Insurtech Company

We supported this company in achieving their results.

Project overview

Summary

This is the story of a major insurtech platform trusted by the world's largest insurers and reinsurers. Their technology automates complex underwriting and regulatory compliance workflows for enterprise clients. But even with a world-class product, they faced a challenge familiar to many: how do you consistently reach and win the right high-value clients? Enterprise sales pipeline stalled: trade show leads went cold, no systematic outbound, and unclear GTM for high-value insurance clients.

Key outcome

Enterprise opportunities and pipeline value at $200K+ ACV targets through account penetration

Before

The challenge

Sporadic meetings, inconsistent pipeline

The company relied on referrals and trade shows. Leads would pour in at events, but after the handshakes and business cards, most conversations fizzled out. There was no structured follow-up, and the founder-led sales grind meant C-levels and tech leads were handling sales calls alongside their core responsibilities. In the enterprise market segment, there were more urgent priorities like legal, hiring & training, RFIs & RFPs, and product development. Their messaging, packed with technical jargon, rarely resonated with the business decision-makers who held the budgets. The result? A pipeline that was completely unpredictable.

After

The new reality

1-2 meetings/week, $200K+ ACV

We built a clear GTM playbook and systematic account penetration. Outreach became consistent, targeted, and narrative-driven. Sales and marketing spoke the same language, and the value proposition clicked with technical and business audiences. We worked warm and cold enterprise opportunities with disciplined follow-up, with a path to scale discovery support. Instead of hoping for the next big deal, they now had a steady flow of qualified buying conversations with $200K+ ACV potential accounts and a story that sold itself.

WHAT WE DID

GTM & Positioning

Reframed positioning from technical features to business outcomes, mapped three core ICPs, and created customer success stories with quantifiable results.

1Shifted from 'cloud geospatial analytics' to underwriting location intelligence and automating actuarial analysis

2Mapped three core segments with tailored narratives for each ICP and identified pain points for Chief Risk Officers, Underwriting Directors, and Head of Underwriting roles

3Created customer success stories and proof points for every pitch including quantifiable outcomes (i.e., 22x faster risk assessment)

4Built network of integration partners and co-marketing initiatives for industry events and prospect engagement

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