Publications
Publications
- June 2019
- HBS Case Collection
Monetizing Insurance at Trov
By: Thales Teixeira, Samy Dana and Leandro A Guissoni
Abstract
Trov is a disruptive startup in the insurance space (“insurtech”). It allows consumers to simply turn on and turn off insurance for each of their possessions on a mobile app with the swipe of a finger. Consumers love the simple, on-demand, single-item coverage product. However, the cost to acquire customers (CAC) for Trov is significantly higher than the total expected contribution margins (CLV) for the single item coverage insurance product that the company is known for. In light of this, what should the CEO of Trov do with the product? How can Trov monetize on-demand insurance?
Keywords
Monetization; Business Startups; Insurance; Disruption; Mobile Technology; Strategy; Insurance Industry
Citation
Teixeira, Thales, Samy Dana, and Leandro A Guissoni. "Monetizing Insurance at Trov." Harvard Business School Case 519-082, June 2019.