How to book a managed sales campaign for insurtech businesses in the UK
- Cormac Repman
- 3 hours ago
- 4 min read
Insurtech companies face a unique sales challenge. You've built a product that solves a real problem, but traditional sales channels don't work well for complex financial products. Cold email gets filtered. Account-based marketing is slow. In-house teams are expensive to hire and train. Managed sales campaigns through real calling teams are emerging as the fastest way to build pipeline, but most UK insurtech founders don't know how to evaluate or book them properly.
Why Managed Sales Campaigns Work for Insurtech
Insurtech products sit in a strange middle ground. They're too specialized for generalist sales agencies, but too expensive to support a full in-house team before product-market fit. Your typical prospect is a risk manager or operations director at a mid-market broker or enterprise insurer, and they won't engage with a bot or a junior BDR.
The data backs this up. Insurtech companies using real calling teams (not AI dialers) see 35-45% connect rates on outbound calls. Compare that to email-only campaigns at 2-3% open rates, and you understand why calling works.
Real human callers who understand insurance terminology build trust faster. They can handle objections about regulatory compliance, integration complexity, and pricing. They qualify opportunities properly, which means your sales team doesn't waste time on tire-kickers.
What You're Actually Buying
When you book a managed sales campaign, you're not buying a list of leads and a contract with one BDR. You're buying an outsourced sales team that works specifically on your target accounts for a fixed period, usually 8-12 weeks.
This means:
Dedicated calling team trained on your product, ideal customer profile, and competitive positioning
Weekly reporting on calls completed, conversations booked, objections raised, and pipeline created
Flexible callers who scale up or down based on your needs (not locked into full-time headcount)
No hiring or training overhead on your end
Pay-per-meeting model so your cost scales with actual pipeline generation, not hours billed
The key difference from freelance BDRs: managed campaigns provide accountability and consistency because the agency is financially incentivized to book real meetings, not just log hours.
The Glencoco Model and How It Works
Nurturance runs sales campaigns through Glencoco, a marketplace for managed outbound that connects insurtech and fintech companies with real calling teams across the UK and beyond.
Here's how it works in practice:
You define your ideal customer profile (company size, sector, job title). Nurturance's team researches and builds a prospect list, then assigns a calling team to dial, qualify, and book meetings over 8-12 weeks. You only pay for confirmed meetings booked on your calendar, not for calls dialed or emails sent.
This means there's built-in alignment. If the callers are unqualified or make bad calls, they don't get paid as much. If they do good research and have quality conversations, your pipeline grows and they earn commission.
How to Book a Campaign: Step by Step
1. Define Your ICP and Annual Value
Before talking to any agency, be clear on who you want to reach. For insurtech, this might be "brokers with 50-500 staff using legacy systems" or "enterprise insurers in the London area looking to cut claims processing time." The more specific, the better. Also know your typical deal value—this helps agencies scope the campaign correctly.
2. Build Your Target List
Most managed campaign providers will research this for you, but having your own list helps. Use a combination of LinkedIn Sales Navigator, Insurance Journal rankings, and direct outreach to insurance networks. In the UK, industry bodies like the British Insurance Brokers Association have directories.
Expect to refine the list. Not every prospect will pick up or qualify. A campaign targeting 300-500 contacts is typical for 8-12 weeks.
3. Agree on KPIs and Payment Terms
The most important conversation. You should agree upfront on:
Cost per booked meeting (typically £150-300 per qualified meeting)
Minimum number of meetings to book (agencies may commit to 8-15 meetings over the campaign)
Definition of "qualified" (40-minute call with a decision maker, specific problem identified, timeline discussed)
Reporting cadence (weekly or bi-weekly)
Follow-up sequences (email nurture after calls, usually included)
4. Onboard the Calling Team
Once you've signed an agreement, the agency will spend a week or two getting callers trained. This means:
Briefing on your product and how it differs from competitors
Role-playing common objections ("Our existing system works fine" or "We can't integrate another vendor")
Understanding your pricing, implementation timeline, and ROI narrative
Building rapport with your team so they can answer technical questions on calls
Expect to run at least one kickoff call with the team before calling starts.
5. Weekly Check-ins and Optimization
Real campaigns adapt. By week 3, you should see data on which titles pick up, which verticals are most interested, and what messaging resonates. Good agencies will pause less-effective segments and shift focus to warmer prospects.
You should see meetings booked by week 2 at the latest. If nothing's booked by week 4, the campaign isn't working and needs revision.
6. Conversion and Follow-up
Managed campaigns typically include email nurture and LinkedIn outreach to people the team called but who didn't book. This keeps warm leads warm and extends your pipeline.
Track which campaigns actually convert to customers, not just booked meetings. This tells you whether the quality is real or if callers are just booking any call that sounds like a decision maker.
Book Your First Campaign with Nurturance
If your insurtech company has product-market fit but is struggling to build outbound pipeline, a managed sales campaign is the fastest way to validate demand without hiring a full sales team.
Nurturance specializes in insurtech and fintech outbound through real calling teams. We commit to booking qualified meetings, provide weekly transparency on what's working, and adjust on the fly based on response rates.
Ready to run your first campaign? Book a 20-minute call with our team to discuss your ICP, budget, and timeline. We'll scope the campaign properly and give you realistic numbers on meeting volume and pipeline value.
Start here: [Your Cal.com link for Nurturance meetings]
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