Verity Insurance: Finding 16% Growth
Consulting
medium45 min0 submissionsRazorpay
Scenario
Verity Insurance (insurance, US) has grown at 2% a year for three years. The new CEO has committed the board to 16% growth — a gap of roughly $166 M of incremental revenue in year one.
What we know.
- Current revenue: $1184 M
- 1930 active customers
- Annual customer churn: 21%
- Estimated share of existing customers' relevant spend: 18%
- The core market is growing at 3% — so the company is roughly holding share
The CEO's instinct is to enter a new geography. The CFO thinks the answer is in the existing base. Nobody has yet sized either.
Supporting data
market
- core market growth pct
- 3
customers
- active customers
- 1930
- annual churn pct
- 21
- share of wallet pct
- 18
- average revenue per customer
- 613472
current state
- revenue m
- 1184
- growth pct
- 2
- revenue gap m
- 166
- target growth pct
- 16
Your task
Build the growth case. Provide:
- Analysis — where growth could come from, sized.
- Risks — of the options you recommend and reject.
- Recommendation — a prioritised growth portfolio for the next 24 months.
Ready to move forward? Up next: Nimbus Health: Finding 25% GrowthNext question
How you'll be graded
100 points, 60% to pass.
- evaluation25
- recommendation25
- option generation25
- problem structuring25
Hint
Reveal suggested structure
Decompose growth into five sources and size each:
- Retention — reducing 21% churn
- Penetration — raising 18% share of wallet
- New customers in existing segments
- New products to existing customers
- New geographies or segments
Score on size, speed, cost and risk. The first two are usually cheapest and fastest; the last is usually slowest.