Principal Experience · Insurtech · Claims & Fraud · Design Partners
Clearspeed: proving a new use case with design partners before going big.
How a voice-based risk assessment company born in defense found multiple insurance design partners to prove traction in claims and fraud, building the evidence that large insurance groups look for before they commit.
This case study draws on work led by a Rebar principal in a previous operating role.
The outcome
As an early-stage go-to-market operator at Clearspeed, a Rebar principal recruited multiple design partners to prove product-market traction for the company's voice-based risk assessment in insurance claims and fraud. The design partners showed that a technology first proven in defense could work inside real claims workflows, creating the evidence needed to approach large insurance groups. Clearspeed now names Allianz and Zurich among its insurance clients.
The percentages and global reach below are company-reported product metrics, not measured outcomes of the principal’s design partner program.
At a glance
Situation, complication, resolution
SSituation
Clearspeed had a voice analytics technology proven in defense and security vetting. Insurance claims and fraud looked like a strong fit, but the use case was untested in that market.
CComplication
Insurers are cautious, regulated buyers. Large carriers would not adopt a new kind of risk signal in their claims process without proof from peers and evidence that it worked in real workflows.
RResolution
The team recruited a group of design partners to test the claims and fraud use case in practice, proving traction and building the references and results needed for larger insurers.
01 · The challenge
Why is it hard to take a proven technology into a new market like insurance claims?
Clearspeed asks a short set of yes-or-no questions and analyzes vocal characteristics associated with risk, returning a real-time indicator without needing personal data. That had been proven in defense settings, but insurance claims are a different world, with their own systems, regulations, customer experience concerns and fraud patterns.
Claims leaders needed to know it would fit their intake process, help adjusters rather than slow them down, treat genuine claimants fairly and produce results their finance and fraud teams could measure.
No large insurance group would be the first to find out. The use case had to be proven with partners willing to test it.
02 · The approach
How did design partners prove the insurance claims use case?
Rather than chasing the largest insurers first, the team found a set of design partners who felt the pain of slow, costly claims and fraud review and were willing to test a new approach in real operations.
Define the wedge
Narrowed the insurance opportunity to claims triage and fraud, where the problem was painful and results could be measured.
Recruit design partners
Found and signed multiple design partners willing to test the technology in live claims and fraud workflows.
Prove it in practice
Tested risk triage at first contact, fast-tracking low-risk claims and routing elevated-risk ones for review, and captured results and feedback.
Build the case
Turned results, feedback and references into proof of product-market traction for the claims and fraud use case.
| Party | Role | What they needed | What the program delivered |
|---|---|---|---|
| Claims leadership | Sponsor | Faster settlement for genuine claims | Risk triage that fast-tracks low-risk claims |
| Special investigations and fraud teams | Champion | Earlier signals on suspicious claims | Elevated-risk claims routed for focused review |
| Claims operations and IT | Gatekeeper | Fit with existing systems and intake channels | API-based integration with current platforms |
| Compliance | Influencer | Fair, consistent treatment of every claimant | Consistent assessment without personal data |
03 · The results
What did the design partner program prove?
The design partners gave Clearspeed evidence that its technology could work in insurance claims and fraud, with real users and real workflows. That proof turned an untested idea into a credible use case and a foundation for approaching large insurance groups.
Product-market traction
Evidence the claims and fraud use case worked in live workflows.
Peers to point to
Design partners gave later prospects someone like them to learn from.
Enterprise-ready story
A tested case to take to large insurance groups and partners.
The lesson
Big partners do not want to be your experiment. Prove the use case with design partners first, then bring them a result instead of a hypothesis.
04 · How Rebar helps today
How can a company test a new use case or sub-market before pitching large partners?
Large insurers, banks and platforms rarely take a chance on an unproven use case. They want to see it working somewhere else first. Rebar helps companies run focused design partner programs in a new use case or sub-market, prove traction with real customers and real workflows, and then take that evidence to the enterprise groups and channel partners that can scale it.
| Question a large partner will ask | Weight | Evidence that answers it | How Rebar builds it |
|---|---|---|---|
| Does it work in a workflow like ours? | Critical | Live use inside real operations, not a demo | Design partners chosen to mirror the target enterprise's process |
| What measurable result does it deliver? | Critical | Before and after metrics agreed up front | Success criteria defined at kickoff and tracked through the pilot |
| Will our people actually use it? | High | Adoption and feedback from frontline users | Structured feedback loops with the people doing the work |
| Who else like us is using it? | High | References from respected peers in the segment | Partners selected for credibility, with reference rights negotiated early |
Pick the wedge
Size candidate use cases and sub-markets, then choose the one with a painful, measurable problem and buyers who can move fast.
Recruit design partners
Find and sign a small group of partners who mirror the larger targets, with clear success criteria, feedback commitments and reference rights.
Prove it in production
Run pilots inside real workflows, track results against the agreed criteria and turn feedback into product and positioning changes.
Parlay into the big partner
Package results, references and the playbook into a case for enterprise groups, channel partners and strategic alliances.
05 · What carries over
What can companies learn from proving a new use case this way?
Start with a wedge.
Pick one painful, measurable problem in one sub-market.
Choose partners who mirror the targets.
Proof matters most when it looks like the big buyer's world.
Agree on success up front.
Defined criteria turn a pilot into evidence.
Bring results, not a pitch.
Large partners say yes to proof they can verify.
FAQ
Frequently asked questions
What is a design partner program?
A design partner program is a small group of early customers who test a product or use case in real operations, give structured feedback and agree to share results. It proves product-market traction before a company approaches larger buyers or partners.
How did Clearspeed prove its insurance claims use case?
A Rebar principal, working as an early-stage go-to-market operator, recruited multiple design partners to test Clearspeed's voice-based risk assessment in insurance claims and fraud workflows, creating evidence of product-market traction.
What does Clearspeed do for insurance claims?
Clearspeed asks claimants a short set of yes-or-no questions and analyzes vocal characteristics associated with risk, returning a real-time indicator. Low-risk claims can be fast-tracked to settlement and elevated-risk claims routed for review. Clearspeed reports a 50% average reduction in claims handling time and a 65% average reduction in investigation spend across its customers.
How does Rebar help companies test new use cases?
Rebar helps companies pick the right use case or sub-market, recruit design partners who mirror their larger targets, prove results in real workflows and package that evidence for enterprise groups, channel partners and strategic alliances.
What does Rebar do?
Rebar is a CRO-led go-to-market firm based in Austin, Texas. It helps companies move from founder-led sales to a repeatable revenue engine, including first anchor customers, partner channels and new market entry.