Leading the North American go to market strategy
Leading FRISS' business expansion in the US and Canada as the VP of Technology
VP of Technology
2019
Background
With the series A investment FRISS wanted to launch its businesses in North America. Given the local differences from the already established European market, localization was needed to ensure success in the US and Canada.
Challenge
The US insurance market is the biggest insurance market in the world, which, in terms of fraud detection, was still a green field. However, the US market is a different market with different insurance products compared to Europe, where even the most basic auto (or motor) insurance products are different. Building a US product and US team were key to winning the market.
Solution
In the spring of 2019, I temporarily moved to Chicago to help launch FRISS in North America. During my time in the US, I led the expansion from a technology perspective, where I hired and trained a local sales engineering team to further the work after I left the US. Furthermore, I was hands on in many of the sales and marketing activities; providing demos at conferences and at clients, answering RfPs, helping write marketing content and engaging with the IT team of clients and prospects. Lastly, I fed local requirements and market needs back into the dev team in the form of user stories, which they could then build.
Results
With 10+ clients and $2M+ in revenue FRISS was firmly established in 2020 when I completed the assignment. I then hired and trained 2 FTE to continue the work under my supervision. In the following years the business grew to ~40 clients and $10M+ revenue.