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Enterprise B2B Playbook
Comprehensive playbook for selling ClaimsIQ to regional P&C carriers. Decision makers, sales cycles, competitive positioning, and target accounts.
"Efficiency" is table stakes. Everyone promises efficiency. The winning narrative is Leakage Reduction.
"Regional carriers are bleeding from soft fraud and contents overpayment. While your structural claims are optimized with Hover/EagleView, your contents and inventory workflows are still analog and prone to leakage. ClaimsIQ closes this gap, creating an immutable record that protects your combined ratio."
PRIORITIES
PAIN POINTS
Pitch: ClaimsIQ will reduce LAE by 15-20% through automated documentation and fraud deterrence. Every dollar saved will drop directly to combined ratio.
PRIORITIES
PAIN POINTS
Pitch: ClaimsIQ doesn't just help pay claims—it tells you if you should have written the policy in the first place, and at what price.
PRIORITIES
PAIN POINTS
Pitch: Seamless API integration with Guidewire/Duck Creek. Push data directly to Xactimate. No new logins for adjusters.
PRIORITIES
PAIN POINTS
Pitch: This is a retention play. Give policyholders a digital inventory tool, increase stickiness, give agents a reason to interact outside of billing.
Q1 (Jan-Mar)
CARRIER ACTIVITY
Review previous year performance. Executive mandates set. New projects begin implementation.
VENDOR STRATEGY
Education Phase: Thought leadership, engage Innovation Officers, plant seeds. Don't expect new budget.
Q2 (Apr-Jun)
CARRIER ACTIVITY
Project teams formed. RFIs issued. Conference season (PLRB, InsureTech Connect).
VENDOR STRATEGY
Engagement Phase: Secure meetings with VPs of Claims. Demo solution. Push for Proof of Value pilot design.
Q3 (Jul-Sep)
CARRIER ACTIVITY
THE CRITICAL WINDOW. Departments submit budget requests. RFPs formalized.
VENDOR STRATEGY
Closing Phase: Provide detailed ROI calculators. Arm internal champion with data to defend purchase to CFO.
Q4 (Oct-Dec)
CARRIER ACTIVITY
Budgets finalized by Board. Contracts through Legal, Procurement, InfoSec.
VENDOR STRATEGY
Execution Phase: Navigate 'No' departments. Complete SOC2 questionnaires. Push for signature before holidays.
Regional carriers often request endless POCs that drag on without a path to production.
SOLUTION
Structure pilots with paid model (nominal fee ensures skin in game) and strict 90-day timeline.
SUCCESS CRITERIA
"If ClaimsIQ demonstrates 15% cycle time reduction and 5% contents leakage reduction on 100 claims, carrier agrees to MSA."
Erie, PA
KEY CONTACTS
Leverage strong financial report (+30% operating income 2024) and 'Next Level Innovation' mandate. Claims is a service event for Erie.
Branchville, NJ
KEY CONTACTS
Visible advocate for virtual claims. Pitch the next evolution of strategy he's already championing.
Worcester, MA
KEY CONTACTS
David's fraud background makes him perfect for 'data integrity/anti-leakage' pitch.
Merrill, WI
KEY CONTACTS
Pitch 'Digital Inventory for Churches' angle. Unique asset types (organs, stained glass, historical items).
Boca Raton, FL
KEY CONTACTS
Pitch 'Catastrophe Resilience.' In Florida, speed is everything. Self-service tool when adjusters can't reach the Keys.
Lansing, MI
KEY CONTACTS
Operational efficiency and compliance. Cost reduction focus.
| Competitor | Function | Focus | Gap / Opportunity |
|---|---|---|---|
| Flyreel (LexisNexis) | AI-guided self-inspections via smartphone | Underwriting (hazard detection) | Differentiate on claims workflow and complex contents valuation |
| Hover | 3D modeling of exteriors from photos | Exterior (roof, siding, windows) | Massive white space for interior contents documentation |
| Hosta.ai | Automated property assessment from photos | Built environment (walls, floors) | Position on comprehensive contents inventory |
| Encircle | Field documentation for restorers | Restoration contractors | Position as carrier's audit tool to verify contractor submissions |
The Contents Gap Opportunity: While structural claims are increasingly automated (EagleView, Hover), contents claims remain a manual, spreadsheet-based nightmare. This is ClaimsIQ's massive white space.
Regional carriers are bleeding from soft fraud and contents overpayment. While structural claims are optimized with Hover/EagleView, contents workflows are analog and prone to leakage.
5-10% reduction in average contents settlement
Structural claims are automated. Contents claims remain a manual, spreadsheet-based nightmare prone to soft fraud and policyholder friction.
System of Record for Contents
Don't just sell a claims tool. Sell a Policyholder Engagement & Risk tool. Use at underwriting to document high-value items.
Retention play + agent engagement
Regional carriers are beholden to their independent agents. Win the agent's heart to win the carrier's wallet.
Tactic: Create a "Sales Kit for Agents" with marketing materials explaining why their clients benefit from ClaimsIQ ("Faster payout," "Proof of ownership"). If the agent advocates for the tool, the carrier is far more likely to buy.