Account research
Three made for IT sales and marketing teams, each for one buyer. Open any of them to see it in full.
Northwind · Account researchUPDATED TODAY · 11 SOURCES
ACCOUNT RESEARCH · PROPERTY & CASUALTY
Acme Insurance
$14B premium · 9,000 people · Hartford
Signals about the company
AUG 2026 · Q2 EARNINGS CALL
CEO commits to cutting claims cycle time by a third before the 2027 rate filing.
MAR 2026 · 10-K, P.14
Three claims systems to be retired by 2028.
THIS MONTH · CAREERS PAGE
14 open data engineering roles, all in claims.
Signals about Rachel Kim, COO
SEP 2026 · INSURTECH PODCAST
“Adjusters drown in swivel-chair work across three screens.”
2 WEEKS AGO · LINKEDIN
Shared a post on claims leakage with the note “this is the number.”
2024 · PRIOR ROLE
Led a claims consolidation at a regional mutual.
WHO TO TARGET
RK
Rachel Kim, COO
Sponsor · owns the cycle-time goal
Then Dev Osei (CIO) to evaluate, Laura Mills (CFO) to approve.
OFFERING
Claims data consolidation
One data layer under all three systems.
PROOF
$48M leakage recovered
Top-10 insurer, year one.
PARTNER
Guidewire + Snowflake
Both already in Acme’s stack.
Do
✓Open with cycle time. It’s her number, in her words.
✓Bring one adjuster story, not a platform tour.
Don’t
✕Lead with AI. She wants the data fixed first.
✕Compare us to the big four in front of her. Save it for procurement.
Account research · Acme Insurance
Account research
Northwind · Account researchORG MAP · ACME INSURANCE
Who decides at Acme.
Six people shape this deal. Two of them have never met us.
Tom Reyes
CEO
Sets the goal
Rachel Kim
COO
Champion
Dev Osei
CIO
Neutral
Laura Mills
CFO
Economic buyer
Sam Ortiz
VP Claims · reports to COO
Ally
Nina Park
Head of Data · reports to CIO
Skeptic
Procurement
Reports to CFO
Gatekeeper
PATH TO YESWin Nina on data quality first. Rachel can’t sponsor what her CIO’s team doesn’t trust.
Org map · Who decides at Acme
Account research
Northwind · Account researchWHITESPACE · ACME INSURANCE
Where we can grow.
Our offerings against Acme’s business units.
CLOUDDATAAISECURITYMANAGED
Personal lines
Active
Open
Open
—
Rival
Commercial
—
Open
Rival
—
Open
Claims
Active
Open
Open
Active
—
Finance
Rival
—
Open
—
Open
OPEN WHITESPACE
$6.2M
over the next 24 months
Top three plays
✓Claims data, then AI on top of it.
✓Data platform for Personal lines pricing.
✓Managed security for Commercial.
Whitespace · Acme Insurance
Account research
Account research3 EXAMPLES
Account research · Acme Insurance
