#18 Will Ross, CEO @Federato | Hacks to get in front of insurance companies | Using "unreasonable hospitality" to delight customers and prospects

On today’s show, we are joined by Will Ross the CEO & Co-Founder of Federato. After previously being an AI researcher at Stanford working on climate and atmospheric modeling, Will came up with the idea for Federato alongside his co-founder. They recently raised a $15M Series A in 2022 to help insurance carriers execute better decision-making at all levels of the underwriting process.   On today’s episode, we’re going to dive into how Federato was born, lessons from the insurance industry, and Will’s frameworks for entrepreneurs.(00:41) Federato origin story(03:33) Optimization vs classification(06:21) Meteorology and business at Stanford(09:46) How Federato helps insurance companies(16:54) Federato's MVP and first-paying customer(19:18) Targeting first customers(22:29) Why insurance companies can't do this themselves(24:03) Insurance sales hacks and using 10-ks(29:21) Pricing Federato(34:28) Federato's moat(36:32) Federato's "unreasonable hospitality"  culture  Will Ross' LinkedInFederato WebsiteUnreasonable HospitalityDouble BlindThe Search For Growth PodcastAlfie Marsh B2B Go-To-Market AdvisoryAlfie Marsh's Newsletter "Rocket GTM"Chris Gibson's Newsletter "Content I Consumed"Alfie's LinkedInChris' LinkedIn Get full access to Learn AI with Alfie at alfiemarsh.substack.com/subscribe