It may seem that insurers, brokers, and fleets don't believe in telematics. But in reality:
Insurers are running pilot telematics programs.
Brokers are bringing data into selected placements.
Fleets are sharing data when insurers and MGAs require it to quote.
The problem is that these efforts rarely scale into a consistent, standard process across the market. And here’s why.
Insurers: data follows decisions
Most insurers recognize the potential of telematics:
Better selection
More accurate pricing
Improved portfolio management
Stronger claims outcomes
Many have already tested some of these use cases, but expanding it across a portfolio often stalls.
Fleet data comes from different providers, in different formats, and at varying levels of granularity. It still needs to be validated, interpreted, and translated into insurance-ready exposure information before an underwriter can use it.
Timing creates another problem. Due to processing complexity, the data often arrives after underwriting decisions are made, so its value at quote is marginal.
Brokers: no clear reason to push it
Brokers face a different challenge.
If telematics doesn’t influence insurance decisions, why spend time convincing clients to connect their data? And even when the value is clear, asking fleets to complete different data-sharing processes for different markets creates more work than value.
Moreover, brokers are often left out of the data loop. When insurers later identify discrepancies between telematics and the original application, brokers may have to explain differences they couldn’t see or verify themselves. And without continuous access to the data, brokers can't use that for risk management either.
Fleets: are rarely asked
And even if they do, fleet managers ask a simple question in return: "What do we gain by sharing our data?"
If telematics doesn't lead to better pricing, stable renewals, and tailored programs, many fleets see little reason to participate.
From their perspective, connecting to telematics often feels like giving away valuable information without receiving meaningful value in return.
The telematics opportunity
Among all those launching pilots, the opportunity belongs to those who use telematics consistently, across enough business for the economics and insurance outcomes to matter.
The insurers that consistently price on validated exposure get the pick of fleets which are evidentially worth writing, improving portfolio performance and loss ratios.
The brokers who consistently bring validated fleet data into submissions win and retain more customers through better placements and more informed advice.
Fleets that consistently share data with insurers gain access to insurance programs built around evidence instead of assumptions.
Draivn: Lowering the barriers
For telematics to become a consistent part of the insurance process, each party needs a clear reason to participate – and fewer barriers to doing so.
For insurers. A successful pilot proves that telematics can work. Scaling requires telematics translated into insurance-ready exposure, natively integrated into insurance workflows and available at the moment of decision.
For brokers. Telematics becomes useful to brokers when it is part of a repeatable placement process: connect a fleet once, understand the exposure before going to market, and use the same evidence to support submissions and ongoing client advice.
For fleets. The opportunity for fleets is much clearer when one governed connection can support multiple insurance purposes and offers.
Above is a short description of what Draivn actually does – connects to 300+ telematics systems and converts raw data into validated, structured risk exposure profiles usable in underwriting, portfolio management, loss control, and claims.
Your turn
As Draivn lowers the barriers, every participant in the insurance ecosystem can play their part.
Fleets. Ask your broker about the availability of telematics programs. Draivn will help you securely share telematics with your broker so they can find the best program for you.
Brokers. Ask your fleet customers to share telematics data via Draivn. You’ll see exposure in 24 hours and can approach suitable carriers with cleaner, underwriting-ready risk exposure profiles.
Insurers. Start making decisions based on validated exposure delivered on time and in a usable format. Begin with selection and pricing; keep in mind the opportunities for portfolio management, loss control, and claims.
If you want to see what it looks like to be the first mover, let's talk.
