Callan Harrington returns from ITC Vegas with a critical observation that every insurtech needs to hear. Despite increased capital flowing into the market and genuine excitement around new technology, decision makers are completely lost trying to figure out what these companies actually do. When everyone claims to be "the AI company for insurance," the messaging becomes indistinguishable noise.

Callan breaks down why this positioning crisis is happening and reveals the massive opportunity it creates for companies willing to get specific. He shares real examples from the conference floor, including how consultants are now stepping in as curators to help overwhelmed buyers navigate the sea of similar-sounding AI solutions. The episode covers tactical strategies for standing out, from owning specific use cases to building strategic partnerships that can unlock much larger deals.

This solo episode delivers actionable insights for any insurtech struggling to differentiate in an increasingly crowded market.

Key topics covered:

[00:00] Intro
[01:42] People are lost in insurtech
[02:33] How we got here
[04:20] AI companies trying to own everything
[05:45] VC perspective on AI differentiation
[07:07] Insurance's massive technology spending
[08:19] Having AI is now table stakes
[09:05] Decision maker fatigue and confusion
[10:00] Consultants filling the curation role
[11:09] Missing out on consultant relationships
[13:28] What insurtech companies can do
[14:43] Getting more specific with use cases
[16:18] Huge opportunity for better positioning
[17:56] Lean into partnership-led growth
[18:45] Most exciting ITC despite confusion
[19:51] Big opportunity for positioning winners

Connect with Callan Harrington on LinkedIn for more insurance growth insights: https://www.linkedin.com/in/callanharrington

Subscribe for more tactical insurance marketing strategies and growth campaigns that drive real results in the industry.