Jon Corrin of Xilo on Strong Onboarding Processes and Pipeline Automation in the Insurance Industry

The Capital Stack

In this conversation, David Paul interviews Jon Corrin, the co-founder of Xilo, a vertical SaaS company in the insurance industry. They discuss topics such as pipeline management, the evolution of the insurance industry, Xilo's value proposition, and their market segmentation. Jon shares insights on the importance of product development, the role of instinct in decision-making, and the significance of a strong onboarding process. He also talks about the fundraising journey and the qualities he looks for in investors. The conversation concludes with a discussion on the best business advice Jon has received and his favorite book, 'The 33 Strategies of War' by Robert Greene. You can watch/listen to the podcast on YouTube, Spotify, and Apple.

Takeaways

• Pipeline management is crucial in the insurance industry, and Xilo has focused on automating processes and improving operational metrics to increase pipeline.
• Xilo's value proposition lies in providing a great customer experience on the form submission side and automating workflows into legacy back-office software.
• Jon emphasizes the importance of listening to customers and using instinct and gut feelings to make decisions as a founder.
• A strong onboarding process is essential for customer success, and Xilo provides one-on-one onboardings for each user to ensure a smooth experience.
• When seeking investors, Jon looks for those who can provide access to capital, talent, and customers.
• Jon recommends 'The 33 Strategies of War' by Robert Greene as a compelling book that combines history and business advice.

Sound Bites

• "It's 6X what it was in Q4. So we're doing well."
• "You know, there are so many facets to that because I didn't come from the insurance industry."
• "I'm definitely the type of person that can create a funnel, handle all the operational metrics."

Chapters

00:00 Introduction and Podcast Room Banter

02:10 Pipeline Management and Xilo's Growth

06:41 Xilo's Value Proposition and Automation in the Insurance Industry

10:46 Xilo's Target Market and Growth Potential

15:33 Fundraising and Investor Criteria

23:48 Creating a Strong Onboarding Process

26:05 Book Recommendation: 'The 33 Strategies of War'