Telepass, until very recently the sole processor of electronic toll payments on Italy's highways, has ambitions beyond tolling. Since the mid-2010s, the company has been expanding into adjacent services. In 2017, Telepass launched TelepassPay-a mobile payment application (app) that allows subscribers to pay for dozens of mobility-related services and products from their smartphones. In 2019, Telepass launched a car insurance brokerage service. Using Telepass data, the brokerage service offers tailored insurance products to existing customers on behalf of insurance companies for a commission on converted leads. Now, in September 2020, Telepass's senior leaders are considering a new, insurance-related growth opportunity: moving beyond the brokerage model to become the primary insurance seller. It is unclear, however, whether Telepass's data provides sufficient insights into individual drivers' risk profiles to build competitive, customized insurance products. Alternatively, Telepass could continue to improve the brokerage model and focus its resources on adding new mobility services to TelepassPay. This case is paired with a supplementary dataset (courseware no. 622-701), which provides a data analysis opportunity for students.

Spreadsheet supplement to 622-011 and 622-050.

Telepass, until very recently the sole processor of electronic toll payments on Italy's highways, has ambitions beyond tolling. Since the mid-2010s, the company has been expanding into adjacent services. In 2017, Telepass launched TelepassPay-a mobile payment application (app) that allows subscribers to pay for dozens of mobility-related services and products from their smartphones. In 2019, Telepass launched a car insurance brokerage service. Using Telepass data, the brokerage service offers tailored insurance products to existing customers on behalf of insurance companies for a commission on converted leads. Now, in September 2020, Telepass's senior leaders are considering a new, insurance-related growth opportunity: moving beyond the brokerage model to become the primary insurance seller. It is unclear, however, whether Telepass's data provides sufficient insights into individual drivers' risk profiles to build competitive, customized insurance products. Alternatively, Telepass could continue to improve the brokerage model and focus its resources on adding new mobility services to TelepassPay. This case is paired with a supplementary dataset (courseware no. 622-701), which provides a data analysis opportunity for students.