How should industry incumbents and technology solutions provide engage? What should industry incumbents be asking themselves and potential solution providers about business solutions beyond what is immediately pressing? How should tech providers position their products and solutions and presentation so that their relationship are less transaction and closer to true partnership?

In this episode, I explore this with a real-world use case. Butler University's RMI program teaches insurance hands-on with a student-run captive insurance company. When Zach Finn, the head of the RMI program at Butler envisioned commercialize the Butler Captive, he realized he needed to bring in some serious technology deployment. He also realized that with the right partnership, this could be a learning experience for him, the captive and for the solution provider. In step's Sunlight Solutions. And as David McFarlin explains, the education and value prop can go both ways, creating a relationship and partnership where 1+1 can equal 3.