The cyber insurance market has always been unpredictable. Over the past decade, we’ve seen it move from an emerging line of coverage to one of the most volatile, swinging rapidly between soft and hard market cycles. But today, cyber has entered one of the softest markets in recent memory—and that presents a rare opportunity for both agents and clients.
In a recent conversation with Zane Goldthorpe of ProWriters, we broke down what the current market means, why producers should be doubling down on cyber right now, and how this shift opens the door for expanded conversations across contractors, architects, engineers, and other industries that have often overlooked their exposure.
If you’ve been in the insurance space for more than a few years, you remember the hard market of 2021–2022. Seemingly overnight, cyber carriers clamped down on underwriting requirements. Multi-factor authentication (MFA) and endpoint detection and response (EDR) became non-negotiable. Premiums tripled or quadrupled. And even with strong controls in place, many businesses couldn’t secure coverage at all.
Fast forward to today, and the pendulum has swung the other way. Carriers are competing aggressively, premiums have dropped, and underwriting has loosened. For insureds, that means now is the most favorable time in years to secure comprehensive cyber coverage.
For agents, the shift represents both a revenue opportunity and a duty to offer. If you’re not bringing cyber to every client conversation, you’re not only missing out on growth—you may be exposing yourself to E&O risk for failing to present coverage that could have protected your clients.
To understand where we are today, it’s important to look at how we got here.
The lesson is simple: cyber runs in cycles. The current soft market won’t last forever. Agents who act now can position themselves—and their clients—for success before conditions inevitably tighten again.
Cyber isn’t just another coverage to check off a list—it’s becoming a contractual requirement across industries. More and more clients are finding language in their agreements that mandate cyber liability insurance, sometimes with limits as high as $5 million.
At the same time, today’s soft market conditions mean:
For insureds, that means they can lock in strong coverage at affordable pricing. For producers, it means you can have the conversation without the roadblocks that frustrated clients during the hard market.
As Zane Goldthorpe put it:
“Right now is the best time to buy cyber—it’s as cheap as you’ll find it, and requirements are lower. Agents need to take advantage of this market before it shifts again.”
Too often, producers make the mistake of pitching cyber as a way to generate revenue. While it certainly drives growth, the primary value of cyber is protection.
Clients face increasing exposure from:
Cyber insurance is both a defensive shield for clients and a protective measure for agents. By offering it consistently, you safeguard your book against uncovered claims that could boomerang back as an E&O exposure.
Resources like ProWriters University provide agents with the education they need to confidently position cyber as a risk management tool rather than a sales gimmick.
Some industries still underestimate their cyber exposure. Contractors, for example, often assume that because they’re not handling sensitive consumer data, they aren’t targets. The reality is very different.
The same goes for architects and engineers (A&E firms). Zane shared an example of an architect friend whose firm was surprised to find a cyber requirement in a bid contract. It’s no longer optional—it’s written into the agreements that drive business.
With ProWriters’ acquisition by Victor, the opportunities extend even further. Producers now have access to expanded products in E&O, A&E, real estate, and nonprofit D&O, creating natural cross-sell opportunities alongside cyber.
All signs suggest the market may begin leveling off. Carrier profitability is slipping, claims activity is increasing, and industry reports predict firmer conditions ahead.
But history shows that hardening doesn’t happen overnight. Markets often remain soft longer than expected before the shift comes. That means producers still have time—but not unlimited time—to act.
As Zane noted:
“You might not find a better time to buy cyber than right now.”
The window is open. Agents who move quickly can lock in favorable terms for their clients while also building stronger, more resilient books of business.
Cyber insurance isn’t just another line of coverage. It’s a cornerstone of modern risk management—and one of the best growth opportunities available to commercial producers today.
We’re in the middle of a soft market where pricing is low, competition is high, and underwriting requirements are manageable. That won’t last forever. Producers who seize the moment now will not only protect their clients but also secure a stronger, more diversified book of business.
If you haven’t already, start the conversation with every client. Audit your book for missed opportunities. And lean on partners like ProWriters and the expanded offerings through Victor to deliver comprehensive solutions that go beyond just cyber.
For years, commercial insurance producers could survive by being good enough across a wide range of industries. They could write a little construction, a little manufacturing, a little hospitality, and a little habitational business and still build a respectable book.
The commercial insurance industry is in the middle of a quiet evolution.
While most conversations still revolve around premiums, deductibles, limits, and carrier appetite, a different category of risk transfer has been gaining traction beneath the surface—parametric insurance. It is not new, but it is finally becoming accessible, relevant, and actionable for middle market producers who are willing to think differently about risk.
In a recent episode of the Power Producers Podcast, I sat down with Brian Thompson from Descartes Underwriting to unpack what parametric insurance actually is, what it is not, and why producers who ignore it may be leaving their clients—and themselves—exposed.
This article breaks that conversation down into practical, producer-friendly language and shows how parametric insurance fits into modern middle market risk management.
The last several years have reshaped the landscape of property insurance across the country. While most national carriers have retreated from coastal states, wildfire zones, and other catastrophe-exposed regions, a handful of disciplined players have taken the opposite path—leaning into difficult markets with a strategic, data-driven approach.
For most entrepreneurs, the decision to start a business is rooted in the promise of freedom. Freedom from a boss, freedom to control income, and freedom to build something meaningful. Yet for many business owners, particularly in service-based industries and middle-market companies, that freedom slowly erodes. What begins as ownership eventually turns into obligation, where the business demands constant attention and the owner becomes the single point of failure.
The insurance industry is full of shortcuts. Some producers look for ways to streamline the quoting process, others avoid hard conversations with clients, and many rely on endorsements or extensions because they are “easier” than diving into the details. Nowhere is this more dangerous than in the world of cyber insurance.
Too many agents assume that a cyber endorsement on a BOP or commercial package policy is “good enough.” It isn’t. In fact, treating a BOP cyber extension as a replacement for a standalone cyber policy leaves clients dangerously exposed, puts producers at risk of losing accounts, and opens the door to costly errors and omissions (E&O) claims.
Cyber threats evolve faster than any other area of risk, and endorsements simply can’t keep up. If producers want to protect their clients and themselves, it’s time to understand why standalone cyber insurance is non-negotiable.
In the middle market, producers don’t lose because the competition has better pricing.
They lose because the competition understands people better—their motivations, their fears, their priorities, and what makes them say yes.
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