Vertafore is a leading insurance-technology provider with a deep focus on serving the distribution side of the industry—agencies, brokers, and MGAs—and connecting them seamlessly to carriers. Their broad platform spans agency management systems, rating and quoting, analytics, producer/carrier distribution workflows, and MGA administration, all designed to streamline operations and improve business outcomes across the insurance ecosystem.
With a portfolio this expansive, Vertafore needed a consistent, scalable way for sellers to articulate measurable business value across diverse solutions.
“We are an outcome-driven sales force. ROI is required in all mid-large deals, and our best sellers lead with data-driven claims in every message. With the ROI messaging and tools in place, we’ve seen a +9-point increase in our opportunity conversion rate versus the previous quarter.”
Vertafore partnered with Hobson & Company to develop a suite of ROI tools that quantify the measurable impact of their solutions. The tools play a central role in Vertafore’s value-selling motion and are embedded across their field organizations. New hires and existing sellers are trained on Vertafore’s value-selling methodology alongside the Hobson ROI tool kit.
Increase in conversion rate versus previous quarter
Let’s connect to explore how our approach can elevate your value story and sales performance.