When it comes to selling the latest big data digital technology to the marine insurance industry, Andrew Yeoman, chief executive at insurtech company Concirrus, likes to split potential clients into three types “digital believers, pragmatists and cynics”.

As an indication of how much progress the company has made in selling its predictive risk product “Quest Marine”, Yeoman says he has already sold to the “digital believers”.

He is now trying to convince the pragmatists, who are attracted by the potential, but need to see the hard evidence.