131015 guidewire analyst day master final.pdf
TRANSCRIPT
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Guidewire Software
Analyst Day
Tuesday, October 15th
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Safe Harbor
This presentation is for informational purposes onl and is not an offer to sell securities or a solicitation of an offer to bu
an securities, and ma not be relied upon in connection with the purchase or sale of an securit.
This presentation is proprietar and is intended solel for the information of the persons to whom it is presented. It ma
not be retained, reproduced or distributed, in whole or in part, b an means !including electronic" without the prior
written consent of Guidewire Software.
This presentation contains forward#loo$ing statements. All statements other than statements of historical fact contained
in this presentation are forward#loo$ing statements. In some cases, ou can identif forward#loo$ing statements b
terminolog such as %ma,& %will,& %should,& %e'pects,& %plans,& %anticipates,& %believes,& %estimates,& %predicts,&
%potential& or %continue& or the negative of these terms or other comparable terminolog. These statements are onl
current predictions and are sub(ect to $nown and un$nown ris$s, uncertainties and other factors that ma cause our or
our industr)s actual results, levels of activit, performance or achievements to be materiall different from thoseanticipated b the forward#loo$ing statements. These forward#loo$ing statements are sub(ect to a number of ris$s,
including those described under the heading %*is$ +actors& in our periodic reports we have filed with the Securities and
'change -ommission !the %S-&". Although we believe that the e'pectations reflected in the forward#loo$ing statements
are reasonable, we cannot guarantee future results, levels of activit, performance or achievements. 'cept as reuired b
law, we are under no dut to update or revise an of the forward#loo$ing statements, whether as a result of new
information, future events or otherwise, after the date of this presentation.
In addition to /.S. GAA0 financials, this presentation includes certain non#GAA0 financial measures. These non#GAA0
financial measures are in addition to, and not a substitute for or superior to, measures of financial performance prepared
in accordance with /.S. GAA0.
This presentation contains statistical data that we obtained from industr publications and reports generated b third
parties. Although we believe that the publications and reports are reliable, we have not independentl verified this
statistical data.
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Agenda
Time Topic Speaer
1!"" # 1!$5pm %ompany &pdate 'arcus (yu, %)O, Guidewire
1!$5 # *!+"pm roduct &pdate -ohn Seybold, rincipal Technology Strategist,Guidewire
*!+" # *!$5pm .rea
*!$5 # +!+"pm %ustomer %ase
Study
-im Stit/lein, %0O, Sentry 0nsurance
+!+" # $!15pm artnererspectie
-ohn 'ullen, 2ice resident34orth American0nsurance, %apgemini
$!15# $!$5pm inancial &pdate 6aren .lasing, %O, Guidewire
$!$5 # 5!""pm Team 78A All presenters
5!"" # 9!""pm %octail reception
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%ompany &pdate
'arcus (yu, %)O
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Topics for Discussion
Thesis and 'ission Statement
.usiness Highlights
roduct Direction
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Our .usiness Thesis
roperty3casualty insurance is a :;* trillion global industry in theearly stages of a once3in3a3generation technology transition
+"uate
offerings and custom deelopment is prohibitiely costly?risy
@(ight solution is a standard product platform generali/ed to theentire 8% industry! all insurance lines, all countries, all si/es
'aret winner in core offering will enBoy ery long3term customerrelationships C and options to proide many other applicationsand data serices to a secure customer base
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
To build software products that transformthe global ?% insurance industry
and to ensure that eery customersucceeds in the Bourney
Our 'ission
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Thesis and 'ission Statement
.usiness Highlights
roduct Direction
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
E1+E1$ Highlights
Growth in recurring license reenue drien by adoption
of olicy%enter and full 0nsuranceSuite
)Fpansion of Sales and Serices, with go3to3maretfocus on Tier 1 and international prospects
0nestments in new product initiaties to furtherdeepen alue proposition and eFpand opportunity
Aiming at maret leadership on all dimensions! winrate, product depth?breadth, and deliery trac record
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
E1+ (eenue Growth
=icense and 'aint Serices Total
127
161
105
140
232
301
E1* E1+ E1* E1+ E1* E1+
iscal Eear ended -uly +1, *"1+
; million
+"
*I+*
E1+ growth drien bySuite adoption and ey
Tier 1 wins
Significant SericeseFpansion to supportSuite implementations Cbut S0s rapidly scaling tomeet demand
Sustaining growthre>uires widening salesdifferentiation and
strong cross3selleFecution
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Growing 'aret Adoption
%umulatie =icenses by roduct
5+9*
I9
J*
119
1+1
K
1I
*9
+*
$9
91
9
1"
1$
1K
+5
5"
"
5"
1""
15"
*""
*5"
E"K E"J E1" E11 E1* E1+
olicy%enter
.illing%enter
%laim%enter
As of +1 -uly *"1+
$+
++
1+
5+
++
*"
E1+Growth
+ yr%AG(
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
'ulti3Solution %ustomers
9* customers hae
multiple 0nsuranceSuiteapplications
Significant cross3sellopportunity remains
.illing%enter
olicy%enter
+$
K
1$%laim%enter
9
III
*
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Addressing ull .readth of 8%
4otes! As of +1 -uly *"11 8 +1 -uly *"1+L DM N Direct Mritten remium1P %ustomers ac>uired in ac>uisition of 'illbroo
Tiers by %ontract ;DM
Q;+""'
;1. to Q;5.
;+""' to Q;1.
R;5.
E11 E1+
11
42
38
56
7
31
32
31
5I
+5
1J
K1+11
1P
* Er Growth
Single product platform
supports entire maret Cfrom relatiely small toery largest insurers
ocused on Tier 1,international, and full0nsuranceSuite wins
DM3based licensingallows for an lower pointof entry
Some customers buy forthe enterprise, but manystart with a business unit
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
'&=T034AT0O4A=S
Minning A Global %ustomer .ase partial listP
04=A4D
0TA=E
4)M )A=A4D&S
G)0%O
%A4ADA &6 (A4%)
(&SS0A
A&ST(A=0A
SO&TH A(0%A
O=A4D
')0%O
)(& .(A0=
-AA4
.)=G0&'
G)('A4E
15K Total %ustomers 1"" in =ie roductionP
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
&S
%anada
'eFico uerto (ico
.ra/il
&6
rance
0taly
inland
(ussia
4ew ealand
Australia
-apan
eru
Germanyoland
South Africa
.elgium
*5" roBects in 1I %ountries
1"" roBect Success and (enewal (ate
*5" roBects in 1I %ountries
1"" roBect Success and (enewal (ate
Deliering To A Global %ustomer .ase
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Total 4umber of %ustomers (ecurring (eenue %aptureremiums &nder =icense1
50
84
107
154
204
235
E"K E"J E1" E11 E1* E1+
; billion
Steady 'aret rogress, .ut Still )arly
5771
84
101
130
158
E"K E"J E1" E11 E1* E1+
1"" N 0nsuranceSuite otentialfrom %urrent %ustomers*
=icensed
Opportunity
1
remium &nder =icense N Total of licensed premiums, across all customers that hae licensed one or more products* Opportunity includes both additional remium &nder =icense and additional products within 0nsuranceSuiteT' products only, using historical aerage pricesP
Total global industry! 1,"""31,*"" insurers and total premiums of :;* trillion
@remiums &nder =icense metric oerstates maret share because of multiple products
%ross3sell opportunities! both 0nsuranceSuite shownP and new initiaties
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
1$ 1+ 1K
19 *5
$+
99
K$
11I
E11 E1* E1+
J9
1**
AA%
Americas
)')A
1IK
+J
I*
+K
E1+
Growth
0nesting 0n uture Growth
Total Sales and 'areting Headcount
0mproed territorycoerage
ocused go3to3maretwith Tier 1 and)uropean prospects
Specialist teams fornew products
rofessionali/ed teamsfor 2alue %onsulting,0nside Sales, and SalesTraining
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
*"1" *"11 *"1* *"1+ ETD
$,"""
Growing S0 )cosystem
%onsultants in +rd arty Guidewire ractices
S0 climbing enablementcure on olicy%enterand full 0nsuranceSuite
Significant maBority ofimplementations nowinole an S0 partner
artners proide localresources and nowledge
Guidewire role stillstrategic for eliteguidance especially onnew offeringsP andcustomer relationships
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Thesis and 'ission Statement
.usiness Highlights
roduct Direction
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
(eminder! %atalysts for %hange
=egacy replacement! an end in itself
Strategic and economic (O0!
Automation and efficiency
.etter ris decisions
=eaage reduction
Simplified, fleFible, upgradeable platform
unctionality for business transformation
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Strategic (O0 %ase
*5#$5 points ofoperating income
G(OMTH
04D)'40TE
=)A6AG)(OD&%T020TE
))4S)
()'0&'=)A6AG)
OTH)(
OO(T&40TE!
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
olicy%enter
.illing%enter %laim%enter
4ew user interface 'ulti3national support Suite3leel features High3end scalability )mphasis on business
transformation
-ust (eleased! 0nsuranceSuite K
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
olicy%enter
.illing%enter %laim%enter
0nsuranceSuite
=ie
DataHub
Data 'anagement
0nfo%enter
'obile 8ortals
olicy%enter
.illing%enter %laim%enter
DataHub
'obile 8ortals
0nfo%enter
4ew Offerings! .uilding On The %ore
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
olicy%enter
.illing%enter %laim%enter
0nsuranceSuite
=ie
DataHub
Data 'anagement
0nfo%enter
'obile 8ortals
olicy%enter
.illing%enter %laim%enter
DataHub
'obile 8ortals
0nfo%enter
4ew Offerings! .uilding On The %ore
Guidewire3hosted SaaSapps focused on data
%ombines data from +rd
parties and contributedby customers
Geo3isuali/ation,analytics, and cross3company benchmaring
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
olicy%enter
.illing%enter %laim%enter
0nsuranceSuite
=ie
DataHub
Data 'anagement
0nfo%enter
'obile 8ortals
olicy%enter
.illing%enter %laim%enter
DataHub
'obile 8ortals
0nfo%enter
4ew Offerings! .uilding On The %ore
roducti/ed eFtensionsof 0nsuranceSuite
Direct engagement of
eFternal parties!policyholders, endors,and agents futureP
&0 optimi/ed for mobileand occasional users
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
olicy%enter
.illing%enter %laim%enter
0nsuranceSuite
=ie
DataHub
Data 'anagement
0nfo%enter
'obile 8ortals
olicy%enter
.illing%enter %laim%enter
DataHub
'obile 8ortals
0nfo%enter
4ew Offerings! .uilding On The %ore
Operational Data Storeconsolidating coreenterprise data
.0 warehouseoptimi/ed for 8%
Accelerates legacyreplacement and
supports analytic needs
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
4ew Offerings Summary
4ew offerings deepen alue proposition for Suite andproide new multiple cross3sell opportunities
Offerings are responsie to deeper trends of mobileenablement, customer self3serice, and analytics
All carry additional recurring license C E1$eFperience will shape estimate of TA' eFpansion
%ustomer feedbac at %onnections user conferencestrongly alidated differentiation and demand
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
%losing 7ualitatie Thoughts
Aiming at maret leadership on all dimensions! winrate, product depth?breadth, and deliery trac record
%hallenges abound as always but morale is high andmaret alidation continues to build
'anagement principles are unchanged!
: Strategic constancy
: %ustomer success imperatie: Humility and long3term hori/on
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roduct &pdate-ohn Seybold
rincipal Technology Strategist
8 %o3founder, Guidewire
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olicy%enter
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0nsuranceSuite
=ie
DataHub
Data 'anagement
0nfo%enter
'obile 8ortals
olicy%enter
.illing%enter %laim%enter
DataHub
'obile 8ortals
0nfo%enter
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olicy%enter
.illing%enter %laim%enter
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)nhanced &ser 0nterface
9
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'ore )fficient4aigation
ersonali/ed&ser )Fperience
0mproed0nline )diting
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Serice Tiers
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
Siler
Gold
latinum
4umber of
%laims
Total0ncurred
ayment
History
4on3ay%ancel
4umber of
Accounts
4umber ofolicies
olicy .illing %laims Tier
93
Account ile Summaryolicy%enter .illing%enter
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Account ile Summary
94
'atch Offeringolicy%enter .illing%enter
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'atch Offering
95
'atch ayment lanolicy%enter .illing%enter
%laim%enter
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'atch ayment lan
96
Set &p ayment lansolicy%enter .illing%enter
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Set &p ayment lans
97
0dentify Tier at 4O=olicy%enter .illing%enter
%laim%enter
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0dentify Tier at 4O=
28
Special Handlingolicy%enter .illing%enter
%laim%enter
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Special Handling
21
Meighted Morload
olicy%enter .illing%enter %laim%enter
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Platinum Service Tier
Meighted Morload
Service Tier
0latinum -ustomer
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Serice Tiers
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.usiness Across .orders
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(egion and %ountry3Specific Support
=anguages %urrenciesGeographic.oundaries
(egulatory-urisdictions
=ocal ormats
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olicy Data
0mport?)Fport
.etter %ommercial =ines Support
Aggregate=imits
Standards3basedTemplates
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olicy%enter
.illing%enter %laim%enter
25
olicy%enter Kolicy%enter .illing%enter
%laim%enter
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Account Holder Summary Screen
roduct Designer
Selected eatures
.usinessAgility
olicy Data 0mport?)Fport
)nhanced =ocal ormats
0ncreased 'ulti3currency %apability
.usiness rocess)fficiency
.usiness Across.orders
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roduct Designer
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Add 7uestion Set
olicy%enter .illing%enter %laim%enter
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Is this a hbrid vehicle;
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roduct Designer
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olicy%enter
.illing%enter %laim%enter
32
.illing%enter KSelected eatures
olicy%enter .illing%enter
%laim%enter
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Agency .illing )nhancements
olicy3=eel .illing %ash Separation%ustomer%entricity
Selected eatures
0mproed %redit Handling
.atch rocess 0mproements.usiness rocess)fficiency
33
Agency .ill %ashApplication in .illing%enter I
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Application in .illing%enter I
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Agency .ill %ashApplication in .illing%enter K
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Application in .illing%enter K
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olicy%enter
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37
%laim%enter K eaturesolicy%enter .illing%enter
%laim%enter
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Serice Tiers
2endor 'anagement
Meighted Morload %laim Assignment
Aggregate =imits
)nhanced =ocal ormat Support'ulti3currency 0mproements
%ustomer%entricity
.usiness rocess)fficiency
.usiness Across.orders
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2endor 'anagement
41
2endor 'anagement Morflow
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Sara Smith
AdjusterSue SpearCall Center
2endor 'anagement Morflow
0dentifying the
U(ightV 2endor
'anaging
erformance
'easuring
erformance
4
Sericing within 4O=olicy%enter .illing%enter
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49olicy%enter .illing%enter
%laim%enter
%hoose roider Directory
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2endor ortalCAssignolicy%enter .illing%enter
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2endor ortalCAcceptolicy%enter .illing%enter
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2endor ortalC2endor 2iew
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Serices Screenolicy%enter .illing%enter
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olicy%enter
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0nsuranceSuite
=ie
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Data 'anagement
0nfo%enter
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'obile 8ortals
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0nsuranceSuite
DataHub
Data 'anagement
0nfo%enterDataHub 0nfo%enter
olicy%enter
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DataHub 0nfo%enter
TaF
inance
(egulatory (eports
5
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olicy%enter
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0nsuranceSuite
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'obile 8ortals
'obile 8 ortals
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Guidewire Software, Inc. All rights reserved. Do not distribute without permission.
olicy%enter A0
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=ie
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0nsuranceSuite
DataHub
Data 'anagement
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Eour data
Shared data
)Fternal content
0nstant3on apps
57
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