Q&A with John A. Steinert, Chief Marketing Officer at TechTarget

MEDIA 7 | November 28, 2019

Ed Breault, Chief Marketing Officer at Aprimo is a marketer with over 18 years of industry experience. At Aprimo, Ed is responsible for the global brand and growth which includes all Paid/Owned/Earned media, Brand Experience, Product Marketing, Industry Marketing, Influencer Marketing, Strategic Communications, Content Marketing, Analyst Relations, Alliance Marketing, Public Relations, Events, Demand Generation and Account-Based Marketing. MEDIA 7: What’s your superpower? ED BREAULT: I would say it’s applying the full spectrum of art and science that is required in marketing today. Not just left or right brained, but whole-brained strategy. Being human yet data-driven and really understanding numbers and (the right) metrics to make connections to business drivers. Add storytelling to that, so I can effectively communicate to my team, the CEO and CFO as well as my Board of Directors on those metrics, and connecting all that we are doing in marketing to the mission of the business. Then quickly shifting gears to the art and creative aspects of marketing that are required to engage an audience and tell great commercial stories that take complex concepts and craft them in a way that is interesting for people to pay attention to. I have to be the ultimate point of truth for the brand. M7: At Aprimo, how have marketing leadership roles and responsibilities evolved over the past few years? EB: There are so many dimensions needed by marketing leaders today. There are several elements driving this evolution, it’s the new experience battlefront that is emerging and also marketers themselves driving changes. From a market perspective, there is a clear appetite for disruption and consumers are wanting more experiential elements to their buying experience and interactions with brands. Take a few direct to consumer disruptions like trialing products in-home, purchasing directly from a brand or even wanting to ensure that the producer’s trade practices are in line with the buyer’s or even a regulator’s for that matter. Then we want to try before we buy, and we emotionally care about the supply chain of products. Do we TRUST this brand to do business with them? Behind all of this is a story that needs to be told, and it is those marketers who know their audience well and make connections that will win the commercial game. Back to the marketer, there are so many diverse backgrounds that marketers bring now and I’m really intrigued by those who have unconventional backgrounds because they contribute something uniquely new to the field. I love hearing about the marketer’s journey.

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Media 7 | May 17, 2021

Darcy Shapiro, Chief Operating Officer, Americas at Cover Genius is a leader in the Americas region of a global Insuretech company with a demonstrated history of working in many facets of the insurance and technology industries. She is skilled in product development and innovation, portfolio management, underwriting, claims management, process design, compliance, legal, partnerships, strategy and implementation.

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MEDIA 7 | December 5, 2019

Andrea Lechner-Becker, Chief Marketing Officer at LeadMD is an experienced Marketing and Sales Executive with a demonstrated history of working in the marketing and advertising industry. Skilled in Business Process, Marketo, Sales, Customer Relationship Management (CRM), and IT Service Management, Andrea is also a strong business development professional and a storyteller. MEDIA 7: What inspired you to get into marketing? ANDREA LECHNER: Frankly, not having better options. I originally attended the University of Wisconsin-La Crosse thinking I’d major in Archaeology. I wanted to be Indiana Jones! But, after visiting the archaeology building – i.e. the cold, dark basement of the science building – where a girl sat to piece together pieces of an old Native American vase, I knew archaeology was not going to be the right path for me. And so, without being good at science and a major in art or art history was unlikely to pay my bills, I decided to go into “business”. I originally registered as a management major, but took my first marketing class and thought it was more interesting and switched my sophomore year. That was pretty much it. I’d never been involved in business classes or DECA in high school – I didn’t really know what to do or what jobs in marketing were even possible. I dumb lucked myself into it really. M7: As a storyteller, do you relate the brand to a story or story to the brand? AL: Both? Neither? I think there are stories in every brand, because there are people working on the brand and people engaging with the brand and people using what the brand creates. People, most often a single person, are at the heart of great stories. You can start with the “point” of the story you’re trying to tell. Say you have a software that help accountants better create reports for board meetings. It’s likely you’ll want to tell a success story about an accountant getting promoted to CFO in part because your software helped better communicate their work product to the board. You could have the idea for that and go looking for that story in your customers. OR, you could hear that story, and say, “That’s amazing!” and share it with customers, partners and internal people. Stories are all around us – the most important thing is to keep your ears and eyes open for finding them.

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Workers Compensation

Business Wire | January 11, 2024

Hourly.io, a fast-growing payroll and workers’ compensation company, has completed the initial implementation of Origami Risk’s multi-tenant Software-as-a-Service (SaaS) P/C core solution, bringing automation and accelerated underwriting to its breakthrough insurance platform for small and mid-sized businesses with hourly and mobile workers. Using Origami’s API, Hourly can now provide instant quotes for policies throughout California and in other states as it continues its rapid expansion throughout the U.S. The platform integrates rates and rules from NCCI and other bureaus with Hourly’s underwriting models. Hourly combines payroll with time and attendance data to determine workers’ compensation premiums with to-the-penny accuracy in real time. The rating information is instantly applied to applications submitted by insurance agents and brokers through Hourly’s instant quote portal. “We're pleased that the implementation of Origami’s scalable rating solution took fewer than 90 days from start to finish; by streamlining our rate-to-bind process we’re able to drive down costs, strengthen relationships with our network of agents and brokers, and win more business,” said Tom Sagi, Co-founder and CEO, Hourly. “We now look forward to completing the full implementation of Origami’s policy administration system to help us maintain speed, efficiency and accuracy as we grow.” “We’re able to work closely with Hourly’s team to accommodate their accelerated timeline for implementing our API and our entire policy administration system,” said Christopher Bennett, chief strategy officer, Core Solutions division at Origami Risk. “These proprietary capabilities are among several innovative solution sets we’ve developed to help carriers, pools, program administrators and other insurance providers drive efficiencies across critical functions, meet customer needs and improve overall performance.” Origami Risk offers a full suite of end-to-end, integrated SaaS solutions for policy, rating, billing, loss control and claims administration, reporting and analytics, along with a full-service bureau content management solution and a comprehensive digital engagement experience for all internal and external stakeholders. Established in 2018, Hourly offers workers’ comp insurance and an integrated platform that connects workers’ comp, time tracking and payroll in real time—an innovation that ensures premiums are calculated with unprecedented precision. Hourly is first of its kind in the industry to bridge this gap seamlessly with a mobile-first platform. About Hourly Headquartered in Palo Alto, California, Hourly.io is an insurtech startup offering full-service payroll and workers' comp insurance for small and medium businesses with hourly workers. Powered by real-time data, Hourly's platform ensures running payroll is as easy as pressing a button and that you get accurate workers' comp premiums down to the penny. About Origami Risk – Core Solutions Division Origami Risk provides integrated SaaS solutions that simplify insurance, risk, and safety for insurers, managing general agents (MGAs), program administrators, third party claims administrators (TPAs), risk pools, brokers and more. Origami Risk delivers its highly configurable and completely scalable integrated insurance core system, risk management and safety solutions from a secure, multi-tenant platform accessible via web browser and mobile app.

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Core Insurance

Business Wire | January 29, 2024

Inszone Insurance Services, a rapidly growing national provider of commercial, personal, and benefits insurance, is pleased to announce its recent acquisition of High Desert Insurance, out of Pueblo, Colorado. High Desert Insurance, born in 2011, has been a trusted insurance go-to for over ten years. Starting with three employees, they've grown into a team of seven, always coming through with top-notch insurance solutions for individuals and businesses. The values of High Desert Insurance mesh perfectly with what Inszone Insurance is all about, making this acquisition a great fit as Inszone looks to grow its services in Colorado. "We are delighted to welcome High Desert Insurance to the Inszone family," expressed Chris Walters, CEO of Inszone Insurance Services. "With a decade-long track record of delivering outstanding outcomes for its clients, High Desert Insurance has built a commendable legacy. Our commitment extends to preserving and enhancing this legacy by offering comprehensive back-office support and access to additional markets to the High Desert team." The newly acquired High Desert Insurance will operate under the Inszone Insurance brand and maintain its existing Pueblo, Colorado, location, ensuring a seamless transition and consistency in service for its valued clients. Inszone Insurance is dedicated to retaining the experienced team from High Desert Insurance to ensure the continuation of the high-quality service that clients have come to expect. As Inszone Insurance continues its strategic growth, the acquisition of High Desert Insurance represents not only a significant expansion but also a blending of values, reinforcing the commitment to excellence in service within the dynamic landscape of Colorado. Founded in 2002 and headquartered in Sacramento, California, Inszone is a full-service insurance brokerage firm that provides a broad array of property & casualty insurance and employee benefits solutions. With a strong, experienced management team, Inszone continues to grow organically and through acquisitions. With 54 locations across California, Arizona, Colorado, Idaho, Illinois, Kansas, Michigan, Missouri, Nevada, New Mexico, Oregon, Texas, Utah, and Washington, the company is looking to expand further throughout the United States.

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Annuities

PR Newswire | January 10, 2024

New York Life Investment Management ("NYLIM") today announced a strategic partnership with Bow River Advisers, a subsidiary of Bow River Capital. The partnership combines NYLIM's distribution and client service strengths, with Bow River Advisers' expertise in private markets investing and portfolio management. With this new agreement, NYLIM will take a minority interest in Bow River Advisers and serve as distribution partner for the Bow River Capital Evergreen Fund ("EVERX" or "the Fund"), a fund that provides access to a diversified portfolio of private equity investments. "New York Life Investment Management has been committed to providing quality alternative investment solutions to our clients for more than two decades," said New York Life Investment Management Chief Operating Officer Kirk Lehneis. "This partnership with Bow River Advisers, an innovator in providing high-quality private equity exposure in an investor-friendly structure, will allow us to provide a more differentiated product offering to our clients, while providing additional support to the Fund's existing client base." The Bow River Capital Evergreen Fund was launched in May 2020, and provides access to a broad range of private equity investments across sector, sponsor, geography and size. The Fund's combination of immediate investment exposure, broad diversification and low investment minimums ($50,000 for accredited investors) has attracted interest from a wide range of investors, particularly those interested in diversifying their traditional stock and bond portfolios. "We built the Bow River Capital Evergreen Fund to provide investors with what we believe is an easily accessible private equity portfolio," said Jeremy Held, Managing Director, Bow River Advisers and President of the Evergreen Fund. "Our partnership with New York Life Investment Management provides significant resources that will allow us to broaden the Fund's investor base while remaining focused on portfolio management and the Fund's day-to-day operations. As one of the largest and most well-respected institutional investors in the world, New York Life Investment Management will bring expertise that can enhance the reach of the Fund going forward." NYLIM will provide distribution and marketing support to the Fund, and Bow River Capital Evergreen's investment strategy, team and day-to-day operations will remain unchanged. About New York Life Investments With over $687 billion in Assets Under Management as of September 30, 2023, New York Life Investments, Pensions and Investments' 25th Largest Money Manager, is comprised of the affiliated global asset management businesses of its parent company, New York Life Insurance Company, and offers clients access to specialized, independent investment teams through its family of affiliated boutiques. New York Life Investments remains committed to clients through a combination of the diverse perspectives of its boutiques and a long-lasting focus on sustainable relationships. "New York Life Investments" is both a service mark, and the common trade name, of certain investment advisors affiliated with New York Life Insurance Company. About Bow River Capital Bow River Capital is a private alternative asset manager based in Denver, Colorado, focused on investing in the lower and middle market in four asset classes: private credit, private equity, real estate, and software growth equity. Through its subsidiary Bow River Advisers, LLC, Bow River Capital also offers a registered interval fund – Bow River Capital Evergreen Fund (EVERX) – designed to provide private market access to a broader set of investors. Collectively, the Bow River Capital team has deployed capital into diverse industries, asset classes and across the capital structure.

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