InsurTech Weekly Newsletter | Volume 6

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TODAY’S TOP PICK🎯

Why Sales Teams are Still Missing Quota - And How To Fix It

Sales teams have access to more data than ever, yet 91% still miss their targets. If revenue intelligence was supposed to change that, why hasn’t it? Hive Perform’s latest report, The Revenue Intelligence Trap, breaks down why sales tools focused solely on data aren’t enough.

Inside the report, you’ll discover:

• Where sales tech spending is shifting—and why sales enablement is losing ground.

• Why revenue intelligence alone isn’t solving quota shortfalls (and what’s missing).

• How sales teams can actually use insights to move deals forward—not just track them.

• The only winning formula that bridges data and execution.

If your are still guessing why deals stall, this report lays out exactly what’s needed to turn intelligence into action.

Read the full report here.

EDITOR’S OPINION 🧠

Navigating Fed Policy Shifts: Opportunities for InsurTech

Federal Reserve policy shifts create ripple effects across corporate spending—but for agile InsurTech firms, volatility breeds opportunity. As interest rate uncertainty impacts business decisions, InsurTech sales teams that move fast, leverage real-time data, and refine their GTM strategies will come out ahead.

1. The Fast Lane to Sales Velocity

InsurTech sales success hinges on speed and precision. McKinsey highlights that data-driven underwriting and AI-powered prospecting can significantly lower client acquisition costs. In uncertain markets, where CFOs scrutinize spending, sales teams that prove immediate ROI win deals faster.

2. Embedded Insurance: A Policy Shift Playbook

Corporate buyers are looking for seamless, value-added solutions—not standalone products. Embedded insurance integrates directly into platforms consumers already use, reducing friction in the buying process. As companies reassess risk management post-Fed decisions, InsurTechs offering embedded solutions gain a strategic advantage.

3. How Sales Leaders Can Stay Ahead

✅ Refine Sales Enablement – Equip teams with AI-driven insights to adapt to shifting market demands.
✅ Enhance Digital Distribution – Clients expect instant, digital-first experiences; InsurTechs must deliver.
✅ Lean into Embedded Models – Align with industry shifts where insurance is built into broader financial ecosystems.

The Bottom Line: Thrive, Don’t Just Survive

The Fed’s policy decisions don’t just reshape markets—they redefine sales playbooks. InsurTech firms that embrace AI, accelerate sales velocity, and lean into embedded insurance will outperform competitors. In uncertainty, the winners are those who adapt the fastest. 🚀

INDUSTRY INSIGHTS 🗯️

Synergy Between Ensight and Luma Elevates Insurance Sales

Ensight's collaboration with Luma Financial Technologies marks a pivotal advancement in the life and annuity sales. By merging Ensight's robust sales enablement architecture with Luma's comprehensive multi-carrier framework, it paves the way for a transformative, unified platform that redefines sales dynamics for life, annuity, and long-term care (LTC) insurance. Prioritizing digital modernization, this integration fosters transparency and operational efficiency, meeting the evolving demands of InsurTech. The platform's immersive Sales Stories enhance advisor-client interactions, setting a new standard in engaging, data-driven insurance discussions.

With a focus on digital transformation, this partnership empowers insurance professionals to streamline workflows and effectively communicate comprehensive insurance benefits. The integration not only elevates product deployment but also reimagines the traditional sales narrative, aligning with contemporary technological advancements. The initiative reflects a commitment to innovation, poised to elevate sales performance and enablement, positioning Ensight and Luma as frontrunners in revolutionizing client-centric solutions in the insurance technology landscape.

Transforming Insurance with Data: Monetisation Strategies for Success

In the rapidly evolving InsurTech space, data monetization is transforming how businesses operate, presenting a strategic edge by transforming data into a valuable asset. By employing advanced analytics, insurers can transcend traditional methods bound by claims history, optimizing risk assessments and uncovering compelling revenue opportunities. This approach not only refines internal efficiencies but also facilitates the sale of anonymized insights.

For InsurTech leaders, balancing innovation with ethical considerations is paramount. As companies like dacadoo illustrate, harnessing data monetization translates into enhanced business value and refined policyholder outcomes, all while navigating regulatory landscapes. This shift is crucial for maintaining competitiveness and capitalizing on technological advancements, ensuring that data-driven sales strategies are both ethically responsible and sustainable, setting new benchmarks for performance and enablement in the industry.

AI-Powered Parametric Insurance Platform Mythen Launches

Mythen's launch marks a significant advancement in the AI-driven parametric insurance sector, strategically targeting natural catastrophe risks in Bermuda and Texas. Helmed by industry expert Sandra DeSilva, Mythen deftly integrates AI, machine learning, and remote sensing technologies to develop innovative insurance offerings for challenging-to-insure scenarios. The strategic partnership with Southlake Specialty Insurance Company ensures efficient claims processing and cost-effective operations through parametric trigger products, addressing critical gaps in insurance coverage for underserved risks.

The operation's comprehensive scope includes a Texas-based managing general underwriter, claims service, and a Bermuda-based segregated cell unit, enhancing risk management and transfer capabilities. Collaboration with reinsurance partners bolsters coverage options, positioning Mythen to transform insurance sales dynamics. By leveraging state-of-the-art technology, Mythen sets a benchmark for digital transformation in the insurance sector, aligning technological intent with broader social and environmental objectives—a significant consideration for leaders aiming to optimize sales enablement through cutting-edge solutions.

Coalition enhances tech leadership as Maha Virudhagiri becomes CTO

Coalition has appointed Maha Virudhagiri as its first Chief Technology Officer to spearhead cutting-edge advancements in Active Insurance, a domain integral to InsurTech's evolution. Virudhagiri's leadership, honed at industry giants like Tesla, Ancestry, and Walmart Labs, aligns perfectly with Coalition’s proactive approach to cyber risk management. This move highlights Coalition's commitment to equipping businesses with tools that are not just protective but transformative, offering advanced solutions that drive digital transformation and sales enablement in the insurance sector.

His focus on integrating engineering, information security, and AI amplifies the reach and effectiveness of Coalition's offerings, which can significantly impact sales performance by delivering robust and scalable security solutions. By enhancing their technological framework, Coalition is poised to set new benchmarks in risk prevention, directly benefiting sales and business development initiatives through enhanced client engagement and streamlined digital solutions. This appointment underlines a future-ready strategy aimed at empowering InsurTech sales leaders to meet the demands of a rapidly digitizing marketplace.

US Insurance M&A Set for Recovery Amid Economic Shifts in 2025

Global insurance mergers and acquisitions saw a dramatic decline in 2024, hitting a 16-year low, largely due to economic uncertainty and regulatory challenges. Clyde & Co. reported just 204 transactions, a sharp drop from 346 in 2023. High interest rates and cautious regulatory landscapes hindered traditional M&A deals. However, an uptrend in investments directed at managing general agents (MGAs) was noted, as insurers in the US, Europe, and the Middle East saw potential growth in this segment.

Looking to 2025, a rebound led by the US is anticipated, driven by factors like deregulation and a reduced cost of capital. The US market may witness both domestic and foreign investments, particularly in the excess and surplus lines insurance sector. Technological advancements, especially in artificial intelligence and cyber resilience, are expected to be significant M&A drivers. While the challenges from 2024 may persist, the early 2025 pipeline suggests renewed momentum, potentially revitalizing traditional M&A activities alongside continued investments in MGAs.

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