Panel: Engaging the Cyber Insurance Ecosystem to Scale Your Business

2:55 pm
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3:45 pm

At $15B, the global cyber insurance market is still in its infancy, but experts project it'll more than double by 2030, and the influence exerted by the insurance ecosystem is bound to grow alongside. Insurance is frequently assessing what is 'reasonable security' and which security controls and technologies are must-haves. So how do you position your company to benefit from underwriting mandates, broker referrals, and legal expertise?

This panel leverages experts with decades of experience across the entire cyber insurance ecosystem to answer that question and much more. Listen and engage with the CRO/CMO duo that helped build the largest incident response business in the world, thanks to strong relationships with insurers and law firms, a cyber insurance broker that’s actively shaping applicants into “good risk”, and an underwriter responsible for assessing and managing cyber risk for a huge portfolio of companies.

Key Takeaways:

  • Understand insurance as a channel rather than insurance as a client
  • The key personas that compose the cyber insurance ecosystem, their role in policyholders' buying journeys
  • The main challenges cyber insurance pros are facing and their latest interests in technology and service vendors

How to gain mindspace (and referrals) from the cyber insurance space:

Commonly avoidable pitfalls and ineffective approaches to marketing in the cyber insurance world

Session Agenda

  • Understand insurance as a channel rather than insurance as a client.
    ‍
  • The key personas that compose the cyber insurance ecosystem, their role in policyholders' buying journeys.
    ‍
  • The main challenges cyber insurance pros are facing and their latest interests in technology and service vendors.
    ‍
  • How to gain mindspace (and referrals) from the cyber insurance space.

Speakers

Leo Saraceni

Head of Marketing, Consulting

Cybereason

Leo Saraceni

Head of Marketing, Consulting

Cybereason

Leonardo Saraceni is the Head of Marketing for the Consulting team at Cybereason, where he’s responsible for global go-to-market strategy, growth, demand generation, and brand expansion. With over 17 years of expertise in marketing and communications, Leo previously led marketing for the Cyber Risk business unit at Kroll, a global risk and financial advisory firm. At Kroll, Leo was responsible for global strategy and execution, building a powerful team that helped shape the Cyber Risk business into the largest incident response provider in the world and established Kroll as a leader in MDR and offensive security.

Leo’s prior roles included digital leadership at Wealth‑X, an Altrata company, and LexisNexis. Leo’s based in the NYC metro area.

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Violet Sullivan

AVP, Cyber Solutions

Crum & Forster

Violet Sullivan

AVP, Cyber Solutions

Crum & Forster

Ms. Sullivan is an industry-leading cybersecurity and privacy attorney and Certified Information Privacy Professional and Privacy Manager (CIPP/US & CIPM) who has provided thousands of clients with cybersecurity, privacy and emerging technology (AI) services. She currently leads the Crum & Forster Cyber Solutions Team, providing cyber insurance policyholders with value added resources before, during and after a cyber incident. Her expertise in preparing businesses for cyber incidents and managing scaled breach responses has made her a trusted authority for public and private sector clients, including many Fortune 100 companies. Ms. Sullivan also serves as a professor of Cybersecurity & Privacy Law for Baylor Law School’s LLM. Program, where her focus on cyber, privacy and AI issues within litigation management

About this Session's Track

Field & Channel, Partner, Tech Alliances

Explore best practices for building and scaling partner ecosystems, strategic alliances, and field marketing programs that expand your reach, integrate into account-based marketing strategies, and accelerate co‑selling.