UI Path - Building a Go-to-Market Plan for the UK Insurance Sector

Building a Go-to-Market Plan for the UK Insurance Sector 

A Workshop for Tech ProvidersThe UK insurance sector is complex, regulated and traditional - it spans personal and commercial lines with multiple different lines of business. It’s also exciting and varied and for technology providers like UI Path, a big opportunity to help insurers and brokers to streamline, and automate processes as well as unlocking insights from all the unstructured documents that pervade the insurance industry. Success in the insurance sector relies on a deep domain knowledge of the market - its players, its challenges, and its regulatory and transformation changes. UI Path recently participated in Camelot’s go-to-market (GTM) workshop that is tailored to give UI Path the knowledge, tools and insights to support their efforts to grow and differentiate with their new solution offerings.

Why Knowing the Insurance Market CountsThe UK insurance industry features a whole host of different types of organisations from large scale global players to UK-only companies to Lloyd’s of London, to MGAs to InsurTechs. Then add Blueprint Two, DORA, AI in underwriting, and climate risks to name but a few alongside challenges like cybersecurity, regulation, and legacy systems, it’s a complex industry to navigate. 

For any technology provider, understanding this isn’t optional - it’s the only way to navigate how to stand out. The market is flooded with solutions; insurers and brokers don’t lack tech options, they struggle with adoption. UI Path needs to pinpoint what makes their offering different to craft a unique selling proposition (USP) that truly solves an insurer or broker challenge. Success hinges on relationships, not just features. 

Camelot’s explanation and real world use cases of industry-specific language and challenges, and corporate structures have transformed UI Path’s approach. For instance, the guidance on conversation approaches and decision-making hierarchies within companies has enabled UI Path to tailor pitches more effectively, leading to higher engagement and success rates.

This workshop digs into these practical steps, turning market know-how into a competitive edge.

What does the Workshop Cover?

Starting with a close look at the UK insurance landscape: key players (insurers, brokers,reinsurers), personas (CIOs, underwriters, claims managers), stats & language (what’s COR or an MGA?) and how to read an insurance report and accounts. It also covers trends like digital shifts, priorities like unstructured data and customer focus and innovation. 

Thereafter, Camelot focuses on client specifics by identifying target players and personas, choosing routes like direct sales or partnerships, and shaping messaging, an elevator pitch, and a minimum viable product suited to UK insurers. We explore differentiation, demo techniques, and sales tactics. Finally, we review the client’s current pitch, highlighting what works - or doesn’t - and offering clear feedback to refine it.

The Benefit

For UI Path, this workshop delivered a practical way to tackle the UK insurance market with an outline strategy grounded in real understanding to enable success and drive results.