Strong inbound. No outbound. And no real belief outbound could work in insurance.
Adacta builds AdInsure, a core insurance platform deployed at major European carriers and recognized by Gartner and Celent. The product wasn't the question. They had product-market fit and a healthy inbound motion. Clients came to them, deals closed.
What they hadn't done was outbound. European insurance is a relationship business. Sales cycles run nine to eighteen months. The buying committee is small: a few hundred carriers across the continent, and a handful of people inside each one who actually matter. The common belief inside the industry is that outbound doesn't work here. Adacta hadn't tried, and didn't expect it to.
When Adacta brought us in, the brief was as much a hypothesis as a project: can a systematic outbound engine open doors with European carriers, in a market that has historically resisted outbound? The bet was that precision, every account in the TAM, touched on a relevant cycle with the right message, could prove the model out.
Build and run an outbound engine that covers every carrier in Europe, every quarter.
The question wasn't "how do we do outbound faster," because Adacta wasn't running outbound at all. The question was "can a real outbound engine work in this market." We answered with a full motion built from scratch: every carrier in the TAM, mapped, tiered, and worked on a relevant quarterly cycle with messaging built for the buyer, not the inbox.
We built what would have otherwise required hiring a 20-person outbound team. Now we run two engines for Adacta, shipping new plays every week.
1. The Cold Engine
First, we mapped Adacta's TAM, searched every public directory, EU insurance regulator filing, national registry, and specialist insurance dataset that mattered. We loaded it all into Clay, tiered by carrier size, line of business, and decision-maker role. From there, we run the engine end-to-end: contact enrichment, persona-fit messaging, personalization, sequencing, and follow-ups. What would otherwise require a 20-person SDR team, our team now runs on a quarterly cycle across 20+ European markets.
2. The Warm Engine
Cold coverage isn't enough on its own. In insurance, timing matters as much as relevance, so we built a Warm Engine to track every possible intent signal across Adacta's whole TAM. Let's say a new CIO joins a carrier, our engine picks it up, notifies the team and reaches out with a relevant message. Signals include job changes, hiring spikes, new people in role, regulatory deadlines, board cycles, modernization announcements. Each signal has its own play, its own messaging, and its own routing.
The first months were slow. Insurance buyers are notoriously cautious, but by month three the meetings started landing consistently. By month six, the engines began compounding and so did the pipeline.
"Working with Viralnetix doesn't feel like hiring an agency. It feels like adding a team. They run our engine, they sit in our pipeline reviews, and they know exactly who we want in the room."
