Insurtech Company

From sporadic meetings to steady enterprise pipeline.

A major insurtech platform trusted by the world's largest insurers and reinsurers - with world-class product, but an unpredictable pipeline and no systematic way to reach $200K+ ACV accounts.

See the outcomes ↓

The starting point

Trade show leads went cold.

Enterprise pipeline stalled.

The company relied on referrals and trade shows. Leads poured in at events, but after the handshakes, most conversations fizzled. In enterprise segments, legal, hiring, RFIs, and product development competed with sales for attention:

No structured follow-up after events or inbound interest
Founder-led sales grind with C-levels handling calls alongside core work
Messaging packed with technical jargon that missed business decision-makers
No systematic outbound or account penetration at $200K+ ACV targets
Pipeline completely unpredictable - hoping for the next big deal

Even with a world-class product, reaching the right high-value clients consistently was the gap.

The insurance buyer challenge

Enterprise insurance buyers evaluate through risk, compliance, and business outcomes.

Chief Risk Officers, Underwriting Directors, and Heads of Underwriting hold different budgets and priorities.

Technical features do not sell underwriting and compliance automation.

Proof must show quantifiable outcomes - not cloud geospatial analytics jargon.

Long enterprise cycles need disciplined follow-up and narrative consistency.

Sales and marketing must speak the same language to technical and business audiences.

GTM and account penetration

Reframe the story. Systematize the outreach.

Locatix built a clear GTM playbook and systematic account penetration - outreach became consistent, targeted, and narrative-driven:

Reframed positioning from technical features to underwriting location intelligence and business outcomes
Mapped three core ICP segments with tailored narratives for Chief Risk Officers, Underwriting Directors, and Heads of Underwriting
Customer success stories and proof points with quantifiable outcomes (e.g. 22x faster risk assessment)
Targeted lead lists and multi-touch, multi-threaded outbound sequences on ideal insurance accounts
Pre-call materials, demo kits, and objection-handling for $100–500K ACV deals

Instead of hoping for the next big deal, the team had a steady flow of qualified buying conversations.

What shipped

One playbook. Three commercial layers.

Positioning

GTM reframe from technical features to business outcomes, with ICP-specific narratives and quantifiable proof.

Outbound

Multi-touch account penetration with tested messaging, personalized outreach, and consistent weekly conversations.

Enablement

Demo kits, sales scripts, and objection-handling that maintained authority through long enterprise cycles.

Partners

Integration partner network and co-marketing for industry events and prospect engagement.

What changed

Before

Sporadic meetings and inconsistent pipeline
Trade show leads going cold without structured follow-up
Technical jargon that missed business decision-makers
No systematic outbound for $200K+ ACV accounts

After

1–2 qualified buying conversations per week with high-value prospects
Clear GTM playbook with sales and marketing aligned
Narrative-driven outreach targeting $200K+ ACV potential accounts
Proof and demo materials that sold the story through long cycles

Outcomes

What the work delivered.

Locatix connected GTM reframing, systematic account penetration, and sales enablement into a predictable enterprise pipeline motion.

1–2/week: qualified conversations
$200K+: ACV target accounts
Enterprise: insurance pipeline

GTM reframe from technical features to underwriting and compliance business outcomes
Consistent qualified buying conversations each week through targeted account penetration
Multi-touch outbound with messaging tuned for insurance decision-makers
Sales enablement assets for $100–500K ACV deals through long enterprise cycles

The product was world-class.

The work was building the GTM system that could reach and win the right enterprise accounts consistently.

If trade show leads go cold and pipeline stays unpredictable, the gap is usually follow-through and narrative - not product.

Reframe the story. Penetrate the accounts. Own the pipeline.

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