{"id":13797,"date":"2021-08-30T16:55:57","date_gmt":"2021-08-30T13:55:57","guid":{"rendered":"https:\/\/insly.com\/?p=13797"},"modified":"2023-08-18T12:04:54","modified_gmt":"2023-08-18T09:04:54","slug":"meet-the-insly-team-martin-kosk-our-head-of-sales","status":"publish","type":"post","link":"https:\/\/insly.com\/en\/blog\/meet-the-insly-team-martin-kosk-our-head-of-sales\/","title":{"rendered":"Meet Team Insly: M\u00e4rtin Kosk, our Head of Sales"},"content":{"rendered":"
<\/div>

This time,<\/span>\u00a0we sat down with<\/span>\u00a0<\/span><\/span>M\u00e4rtin Kosk<\/span><\/span><\/a>, our Head of Sales<\/span>\u00a0as he<\/span>\u00a0shares his story a<\/span>bo<\/span>ut his time at<\/span>\u00a0<\/span><\/span>Insly<\/span><\/span><\/a>.\u00a0<\/span>Across<\/span>\u00a0seven years, M\u00e4rtin has held different sales-related positions<\/span>\u00a0and says that it never gets boring. He explains that B2B sales\u00a0<\/span>is<\/span>\u00a0not about\u00a0<\/span>selling, but<\/span>\u00a0helping the customer to buy. It\u2019s especially important in the MGA space, considering that a full cycle MGA system might cover 90% of daily activities, which is why MGAs just can\u2019t afford this decision to go wrong. Take a\u00a0<\/span>few<\/span>\u00a0minutes to get to know M\u00e4rtin a bit closer<\/span>, as we ask him about his time at\u00a0<\/span>Insly<\/span>.<\/span><\/span>\u00a0<\/span><\/p>\n

How long have you been working at\u00a0Insly? What fascinated you, why did you want to join the team?\u00a0<\/span><\/b>\u00a0<\/span><\/h2>\n

I have been\u00a0at\u00a0Insly\u00a0since 2014. When I joined the team, I was\u00a0really young\u00a0and green and didn\u2019t know absolutely anything about insurance. Me joining the team was\u00a0really more\u00a0of a coincidence. At the time, I was working as a sales guy at a small web marketing agency, doing websites and SEO for small companies. I felt like there wasn\u2019t much more to learn for me, so I started looking around.<\/span>\u00a0<\/span><\/p>\n

Insly\u00a0caught my eye as a cool fintech startup with global ambitions and offices in Tallinn and London. I didn\u2019t have much clue about the fintech industry, but the tech company environment and working with international customers seemed appealing. I was immediately sold after the interview with our CEO\u00a0<\/span>Risto Rossar<\/span><\/a> \u2013 he told the\u00a0Insly\u00a0story so damn well.<\/span><\/p>\n

What has your journey been like at\u00a0Insly?\u00a0<\/span><\/b>\u00a0<\/span><\/h2>\n

In one word: transformative. When I joined,\u00a0Insly\u00a0was still part of the\u00a0<\/span>IIZI<\/span><\/a>\u00a0insurance broker group which had a couple hundred employees. It felt like joining a\u00a0really big\u00a0company, even though the\u00a0Insly\u00a0team was maybe around 15-20 people.\u00a0<\/span>\u00a0<\/span><\/p>\n

I have had the pleasure of working in a sales and support hybrid type of role for very small customers, as Sales Development Representative for larger companies, handling those accounts independently as Account Executive, and eventually as Head of Sales. It hasn\u2019t always been a straight path, there have been plenty of ups and downs. Though every time it has started to get a bit boring, there has been some change and things have suddenly got exponentially more interesting.<\/span><\/p>\n

You<\/span>\u00a0work at\u00a0<\/span>Insly<\/span>\u00a0as<\/span>\u00a0the<\/span>\u00a0Head of Sales<\/span><\/span>.<\/span><\/span>\u00a0As simple as possible: what do you do and how does that help customers?\u00a0<\/span><\/span>\u00a0<\/span><\/h2>\n

I like to think of it this way: when a company engages with\u00a0Insly, I want to make it as easy as possible for them to figure out whether\u00a0Insly\u00a0is a good solution for them. If that is the case, then make it as easy as possible to start working with us. It\u2019s often said that modern B2B sales\u00a0is\u00a0not about\u00a0selling, but\u00a0helping the customer to buy. I think many companies still don\u2019t appreciate how difficult it can be for their customers to buy from them.\u00a0<\/span>\u00a0<\/span><\/p>\n

The number of solutions available for solving any business problem has grown massively. This makes choosing something that works for your company, makes your staff and partners happy, fits\u00a0in\u00a0your budget, and keeps you ahead or at least on par with the competition an extremely difficult task that no one wants to handle alone. It\u2019s especially hard in the MGA space, considering that a full cycle MGA system might cover 90% of your company’s day-to-day activities from quoting to accounts and claims. It\u2019s not a decision you can afford to go wrong or would want to reconsider every six months.<\/span><\/p>\n

Describe\u00a0Insly\u00a0in three words.\u00a0\u00a0<\/span><\/b>\u00a0<\/span><\/h2>\n

I will do it in two! Our tagline is \u201cinsurance easily\u201d, but I would rephrase and go with \u201cinsurance reasonably\u201d:<\/span>\u00a0<\/span><\/p>\n

    \n
  1. \u201creasonably\u201d has another connotation in Estonian which is doing things the right way. I think it seems fitting, because many of Insly partners work with quite complex insurance lines. To get that right from systems and operations\u2019 perspective, you have to balance between simplicity and depth; <\/span>\u00a0<\/span><\/li>\n
  2. I think we have really reasonable people working at Insly which is also what we often hear from our clients – that we are \u201ca nice and reasonable bunch to work with\u201d<\/span><\/li>\n<\/ol>\n

    What makes Insly different from other insurtechs?\u00a0 <\/span><\/b>\u00a0<\/span><\/h2>\n

    I think we stand out from other\u00a0insurtechs\u00a0that work in operations for our deep expertise in intermediated distribution channels such as brokers, agents, wholesale, etc. It comes from the fact that a lot of our core team has a strong insurance broker background.<\/span>\u00a0<\/span>\u00a0<\/span><\/p>\n

    Can you point out some of the most interesting projects you have been involved in?\u00a0<\/span><\/b>\u00a0<\/span><\/h2>\n

    Actually, that\u2019s\u00a0quite difficult, because there is something unique about each of our clients – how they review risk, price it, work with their distribution partners, etc. I guess that is what gives them their edge and has allowed them to be successful in the first place.<\/span>\u00a0<\/span><\/p>\n

    \u00a0<\/span>What helps you let off steam?\u00a0\u00a0<\/span><\/b>\u00a0<\/span><\/h2>\n

    I\u2019m a music nerd who enjoys listening to and making music. The latter is especially good for going into that zone where the steam goes into the turbines and comes out as something positive.<\/span><\/p>\n

    What\u2019s the funniest story that has happened to you at\u00a0Insly?\u00a0<\/span><\/b>\u00a0<\/span><\/h2>\n

    I\u2019m quite bad at retelling stories, but I\u2019ll give it a go. This happened in good old pre-COVID days when business travel was still a thing. Me and our Sales Manager\u00a0<\/span>Robin Luc Oppenheim<\/span><\/a>\u00a0had just come out of a good meeting with a potential client in London City. We were shaking hands and saying goodbyes by the elevators. It was a very positive meeting, everyone was super excited, so it kind of felt right to\u00a0do\u00a0a Fonzie impression and that\u2019s what I did. The prospect smirked a bit, but my colleague\u00a0laughed\u00a0our entire elevator ride down. In hindsight, it might have been funny, but\u00a0definitely embarrassing.<\/span>\u00a0<\/span><\/p>\n

    \u00a0<\/span><\/p>\n

    Stay tuned for more stories introducing team\u00a0Insly!<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

    This time,\u00a0we sat down with\u00a0M\u00e4rtin Kosk, our Head of Sales\u00a0as he\u00a0shares his story about his time at\u00a0Insly.\u00a0Across\u00a0seven years, M\u00e4rtin has held different sales-related positions\u00a0and says that it never gets boring. He explains that B2B sales\u00a0is\u00a0not about\u00a0selling, but\u00a0helping the customer to buy. It\u2019s especially important in the MGA space, considering that a full cycle MGA system […]<\/p>\n","protected":false},"author":12,"featured_media":13811,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[348],"tags":[79,299],"class_list":["post-13797","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archived","tag-mga","tag-team"],"acf":[],"yoast_head":"\nMeet Team Insly: M\u00e4rtin Kosk, our Head of Sales - Insly<\/title>\n<meta name=\"description\" content=\"For seven years in Insly team, M\u00e4rtin has held different sales-related positions here and says that it never gets boring.\" \/>\n<meta name=\"robots\" content=\"noindex, nofollow\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Meet Team Insly: M\u00e4rtin Kosk, our Head of Sales - 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