Welcome!

Agile Computing Authors: Liz McMillan, Zakia Bouachraoui, Elizabeth White, Pat Romanski, Maria C. Horton

Related Topics: Adobe Flex, Java IoT, Agile Computing

Adobe Flex: Blog Feed Post

Don’t Listen to Your Business Analyst

When three years ago we created SuranceBay our software engineers knew nothing about the insurance industry

I’m a partner in two companies – an IT consultancy Farata Systems,  and SuranceBay - a 3 year old startup where we’re creating a software for insurance industry. Brian Morton, my partner at SuranceBay who knows everything about insurance wrote a blog delivering a message that Steve Jobs formulated in one sentence: let’s give our clients not what they want, but what they need. The wording may not be 100% accurate, but the message is.

When three years ago we created that startup our software engineers knew nothing about the insurance industry. Brian knew nothing about software. Actually this is not true. He knew how computers were used by the small insurance agencies. He knew intuitively that these processes could be improved, which he explained in a 200-page long business plan. We’ve created a partnership using a tiny initial amount of an investor’s capital, which was not even enough for the first year of operation. But Brian unconditionally trusted our software expertise, and we’ve trusted his understanding of the insurance business.

Farata’s engineers  entered the world of small insurance agencies having years of experience working on large-scale enterprise applications. To our surprise, we found a monopoly in existence. A couple of big firms serviced hundreds of thousands of insurance agents using outdated technologies. Insurance agents didn’t see any better and assumed that this software was the only way to run business.

We’ve created our version of the software, which was not exactly what Brian was envisioning in the beginning, but our customers loved it. Need a proof? Today we serve about 300 agencies (50,000 agents) that pay for our services on the subscription basis. And we are growing.

I titled this blog “Don’t listen to your business analysts” not to offence Brian – he’s one of the key people at SuranceBay. I just want to stress that when there is an unconditional trust between the business and IT personnel, the results can be amazing.

Unfortunately, this model won’t work in larger enterprises where the project life cycle is overly regulated, and software developers operate under the false assumption that the product has to be done exactly to the specification provided by the business analyst and by the approved project plan, where only minor deviations are allowed. Pleasing the business users and meeting the deadlines are the ultimate goals there. Technologists seldom change the way users do business in large enterprises.

How did we managed to be where we are after the initial investor decided to stop financing this company two years ago? Farata Systems was making money doing IT consulting and part of the earning was investing into SuranceBay. Today, we’ve reached the point when we know how to multiply the streams of revenues, but we need a lot more money. Ready for the train station spiel like “My house burned down. Do you have a couple of dollars for the ticket to Philadelphia where my brother lives?”

Our house didn’t burn down, but we need $2M to implement new functionality during the next two years. Last week we showed the spreadsheet with the numbers to a person who’ll be talking to potential investors tomorrow. But he warned us, that these investors will require complete transparency and well defined plans showing a substantial return on investment. This won’t work for us, sorry big guys.Several times over the last three years we’ve been drastically changing directions. This wouldn’t be possible if a big brother would be watching us.

I offered the guy who will try to find the money an elevator pitch: “Back in 2009 one angel gave SuranceBay a chunk of change and left. Three years later he came back expecting to see no money and no survivors either. But somehow, he found a bunch of hard working people and fifty thousand happy customers.” The chances are slim that my elevator pitch will work, but we will survive even though without extra cash we won’t be able to build everything we’ve planned within two years. No biggies. Remember what Gloria Gaynor, the fearless leader of the startup movement sang?

At first, I was afraid, I was petrified
Kept thinking, I could never live without you by my side
But then I spent so many nights thinking, how you did me wrong
And I grew strong and I learned how to get along

I will survive, hey, hey!

Read the original blog entry...

More Stories By Yakov Fain

Yakov Fain is a Java Champion and a co-founder of the IT consultancy Farata Systems and the product company SuranceBay. He wrote a thousand blogs (http://yakovfain.com) and several books about software development. Yakov authored and co-authored such books as "Angular 2 Development with TypeScript", "Java 24-Hour Trainer", and "Enterprise Web Development". His Twitter tag is @yfain

Comments (0)

Share your thoughts on this story.

Add your comment
You must be signed in to add a comment. Sign-in | Register

In accordance with our Comment Policy, we encourage comments that are on topic, relevant and to-the-point. We will remove comments that include profanity, personal attacks, racial slurs, threats of violence, or other inappropriate material that violates our Terms and Conditions, and will block users who make repeated violations. We ask all readers to expect diversity of opinion and to treat one another with dignity and respect.


IoT & Smart Cities Stories
Moroccanoil®, the global leader in oil-infused beauty, is thrilled to announce the NEW Moroccanoil Color Depositing Masks, a collection of dual-benefit hair masks that deposit pure pigments while providing the treatment benefits of a deep conditioning mask. The collection consists of seven curated shades for commitment-free, beautifully-colored hair that looks and feels healthy.
The textured-hair category is inarguably the hottest in the haircare space today. This has been driven by the proliferation of founder brands started by curly and coily consumers and savvy consumers who increasingly want products specifically for their texture type. This trend is underscored by the latest insights from NaturallyCurly's 2018 TextureTrends report, released today. According to the 2018 TextureTrends Report, more than 80 percent of women with curly and coily hair say they purcha...
The textured-hair category is inarguably the hottest in the haircare space today. This has been driven by the proliferation of founder brands started by curly and coily consumers and savvy consumers who increasingly want products specifically for their texture type. This trend is underscored by the latest insights from NaturallyCurly's 2018 TextureTrends report, released today. According to the 2018 TextureTrends Report, more than 80 percent of women with curly and coily hair say they purcha...
We all love the many benefits of natural plant oils, used as a deap treatment before shampooing, at home or at the beach, but is there an all-in-one solution for everyday intensive nutrition and modern styling?I am passionate about the benefits of natural extracts with tried-and-tested results, which I have used to develop my own brand (lemon for its acid ph, wheat germ for its fortifying action…). I wanted a product which combined caring and styling effects, and which could be used after shampo...
The platform combines the strengths of Singtel's extensive, intelligent network capabilities with Microsoft's cloud expertise to create a unique solution that sets new standards for IoT applications," said Mr Diomedes Kastanis, Head of IoT at Singtel. "Our solution provides speed, transparency and flexibility, paving the way for a more pervasive use of IoT to accelerate enterprises' digitalisation efforts. AI-powered intelligent connectivity over Microsoft Azure will be the fastest connected pat...
There are many examples of disruption in consumer space – Uber disrupting the cab industry, Airbnb disrupting the hospitality industry and so on; but have you wondered who is disrupting support and operations? AISERA helps make businesses and customers successful by offering consumer-like user experience for support and operations. We have built the world’s first AI-driven IT / HR / Cloud / Customer Support and Operations solution.
Codete accelerates their clients growth through technological expertise and experience. Codite team works with organizations to meet the challenges that digitalization presents. Their clients include digital start-ups as well as established enterprises in the IT industry. To stay competitive in a highly innovative IT industry, strong R&D departments and bold spin-off initiatives is a must. Codete Data Science and Software Architects teams help corporate clients to stay up to date with the mod...
At CloudEXPO Silicon Valley, June 24-26, 2019, Digital Transformation (DX) is a major focus with expanded DevOpsSUMMIT and FinTechEXPO programs within the DXWorldEXPO agenda. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term. A total of 88% of Fortune 500 companies from a generation ago are now out of business. Only 12% still survive. Similar percentages are found throug...
Druva is the global leader in Cloud Data Protection and Management, delivering the industry's first data management-as-a-service solution that aggregates data from endpoints, servers and cloud applications and leverages the public cloud to offer a single pane of glass to enable data protection, governance and intelligence-dramatically increasing the availability and visibility of business critical information, while reducing the risk, cost and complexity of managing and protecting it. Druva's...
BMC has unmatched experience in IT management, supporting 92 of the Forbes Global 100, and earning recognition as an ITSM Gartner Magic Quadrant Leader for five years running. Our solutions offer speed, agility, and efficiency to tackle business challenges in the areas of service management, automation, operations, and the mainframe.