Ryan Hanley

Yeah.

So even though I tend to work more with smaller companies, uh, the insurance industry has been my home industry for about 20 years now.

And, um, you know, some, we saw some, we're seeing some really interesting things happen.

Uh, acquisition just announced a $4,000 or $4,000, 4,000 person layoff.

And you just don't see large layoffs like that.

And many orgs on the property casualty insurance side, because of the kind of steady nature.

And they referenced automation and AI as one of the reasons why they were laying these individuals off.

That is, I'm going to use the word intriguing to be not apocalyptic because like we don't see things like that in that space.

It just doesn't happen.

So this idea of change, like the insurance industry is also like, if there was like a video game strength meter would be like down at zero for change management.

So do you see this becoming more of a barbell where we have large enterprises and then small, nimble organizations and this middle layer starts to get thinned and thinned?

Or how does that distribution work over time, or at least what you're seeing today?

Yeah, a case study to support what you just said is the movement to roll-ups in the insurance.

And I don't mean to spend so much time in the insurance industry, but roll-ups are basically collections of agencies.

So for so long, you had all these independent agencies spread out all over the country.

But what most of the time,

the agency owner or principal, as they're calling the insurance industry, was also the top salesperson.

And you're seeing a major move the last two or three years where those agency owners kinda just wanna go back to being sales professionals.

And they're selling their equity stake

to these rollup organizations who take over the operations, admin, et cetera, so that they can kind of just be individual contributors, maybe much more of their day.