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Nishkarsh Jain

Enterprise GTM

Bringing in an insurer that became the firm's largest account

Did the solutions-engineering work behind a US insurer's first deals, a data lake platform and the delivery teams around it. The account grew into the largest in the firm's opportunity records: $11M+ won across 36 of 40 deals.
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Industry
Insurance — United States
Focus area
Enterprise GTM
Headline result
$11M+
Headline result
$11M+
The account grew to $11M+ in won business, the largest in the firm's opportunity records

Context

A US insurer starting a data lake platform, with standing delivery teams to build it, report on it and keep it running.

The challenge

Turn a first platform project into a long-running engagement. Every expansion, renewal and change of scope needed its own estimate and proposal, and each one had to hold up commercially as the work moved from building the platform to running it.

My role

Solutions engineer behind the first deals: scoping, effort and cost estimation, and the proposals for each expansion and renewal that followed. Delivery was by the firm's engineering teams.

Approach

  1. Scoped and estimated the first data lake platform and the delivery teams around it

  2. Re-estimated each expansion, renewal and change of scope as the work moved from build to run

  3. Wrote the proposals that carried each term

Process

  1. Scope the first platform

  2. Estimate the teams that build and run it

  3. Re-scope at every renewal

  4. Keep the commercial case honest

How the enterprise gtm work moved from problem to measured result.

Outcome

  • The account grew to $11M+ in won business, the largest in the firm's opportunity records
  • 36 of 40 opportunities won, from October 2022 onward