We look for low market penetration. Less than 10%, I think, is the norm. And growing complexity in the overall market, which, as complexity increases, the ability to do things the old way really lessens, and the need to look for new solutions increases. From a business model standpoint, we think these are very, very attractive business models for a number of reasons. As I mentioned earlier, they're capital efficient, much more capital efficient than the horizontal opportunities. You know your market. BOLT understands that 1,000 insurance carriers in their market and their top 200. They can identify and go after them. MSDS understands the 500,000 prospects in North America, so you can be much more targeted and focused in your branding, your positioning, and your lead generation activities. We talked about the competitive moats. Obviously strong ROI to your customer, and you're deeply integrated as a result of providing the solution to your customers. The net result is high retention rate, north of 95% on a dollar basis and, in some cases, north of 100%. And, as we talked about before, they're very attractive from a financial perspective.
.Source: ACTUA-INVESTOR-CONFERENCE |