We are excited to have a conversation with Alfonso Calzado Desvalls, the visionary CEO of IATI Seguros. Established in 1885, IATI Seguros has evolved from a traditional insurance brokerage to a digital frontrunner under Alfonso's leadership. With over a century of history, Alfonso represents the fourth generation to head the company, steering it with an innovative approach towards specializing in travel insurance. 

In our interview, Alfonso shares the transformative journey of IATI Seguros, highlighting the strategic pivot from an offline business model to embracing digital marketing and online sales. This shift was crucial in optimizing their service towards travel insurance, which Alfonso identified as the most streamlined product for online transition. His proactive engagement with travel influencers has not only expanded their market but also positioned IATI as a key player in the insurance industry across multiple countries including Spain, Portugal, Mexico, Peru, and Colombia. 

Join us as Alfonso delves into the challenges of upholding a family legacy while driving technological advancements within the industry, making IATI Seguros synonymous with innovation and customer satisfaction.

Transforming Tradition: Alfonso Calzado Desvalls Guides IATI Seguros into the Digital Frontier

As Alfonso delves deeper into the transformative journey of IATI Seguros, it's clear that the evolution from a traditional insurance brokerage to a leader in digital innovation was no small feat. "We had to change not just something; we had to change everything," Alfonso recalls. The strategic shift to focus exclusively on travel insurance wasn't just about adapting to online sales—it was about mastering it. By simplifying the product to fit the digital landscape, Alfonso's company capitalized on the ease of online transactions, facilitating a smoother customer journey from click to coverage.

Under Alfonso's leadership, IATI Seguros didn't just change its sales approach; it revolutionized its marketing strategy by engaging with travel influencers. This approach wasn't merely about advertising—it was about creating trust and educating travelers on the importance of insurance. Alfonso's narrative emphasizes the value of community and expert endorsements in growing a digital business. "Travel influencers became our prescription people," he shares, highlighting how essential they were in making travel insurance a talked-about necessity among adventurers.

The result of these sweeping changes is not just a larger company, but a fundamentally transformed one. From a modest team of three, IATI Seguros has grown to sixty employees, extending its reach beyond Spain to Portugal, Mexico, Peru, and Colombia. The pivot toward digital has positioned IATI not just as an insurance broker but as a technology company, leading innovations such as their AI-driven chatbot, which handles hundreds of inquiries daily. This digital transformation shows no signs of slowing down, underscoring Alfonso's vision that adapting and innovating are key to surviving and thriving in today's market.

Embracing AI: Alfonso Calzado Desvalls on Streamlining Growth and Localizing Globally

Alfonso Calzado Desvalls has a clear vision of growth that leverages cutting-edge technology to streamline operations and avoid the traditional growth pains of scaling up human resources. "With this new technology, we are able to grow without hiring more people," he explains. This shift to artificial intelligence was not just a strategic move but a necessary evolution, propelled by the insights and guidance of his CTO after an inspiring encounter at a Salesforce conference in San Francisco. This integration of AI into IATI Seguros' operations has not only enhanced efficiency but also earned them industry accolades, reaffirming their forward-thinking approach.

One of the most notable implementations of AI within IATI has been in content localization. The challenge of adapting content for various Spanish-speaking markets such as Mexico, Colombia, and Peru has been met with an innovative AI solution that automatically adjusts the language nuances to suit each local market. "We used to hire people to do these translations and adaptations; now, this is 100% automatic," Alfonso shares, emphasizing the profound impact of AI on reducing operational overhead and enhancing content relevance across diverse markets.

Looking ahead, Alfonso is focused on continuing to refine these technological advancements while preparing for a significant overhaul in 2025. The plan includes revamping their website and all digital platforms to align with the latest AI technologies and Google's evolving algorithms, ensuring that IATI Seguros remains at the forefront of the digital insurance market. "We have to do everything as Google likes," he notes, signaling his commitment to adapt and thrive in an industry where staying current with technological trends is not just beneficial, but essential for survival and growth.

Revolutionizing Growth: Alfonso Calzado Desvalls on Profitable Expansion and Agile Innovation at IATI Seguros

Alfonso Calzado Desvalls brings a practical yet visionary approach to running IATI Seguros, emphasizing the need for both growth and profitability. "We have to grow, but we have to have profit," he asserts, capturing the essence of his strategy. This balancing act is currently manifested in the development of new software aimed at enhancing the user experience and optimizing marketing strategies. Alfonso believes that improving the usability of their web platforms will not only retain current visitors but also convert them at a higher rate, thus fueling organic growth without the constant need for expanding the team.

The scalability of their digital infrastructure is central to Alfonso's growth strategy. With ambitions to make IATI Seguros' presence global, he plans for the company's website to be adaptable and ready to launch in new countries within a week, a stark contrast to the months of preparation previously required. This rapid scalability is crucial as Alfonso looks to emerging markets like Argentina, Bolivia, and even South Africa, illustrating his commitment to turning agility into a competitive advantage.

Alfonso's forward-looking projects for IATI Seguros involve a significant technological overhaul to ensure all digital assets are up-to-date with the latest AI technologies and Google's algorithms. By 2026, he plans a complete restart—not just a refresh—of the company's technological backbone. This initiative reflects his belief in continuous evolution and his desire to lead in an industry where innovation determines the leaders. As Alfonso puts it, "If you don't try, you never know," a philosophy that has guided him from exploring new markets to pioneering online insurance sales, setting IATI Seguros apart as a leader in the industry.

Agility in Adaptation: Alfonso Calzado Desvalls on Leading IATI Seguros with Flexibility and Insight

In the bustling world of insurance, where giants like Allianz and AXA dominate, Alfonso Calzado Desvalls of IATI Seguros makes a compelling case for the advantages of being smaller and more nimble. Alfonso prides himself on his company's ability to swiftly adapt to market demands—a stark contrast to the slower pace of larger corporations. "If I see that clients are heading in one direction, I can adjust our policies in just two days," he says, illustrating his point with a sense of pride in his voice. This rapid responsiveness not only keeps IATI competitive but deeply in tune with customer needs and market trends.

Alfonso's approach extends beyond quick policy adjustments. His mastery of digital tools, especially Google and SEO, plays a crucial role in maintaining a competitive edge. For example, by placing IATI at the top of search results for travel insurance in Spain, he ensures visibility where it counts. "Understanding Google and what it needs allows us to allocate our resources more effectively," Alfonso explains, revealing the strategic acumen that enables his smaller firm to outmaneuver the insurance behemoths.

Adapting isn't just a business strategy for Alfonso; it's a daily practice woven into the fabric of IATI's operations. From tailoring content for different social media platforms to weekly web updates guided by SEO trends, his team is relentless in its pursuit of excellence. This constant evolution in strategy and the digital landscape keeps Alfonso motivated and his business thriving. "I'm not just an insurance broker; I'm the CEO of a technology company," he states, capturing the essence of his role and the innovative spirit of IATI Seguros. His leadership showcases a blend of traditional insurance knowledge and a keen eye for technological trends, making Alfonso a standout figure in a competitive industry.

Andrew Sheludenkov

CEO at Temy

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