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Case Study 3

Case Studies

 

Leveraging a $22M Platform to Secure Nationwide Market Scale for a Fortune 10 Subsidiary

Scaling Up Nationwide

Growing from a specialized niche to a major national workplace benefits provider.

INDUSTRY > INSURANCE

INDUSTRY > Accident & Health Insurance / Workplace Voluntary Benefits

CLIENT PROFILE
Wellfleet (A Berkshire Hathaway Company) — A prominent healthcare insurance administrator pivoting from a specialized niche into a major national voluntary workplace benefits competitor.

THE CHALLENGE
The client needed to translate a proprietary $22,000,000 technology asset (the Lighthouse cloud platform) and a sprawling, fragmented list of national accounts, RFIs, and broker networks into a singular, forward-looking commercial trajectory. The narrative hurdle was to prove to sophisticated B2B brokers and Fortune 500 employers that a legacy administrator had the infrastructure to scale profitably over the long term.

THE SOLUTION
We architected a master executive strategic activation deck that synthesized fragmented corporate data into a crisp, 7-step sequence of actionable milestones. The strategic framework translated complex backend IT capabilities into customer-facing sales advantages, mapping active contract negotiations and institutional advantages into a unified, high-visibility commercial roadmap.

THE STRATEGIC RESULT

  • $22M Asset Optimization: Leveraged an existing eight-figure digital infrastructure investment to build the core client-facing business case for market penetration.

  • National Account Trajectory: Structured a complex web of Tier-1 national broker networks (including Aon, Willis Towers Watson, Lockton, Alight, Acrisure, and HUB National) and prioritized active pipeline targets like a $1.0M–$1.5M regional enterprise health system opportunity.

  • Enterprise Market Scope: Positioned the carrier’s commercial expansion strategy to aggressively pursue high-value nationwide employer contracts, including multibillion-dollar global aerospace manufacturers, national defense contractors, and major energy utility conglomerates.

 

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