in Excel sprawl, stalled “innovation pilots,” and disconnected data sources, this episode delivers what most AI conversations don’t: clarity, practicality, and measurable outcomes. Will isn’t here to sell hype. He’s here to explain what AI looks like when it actually works—helping carriers quote faster, decide smarter, and give underwriters their time (and sanity) back. From AI “Wild West” to enterprise reality Will reflects on the early days of AI—when Alexa first launched and curious tech minds took devices apart just to understand what was inside. Back then, AI felt like the Wild West. Today, it’s mainstream. Any computer science student has exposure to it, and AI capabilities that used to require heavy resources are now accessible at scale. That shift matters because it’s changed what’s possible for insurers—not someday, now. What “AI” actually means (and why definitions matter) One of the most useful parts of this episode is Will’s breakdown of AI in plain English: Artificial = doing something in place of a human Intelligence = grasping knowledge or concepts Then you have different “modes” of AI: Predictive AI (predicting outcomes) Generative AI (creating content) Agentic AI (taking action and completing tasks) For enterprise leaders, this matters because too many initiatives fail at the starting line: teams buy tools before they’ve defined what type of AI they actually need. Underwriting isn’t broken — it’s bottlenecked Will reframes underwriting work in a way executives will recognize instantly. Across most commercial lines, underwriters follow a repeatable process: assess exposures, loss history, and controls, then arrive at a rate perspective. The real question isn’t whether underwriters know how to underwrite. It’s: what could they do if they had unlimited time? This is where AI becomes a force multiplier—supporting risk analysis, surfacing signals faster, and removing manual grind so underwriters can focus on judgment and deal quality. The mindset shift leaders must drive Will addresses the uncomfortable truth: jobs will change. But the real risk isn’t “AI replacing people.” It’s people using AI replacing people who don’t. That’s not fearmongering—it’s competitive reality. And Will makes an equally important point: most people are already using these tools at work, whether leadership has sanctioned them or not. The most effective move? Bring AI into the room. Let teams interact with it. Build awareness and confidence through real use—not policy documents. The caution: speed without discernment creates risk Will also flags a growing concern: AI can accelerate misinformation and amplify news cycles faster than ever. That’s a warning for insurers where trust, accuracy, and decision accountability are non-negotiable. Why this episode matters This episode is a call to action for underwriting and transformation leaders: stop chasing AI theater and start building underwriting advantage. Because the future carrier winner won’t be the one with the biggest tech stack. It will be the one that helps underwriters make better decisions, faster—with proof on the scoreboard before the next board meeting.