Trust barrier
Users and partners need to understand the model before they feel comfortable engaging.
Back to proof
Zeeguros case study
Insurtech: from trust barrier to partner meetings.
KALMA helped frame Zeeguros around confidence, simplicity, and the decision-maker conversations required to scale an insurance model.
Executive summary
- Reframed a reverse-auction insurance model around trust and simplicity.
- Clarified the stakeholders needed for growth and partner conversations.
- Built a commercial story designed to close meetings, not just explain the product.
The challenge
“Insurance is a trust market. The first job is to make the model feel safe enough for the next conversation.”
Partner credibility
The story needed to show why qualified agents and insurance stakeholders should pay attention.
Clear meeting ask
The commercial motion needed a direct reason for the ICP to accept a conversation.
KALMA approach
Defined which insurance and growth stakeholders mattered most for the next stage.
Made the model easier to understand, safer to evaluate, and clearer to discuss.
Connected SDR outreach and partner conversations to specific decision-maker meetings.
Result
A more credible path from consumer trust to meetings with the partners and decision makers needed for scale.