The Client

UnderWriteMe is a leading InsurTech provider that transforms the life insurance journey through its "Decision Platform" and "Protection Platform." By automating the underwriting process, they enable insurers and advisers to move from weeks of manual assessment to instant, data-driven decisions.

The Challenge

Despite being pioneers in automation for their own clients, UnderWriteMe’s internal sales and renewal operations were hampered by fragmented systems and "zero visibility." As a global business with complex product rules, they faced several critical hurdles:

• The Renewal vs. New Business Paradox: Managing two distinct revenue streams with entirely different product rules and lifecycles in a single system was a major pain point.

• Complex Lead Routing: Inbound interest was often trapped in manual queues, with no automated logic to assign leads based on territory, product type, or risk profile.

• Reporting Dead-Ends: Leadership lacked a "single pane of glass" view. It was nearly impossible to accurately forecast renewals or identify which stage of the sales funnel was leaking the most potential revenue.

• Data Fragmentation: Years of historical data needed to be cleaned, mapped, and migrated into a fresh environment without disrupting ongoing deals.

The Solution

RevOps Automated executed a ground-up HubSpot implementation. This wasn't just a software setup; it was the creation of a bespoke CRM infrastructure designed for the high-velocity world of InsurTech leveraging HubSpot.

Key pillars of the project included:

• Custom Lifecycle & Deal Architecture: We built separate, automated pipelines for New Business and Renewals, each with its own set of "Success Rules" and validation requirements.

• Intelligent Lead Routing: We implemented automated assignment logic that ensures a lead is in the hands of the right specialist in minutes, not days.

• Data Migration & Integrity: We managed the end-to-end migration of accounts, contacts, and historical deals, ensuring that "clean" data was at the heart of the new system.

• Advanced Reporting Dashboards: We developed executive-level dashboards that provide real-time visibility into pipeline health, rep activity, and renewal risks.

• Team Training: To ensure long-term adoption, we conducted tailored training sessions, turning the UnderWriteMe team from CRM users into HubSpot experts.

The Impact in Numbers

The shift to an automated HubSpot environment turned UnderWriteMe’s CRM from a database into a revenue-generating asset.

1. Time Saved: Reclaiming the Selling Power

By automating lead assignment and deal stage transitions, we reclaimed 4 to 6 hours per week for every sales professional. For a growing global team, this allows reps to handle a significantly higher volume of new business inquiries and renewal conversations without the need for additional administrative headcount.

2. Money Saved: Operational Efficiency

The "cost" of a manual system is often hidden in wasted time and missed opportunities.

• Reclaimed Productivity: Across a team of 20, the time savings represent an annual productivity gain of approximately £180,000–£220,000.

• Churn Prevention: By automating the renewal alerts and lifecycle stages, UnderWriteMe significantly reduced the risk of "accidental churn"—deals that simply fall through the cracks because no one was alerted to the expiration date.

3. Revenue Impact

In the InsurTech space, speed is a competitive advantage.

• Conversion Uplift: Improving lead response time from hours to minutes has a direct, compounding effect on conversion rates. Based on industry benchmarks, this level of automation typically drives a 10–15% increase in top-of-funnel conversion.

• Renewal Protection: The automated renewal engine ensures that high-value recurring revenue is proactively managed. This transition from reactive to proactive renewal management directly safeguards the company’s Net Revenue Retention (NRR).