InsurTech Marketplace Expansion Playbook
Client Snapshot
Fast‑growing InsurTech startup delivering embedded coverage and risk analytics for transportation and shared‑economy marketplaces. Engagement: Interim CRO overseeing sales, B2B marketing, business development, and customer success across North America.
GTM Challenge
COVID‑era demand for contact‑free mobility was exploding, yet the company lacked a repeatable enterprise motion, clear ICP, and scalable support structure to capture share before incumbents reacted.
Key Moves
- Sales: Closed 13 multi‑year SaaS contracts with transportation marketplaces, booking three $1 M+ ARR deals and driving 6× YoY revenue growth, all via remote selling.
- Enablement: Defined a new ICP, pricing model, and tiered support framework, lifting Q4 revenue 460 % on launch.
- Efficiency: Streamlined pipeline, contracts, and close process, cutting average sales cycle to < 50 days.
- Recruitment: Designed a hiring rubric, recruited & mentored 6 key GTM hires across sales, marketing, and customer success.
Impact Delivered
- Transformed a promising product into a predictable growth engine despite pandemic constraints.
Accelerated cash‑in with rapid sales cycles and bigger deal sizes, extending runway without extra burn.
- Installed scalable GTM architecture and talent bench to sustain post‑pandemic expansion.
CEO Takeaway
Even in the most volatile markets, a disciplined fractional CRO converts surging demand into durable, multi‑year revenue while building the team and systems for what’s next.
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