How We Helped a YC-Backed Startup Achieve 40% SQL Conversion - InQuery
Learn how ScaleMate helped Y Combinator startup InQuery navigate their Workers Compensation pivot, conducting 10 strategic discovery meetings with senior executives and uncovering critical reserve estimation pain points that redefined their sales strategy.
InQuery (backed by YC) is the AI-powered workspace for claims professionals. We help claims adjusters, attorneys, and physicians deduplicate, summarize, and sort through medical-legal records for faster case and report writing.
The Problem
InQuery had just gone through a recent pivot in both the market they were targeting and the product they were offering. By utilizing an existing relationship in the Workers Compensation Insurance industry, they were able to understand the generalized pain points of Claims Adjusters. They were now looking to scale their outreach efforts to see if Senior Executives within this industry understood claims adjuster problems and were looking for solutions to improve efficiency.
Why Engage ScaleMate
ScaleMate has extensive experience with both scaling outbound efforts and validating markets through in-depth discovery. InQuery were looking for a partner who was flexible and understood the nuances of customer discovery to deliver their desired outcome.
The Solution
ScaleMate set out to achieve the following during a three-month engagement:
Define an Ideal Customer Profile (ICP) in the US & potential growth paths
Conduct 10 discovery meetings with target ICP contacts
Test key market hypotheses / value proposition statements
Validate their market thesis and uncover the quickest route to market in the US
MARKET RESULTS
Over the course of the three-month engagement ScaleMate:
Generated 15 interested contacts
Held 10 discovery meetings
Converted 4 meetings to SQLs (40% conversion rate)
Created 2 key opportunities with a C-suite & Director-level contacts at Workers Compensation Insurance providers
One key insight ScaleMate uncovered during this engagement was the importance of estimating reserves for Workers Compensation Insurance providers to ensure they are not penalized for late or incorrect payments.
This pain point is something that will be a core focus for InQuery’s sales efforts moving forward.
“We thoroughly enjoyed working with ScaleMate. We were able to learn key sales automation techniques and really understand at a C-suite level the pain points that the Workers Compensation Insurance industry experiences. Overall great experience and a key driver for our sales strategy moving forward.”
Erick Enriquez
Founder
