How to navigate the long sales cycle
Understand Insurance Deeply
Understand Insurance Deeply
Understand Insurance Deeply
- Know your insurer’s pain points, workflows, regulatory obligations, and legacy systems.
- Tailor your product to real-world insurance challenges (e.g., underwriting, claims, compliance).
Focus on Co-Creation
Understand Insurance Deeply
Understand Insurance Deeply
- Collaborate to customize solutions, not just sell software.
- Involve underwriters, actuaries, claims teams, and IT from the start.
Prioritize Integration
Understand Insurance Deeply
Build Trust through Transparency
Prioritize Integration
- Ensure seamless integration with core systems
- Use modern APIs, offer sandbox environments, and support legacy connectivity if needed.
Build Trust through Transparency
Build Trust through Transparency
Build Trust through Transparency
- Share roadmaps, performance metrics, and limitations openly.
- Address security, data privacy (GDPR, ISO27001), and model explainability upfront.
Align on Outcomes
Align on Outcomes
- Define and track measurable KPIs (e.g., loss ratio improvement, claims cycle time, NPS).
- Offer pilots or phased rollouts to prove value before scaling.
Support Change Management
Support Change Management
- Provide training, documentation, and onboarding support.
- Help insurers manage adoption across siloed teams and change-resistant cultures.