Following the acquisition, Jim Morgan, the CEO of SBLI, approached Lewis Goldman, a fractional Chief Revenue Officer at TechCXO, to develop a go-to-market strategy to best leverage the new asset for SBLI of Massachusetts. Three objectives were established for 2022:
Stabilize the business and integrate it into SBLI
Develop a plan to break even or better for the first year
Integrate LegacyShield features and functionalities with SBLI’s platform for existing policyholders to support retention, cross-sell, and differentiate SBLI’s Term Life policy offering from competitors selling directly to policyholders.