Callan Harrington breaks down the evolving go-to-market landscape for insurtech companies, sharing insights from his presentation at InsureTech New York's Education Day. As founder of Flashgrowth, Callan examines what's stayed the same from 2024 and what's rapidly changing in 2025 as AI transforms sales and marketing strategies.

Callan covers critical benchmarks for scaling revenue from zero to 1 million, 1 to 10 million, and beyond 10 million in annual recurring revenue. He explains when to hire your first sales reps and VP of Sales, and when the timing is right to scale. The discussion includes essential metrics like customer retention rates, quota attainment benchmarks, and the importance of crossing the chasm from early adopters to early majority customers.

Key topics covered:

[00:00] Intro
[03:24] Zero to 1 Million Sales Benchmarks
[05:05] When to Hire First Sales Reps
[06:54] 1 to 10 Million Growth Stage
[08:01] Hiring Your First VP of Sales
[11:23] Scaling Past 10 Million Revenue
[12:25] Golden Rule of Quota Attainment
[14:05] Ideal Customer Profile Requirements
[14:59] Crossing the Chasm Strategy
[18:00] AI's Impact on Go-to-Market
[19:45] Cold Calling Death Myths
[21:13] Partnership Led Growth Rise
[22:25] Revenue Leaders Need AI Skills
[24:06] Things Are Moving Faster
[25:38] Expert Status Requirements
[27:04] Go-to-Market Headcount Predictions
[28:40] Relationships as Future Currency

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