Enterprise business development for insurance technology
Selling insurance technology means reaching carrier executives, underwriting and claims leaders, and digital and data officers, buyers inside a regulated, relationship-driven industry that is slow to trust a vendor. Our senior team engineers credible, executive-level conversations across carriers, brokers, and MGAs, uncovers the real initiative and its timing, and turns access into qualified pipeline.
Our senior-led model combines targeted account research, direct executive engagement, market intelligence, and deal orchestration. It is built for complex, high-value sales where the buying window may take months, or years, to emerge.
Our founder built this model through decades of work in complex enterprise markets, including insurance technology. That experience shapes how we earn access, understand the buyer's environment, and develop opportunities over time.
Insurance buyers don't move on a pitch. They move on trust.
Insurance buyers are cautious, compliance-bound, and pitched constantly.
- Who decides: Carrier executives, chief underwriting and claims officers, and digital leaders
- What they need: a credible conversation about underwriting, claims, policy administration, and the pressures behind a buying decision
- What it takes: senior operators who can hold that conversation, not a junior rep working from a script
We monitor the accounts and market segments that matter to your business
Six ways we find and develop enterprise insurtech opportunities other programs never reach.
Carriers, brokers, and MGAs
We reach underwriting, claims, digital, and IT leaders inside carriers, brokers, reinsurers, and MGAs evaluating insurance technology, and uncover the initiative, decision dynamics, and timing before your team engages.
Underwriting, claims, and data leaders
We open conversations with chief underwriting and claims officers, data and analytics leaders, and digital owners driving modernization, from core platform replacement to AI-driven underwriting and claims.
Displacement and renewals
We find incumbent core-system and contract renewal timing across policy, billing, and claims platforms and map the steps to be in the next deal, positioned to displace an entrenched vendor instead of locked out.
Stalled and dormant accounts
We revive no-decision and stalled insurtech opportunities, learn the real reason they went quiet, and rebuild the path to a decision.
Rising loss and risk
The magnitude of loss and risk keeps climbing with shifting weather patterns and changing risk profiles, and carriers have to modernize to stay competitive. We know how to have that conversation with underwriting, claims, and IT executives, in their language.
AI across the business
AI now touches every part of the insurance operation, from underwriting and claims to pricing and service. We map the stakeholders and surface the obstacles inside an account before they slow your deal down.
The intelligence that actually moves an insurtech deal
Our work surfaces what dashboards cannot:
- How carriers really evaluate technology
- The regulatory, security, and legacy-integration concerns that stall deals
- The incumbent frustrations no one admits on a demo call
- The politics between business, IT, and procurement
This is the difference between booking a demo and understanding how the carrier actually buys.
What your team receives
When an opportunity is ready for sales engagement, your team gets an analyst-grade report: the account landscape, background, signals, recommended actions, and a journalistic record of the conversations, so you know exactly what was said.
- Account-level intelligence
- Stakeholder and incumbent context
- Documented buyer conversations
- Clear next steps and prepared introductions
- Timing, obstacles, and a real-time read on the carrier landscape around this account
We stay close to the account through long buying cycles and changes on either side of the relationship.
Led by MariAnne Vanella, Founder & CEO. MariAnne created the Framework of Access™ and has built executive-access programs for global technology companies including HP, SAP, Hitachi, and Nokia. Meet MariAnne →
We partner with you. We are industry-informed, plugged in, and have behind-the-curtain access that makes the difference, including the project management office. The PMO sees every initiative, timeline, and vendor decision before it goes public, and we know the PMO. We don’t throw a report over the wall and walk away. We stay in it with you, and our engagements last 7 to 10 years on average, some longer.
Insurance technology sales, answered
Who do you reach inside insurance buying organizations?
The people who actually decide: carrier executives, chief underwriting and claims officers, digital and data leaders, and the IT and procurement stakeholders on the buying committee, across carriers, brokers, reinsurers, and MGAs.
What kinds of insurance technology do you sell for?
We work across the insurtech landscape: policy administration and core systems, underwriting and claims platforms, billing, data and analytics, AI and automation, and distribution technology, adapting the conversation to each buyer's world.
How is this different from an SDR or lead-gen agency?
Insurance executives are pitched constantly and screen out anyone who cannot talk claims trends, loss ratios, or policy administration. We hold that conversation as a peer, which earns access to the underwriting and claims leaders an SDR agency never reaches.
Can you find carriers actively evaluating a solution?
Yes. Carrier buying signals include a core or claims platform nearing end of contract, a new chief claims or underwriting officer, rising loss ratios in a line of business, a regulatory change, or a failed modernization effort. We track those signals and confirm them with the executives involved, so you know which carriers and MGAs are evaluating now and which are next.
Do you help displace an incumbent core or claims platform?
Yes. Core and claims platforms are hard to replace, so we look for the moments that make change possible: contract renewals, failed upgrades, M&A, and frustration in claims or underwriting. We map who owns the decision and position you before the carrier issues an RFP.
Do you use software or people?
Both. Our AI stack tracks carrier leadership changes, loss trends, filings, and platform renewals. Our senior operators then hold the conversations with underwriting, claims, and IT executives in their language. 100% US-based, no offshore, no scripts.
Who is this built for?
Insurtech companies selling core systems, claims, underwriting, billing, data, and AI solutions to carriers, MGAs, brokers, and reinsurers, where multi-stakeholder deals make senior access decisive. It pairs with our Framework of Access and Deal Orchestration to turn access into closed revenue.
Do you provide outsourced business development or lead generation for insurtech companies?
Yes. We are a senior-led, outsourced business development partner for insurance technology companies, not a junior SDR or lead-gen shop. We build qualified pipeline by reaching carrier and MGA executives directly and developing real opportunities, rather than handing over a list of names.
How do you sell insurtech to carriers and MGAs?
We reach carrier executives, chief underwriting and claims officers, and digital leaders with a peer-level business conversation, not a feature pitch. We confirm the real initiative, navigate the multi-stakeholder buying committee, and help you build the internal support a carrier deal requires.
How do you make progress in a long insurtech sales cycle?
Carrier deals move through underwriting, claims, IT, compliance, and procurement, and any one of them can stall the deal. We keep each stakeholder engaged, track changes in leadership and priorities, and tell your team exactly where the deal is stuck and why.
Do your people actually understand the insurance industry?
Yes, and it is the whole point. Our senior team can talk credibly about claims trends and the magnitude of loss, where carriers lack visibility across the book, the roles across underwriting, claims, actuarial, and distribution, the core and claims systems they run on, and where AI genuinely helps versus where it adds risk. Insurance buyers can tell within minutes whether you know the industry or are reading a script, and that credibility is what opens the executive conversation.
This is what your team actually receives
Every engagement produces an analyst-grade Account Intelligence Brief. Below is a redacted sample, and you are only seeing a fraction of one.
Meridian Mutual is evaluating a replacement for an aging policy administration core system. Loss-cost inflation and combined-ratio pressure have made modernization a board-level priority, and the new Chief Claims Officer wants measurable cycle-time gains.
The economic buyer is the Chief Underwriting Officer. The real owner of the pain is the VP of Claims Operations. Data residency and security are gated by IT risk, and procurement has flagged a multi-year incumbent contract.
A heavy catastrophe-loss quarter has pushed claims automation to the top of the agenda. The incumbent core contract renews in under three quarters, opening a displacement window before the RFP is written.
The incumbent is entrenched but brittle; prior modernization stalled on legacy integration, which is where the last two attempts died.
“80% of our large deals that closed over this year started with you.”
Telecom technology client
We engineer access in adjacent enterprise markets
The Framework of Access works the same way across verticals. Explore legal technology, operational technology, and the Persistent Market Scan.
Are we a fit?
We go deep on a small number of enterprise relationships, which makes us a strong fit for some companies and the wrong choice for others. We would rather tell you which, early.
- ✓You sell an enterprise platform
- ✓Your sales cycle runs six months or longer
- ✓Your deals are high-ACV and multi-stakeholder
- ✗Smaller SaaS platforms
- ✗Single-user or self-serve tech
- ✗Transactional, low-complexity models
Reach the insurance buyers your competitors can't
A brief, no-pressure conversation about the Framework of Access and what senior-led business development would open up in the insurance technology market.
Senior-led B2B business development and opportunity creation for enterprise technology. Founded 2001.