Insurercore case study: 495 opportunities in 6 months for an insurtech launch
durhamlane generated 495 opportunities and 228 verbal platform sign-up agreements in six months for Insurercore, a newly launched insurtech platform. Alongside the pipeline, our team gathered the broker feedback that shaped the product roadmap, and the project has been renewed three times, evolving into a fully integrated B2B sales service.
Insurercore’s digital platform offers real-time visibility of underwriters’ appetite for risk, letting brokers find suitable underwriters through a bespoke search engine. It gives insurance professionals a place to identify new contacts, make connections and conduct business across the market.
With a range of products ready for market, Insurercore launched their platform in April 2020. For a platform business, interest and activity from the broker community was the key to creating new business relationships and to generating revenue for users after launch. Every broker who registered made the platform more valuable to every underwriter on it, and vice versa.
Voice-of-customer research captures what users actually experience; how they use a product, where they struggle and what they want next, and feeds it back into the roadmap. We built it into the sales motion from day one.
Rather than simply pitching platform access, durhamlane showcased in-depth demos of the platform’s capabilities to managing general agents, insurance companies and brokers. In every conversation, we gathered detailed information from brokers about usage, challenges and the features they’d like to see.
That intelligence helped shape Insurercore’s development roadmap, a refinement that added value for members and drove further growth in sign-ups and engagement. The service has since expanded to include prospecting potential customers, and after three renewals the project evolved into a fully integrated B2B sales service.
“No matter how niche the product or service, the key is to provide buyers within formation relevant to their specific industry pains (69% of buyers say they’re most likely to speak with salespeople who provide data relevant to their business). This personalised prospecting approach is where most successful outsourcing organisations excel.”
Richard Lane, Chief Commercial Officer, durhamlane
The outcome: Sign-ups, engagement and a sharper product
495
opportunities in 6 months
22
MQLs in the first month
288
verbal platform registration agreements
In six months, durhamlane created 495 opportunities and secured 228 verbal registration agreements for Insurercore, and the market intelligence gathered along the way influenced the platform’s development roadmap directly.
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