Insurance Business talks to the people who drive transformation and decide which vendors get in the door. So when we set out to understand why some tech programs take off while others stall, we skipped the vendors and went straight to the buyers: 61 senior leaders, mostly C-suite, across carriers, brokers, and MGAs.

Access to good technology stopped being the differentiator a while ago. What separates the vendors who get chosen from the ones who get shelved comes down to something else entirely — and these buyers told us exactly what.

Inside the report:

• Longevity — how buyers screen for staying power before they'll commit to a partner
• Fit — why vendors who build to the buyer's process win out over the ones who don't
• Proof — what it actually takes to pass a buyer's ground-truth test on accuracy
• Trust — how the best vendor relationships really get started (hint: not a pitch deck)
• Governance — where data security and residency sit in a buyer's evaluation, and why it's non-negotiable

Drawn from named conversations with leaders at Travelers, Swiss Re, AXA XL, Sedgwick, Amwins, Texas Mutual, and dozens more. Get the full report and see how insurance leaders are navigating what's next.