Turning Cyber Risk Into a Scalable Revenue Engine

Case Study: Fortune 100 P&C Insurance

The Challenge

A large P&C company wanted to explore the cybersecurity risks facing everyday consumers. Many leaders were not technical experts and did not fully understand the growing complexity of cyber threats, smart home devices, and the products already in the market.

Market Insight

Today, almost every home has smart devices, and every homeowner needs cable or internet service. While these devices make life easier, they also create new ways for hackers to enter a home. The challenge was that consumers did not associate this company with protecting connected devices the way they protected their current customers.

The Business Opportunity

The opportunity focused on both protection and growth through partnerships with cable providers. Cable companies are often the first point of contact when homeowners set up technology in a new house. We explored a model where cybersecurity protection could sit on top of routers, and then IoT devices, and be sold as an add-on through cable companies, with shared revenue.

Go-to-Market Strategy

This approach opened access to new customer segments without adding sales effort on the company’s side. The cable company managed the sales, while the company shared in the revenue and gained a new distribution channel. The solution could also be directly targeted to homeowners already purchacing P&C insurance, creating multiple paths to market.

Impact

While I can’t share the final solution, I helped identify a technology partner in Israel and a Fortune 100 distribution partner to launch a new business line for the company projected to generate $30M in annual revenue.