How ScalingMate Helped InQuery Achieve 40% SQL Conversion in Workers Compensation
How ScalingMate helped Y Combinator startup InQuery navigate their Workers Compensation pivot, conducting 10 strategic discovery meetings with senior executives and uncovering critical reserve estimation pain points that redefined their sales strategy.
The Client
InQuery (YC-backed) is an AI-powered workspace for claims professionals. Their platform enables claims adjusters, attorneys, and physicians to quickly deduplicate, summarize, and organize medical-legal records, speeding up case reviews and report writing.
The Challenge
After a strategic pivot, InQuery needed to validate their new direction in the Workers Compensation Insurance market. They needed:
A clear US Ideal Customer Profile (ICP)
Direct feedback from senior decision makers
A scalable outbound process to uncover the fastest route to market
Why ScalingMate
InQuery partnered with ScalingMate to leverage AI-powered outbound for targeted discovery. Our goal: deliver actionable intelligence, validate key hypotheses, and build a repeatable process for US expansion.
The Solution
Over a three-month engagement, ScalingMate:
Defined InQuery’s US ICP using natural language and intent data
Automated outreach to C-suite and Director-level contacts at Workers Compensation Insurance providers
Conducted 10 discovery meetings to test key market hypotheses and value propositions
Built a repeatable outbound playbook and sales strategy for growth
The Results
15 interested contacts generated through AI-driven outbound
10 discovery meetings held with senior decision makers
4 meetings converted to Sales Qualified Leads (SQLs) - a 40% conversion rate
2 key opportunities created with C-suite/Director-level contacts
Key Insight
ScalingMate’s process uncovered a critical pain point: reserve estimation. For Workers Compensation Insurance providers, accurately estimating reserves is essential to avoid penalties for late or incorrect payments. This insight is now a core focus for InQuery’s sales strategy.
Client Testimonial
“We thoroughly enjoyed working with ScalingMate. We were able to learn key sales automation techniques and really understand at a C-suite level the pain points that the Workers Compensation Insurance industry experiences. Overall great experience and a key driver for our sales strategy moving forward.”
— Erick Enriquez, Founder, InQuery
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