What to Expect When Your Target Accounts Are in the Business of Being Risk Averse?
Featuring Seleste Lunsford, Chief Research & Strategy Officer at Emissary and Emissary Advisor John Newton, former Director, IT Transformation/Program Management, AIG
In this Buyer’s Seat we are going to take a vertical focus and look specifically at the insurance industry. If you think about insurance as an industry it is a consumer of tech solutions but the very business of insurance is being risk averse so it has a bit of a reputation of being challenging to sell tech to despite how much of it insurance consumes. If you are new to the space it can be daunting to find the opportunities:
- Where do I push?
- How do I get into the right places?
To help us get a better lay of the land, we have John Newton with us. John has over 15 years’ experience working on technology strategy and transformation specifically in the financial services industry. We discuss what to expect when your target accounts are in the business of being risk averse.
Keep Learning More about Selling Tech to Insurance and the B2B Tech Buyers Perspective:
Key insights on how to sell to B2B tech buyers and how to leverage the information technology budgeting process to better inform your account planning process:
- How Do You Determine the Timeline for Closing a Deal in the P&C Insurance Vertical?
- Develop a Land and Expand Sales Strategy for Your IT Solution with P&C Insurers
- How to Position Your IT Solution in the P&C Insurance Vertical Market
- Selling Tech is Hard. Buying Tech Is Even Harder
Emissary regularly hosts The Buyer’s Seat. All podcasts are available on-demand.