Overview
Insurance brokerages are under pressure to do more with less, but most AI conversations skip the part that matters: how do you actually get started?
In this session, Lexie Tonelli from Fulcrum and Kelly Planeta from Heffernan Insurance Brokers break down what it looks like to adopt AI-powered workflows in a real brokerage environment. From evaluating tools to rolling them out across teams, they’ll cover what works, what doesn’t, and how to see value from day 1.
Key Takeaways //
- Why brokerages are adopting AI workflows now (and what’s driving urgency around capacity, consistency, and E&O risk)
- What “day 1 value” looks like in practice, even without deep integrations or months of training
- How to evaluate AI tools for your agency: where to start, what to avoid, and what to measure
- A real operator perspective from Kelly Planeta at Heffernan Insurance Brokers on adoption and outcomes
- A live Fulcrum demo showing how these workflows work in practice
Speakers //
Lexie Tonelli
Head of Strategy & Operations at Fulcrum
Lexie Tonelli joined Fulcrum in 2025 as a member of the founding team and now serves as Head of Strategy & Operations. She leads go-to-market and operational strategy as Fulcrum builds AI-powered systems to modernize and scale complex commercial insurance workflows.
Previously, Lexie spent over five years at McKinsey & Company in the Banking and Financial Services practice, where she led large-scale operational transformations and technology implementations for leading financial institutions, with a focus on AI-enabled change.
Lexie earned her Bachelor’s degree in Mathematics, with a minor in Computer Science, from Vanderbilt University, and received her MBA from MIT Sloan School of Management.
Kelly Planeta
Heff Direct, Vice President of Operations at Heffernan Insurance Brokers
Kelly Planeta has been a dedicated professional in the insurance industry since 2006, beginning her career as an Insurance Agent with a small agency, where she honed her skills over nearly 12 years. In 2017, she joined Heffernan Insurance Brokers as an Account Manager, quickly demonstrating her expertise and leadership abilities.
Over the years, Kelly has taken on increasingly responsible roles at Heffernan, including Commercial Lines Manager and Small Business Operations Manager. In these positions, she has been instrumental in driving efficiencies in day-to-day operations through the strategic use of technology, refined processes, and teamwork, all aimed at enhancing client service. Her work with Broker Tech Ventures and HG Innovate has further solidified her reputation as a leader in leveraging cutting-edge technology to transform business operations.
In February 2026, Kelly was promoted to Vice President of Operations, where she continues to lead with a focus on innovation and operational excellence. Her leadership is characterized by a commitment to optimizing workflows and leveraging technology to better serve clients.
Kelly is a proud alumna of the University of New Mexico, where she earned her Bachelor of Business Administration. Outside of her professional life, she cherishes her love for all things Disney and delights in watching her two daughters grow and develop their unique personalities.