Case Study: Fortune 100 P&C Insurance

Cybersecurity Revenue Model & New Business Line Development

The Challenge

A Fortune 100 property & casualty insurer recognized the rising cybersecurity risks facing everyday consumers — but internal leadership lacked technical fluency in IoT ecosystems, smart home vulnerabilities, and the rapidly evolving cyber threat landscape.

At the same time, the company was not positioned in the market as a protector of connected homes.

The strategic question was not simply risk mitigation.

It was whether cybersecurity could become a scalable revenue opportunity — not just a defensive feature.

Market Insight

Nearly every home now contains connected devices — from smart thermostats and cameras to voice assistants and home security systems.

Every homeowner also requires internet service.

While convenience has increased, so has vulnerability.

Hackers increasingly target routers and IoT devices as entry points into homes.

The insurer had brand equity in protection — but not in digital protection.

The opportunity was to bridge that gap through a disciplined cybersecurity revenue model aligned with existing distribution ecosystems.

Commercial Architecture & Business Opportunity

Rather than build a direct-to-consumer cyber product, we designed a commercial architecture that leveraged:

• Cable and internet providers as primary distribution partners

• Router-level cybersecurity integration

• IoT protection layers

• Revenue-sharing partnerships

Cable providers are often the first touchpoint when homeowners set up technology in a new residence.

By embedding cybersecurity at the router level and positioning it as an add-on service, the insurer could:

• Access new customer segments

• Avoid building a new internal sales channel

• Share revenue with distribution partners

• Expand beyond traditional insurance boundaries

This approach supported new business line development without disrupting core operations.

Go-to-Market Design

The scalable growth strategy included:

• Strategic partnership identification

• Revenue modeling and pricing structure design

• Distribution alignment with cable providers

• Cross-sell pathways to existing P&C policyholders

The go-to-market design enabled multiple revenue paths:

1. Partner-led acquisition via cable providers

2. Direct targeting of existing homeowners

3. Bundled digital protection offerings

This reduced acquisition friction while expanding addressable market size.

Revenue Modeling & Strategic Impact

Through disciplined revenue modeling and partnership architecture, the initiative projected:

• $30M in annual revenue

• Expansion into a new digital protection category

• Long-term platform scalability

I identified and aligned:

• A technology partner in Israel

• A Fortune 100 distribution partner

• Internal stakeholders across product, strategy, and distribution

While final implementation details remain confidential, the commercial strategy positioned the company to launch a defensible, scalable cybersecurity business line.

Strategic Significance

This case demonstrates how:

• Cybersecurity revenue models can be embedded into existing ecosystems

• Commercial architecture unlocks growth without increasing internal sales burden

• New business line development requires disciplined go-to-market design

• Revenue modeling validates scalability before capital commitment

Fresh ideas created the opportunity.

Disciplined commercialization made it viable.