E74: Abe Gibson On Launching A Niche Agency

In this episode, James talks with Abe Gibson, Co Founder of Cover Your SaaS.

To learn more about Cover Your SaaS, visit https://coveryoursaas.io/.

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Episode Highlights:

• Abe shares the story of how Cover Your SaaS got started. (3:55)
• Abe explains that they are leading in cyber because they sell the cyber risk report and also build trust by providing a complete package of what the client needs. (7:46)
• Abe shares how he was able to choose David, Ciara, and Chris to partner with him. (11:18)
• Abe mentions that they will be launching their own podcast soon, on which they will interview SaaS founders and CEOs. (20:17)
• Abe explains that the biggest challenge they are currently facing, is the number of expectations with their prospects. (27:14)
• Abe discusses the company's current focus as a retail agency, but envisions an MGA or wholesale approach in the future. (32:13)
• Abe explains that he is confident in marketing and sales because of his background in selling. (37:27)
• Abe shares the process of how he pitches potential clients. (41:11)
• Abe explains that the market and the space are complicated because venture capital and private equity are pulling the levers. (51:13)
• Abe advises listeners to make that jump to independence, as there is a lot of potential in the independent agency space. (55:28) 

Key Quotes:

• "I kind of just had this epiphany that I've sold software to insurance agencies, why not sell insurance to software companies?" - Abe Gibson
• "We're really primarily just talking about cyber. And when we have that conversation from a risk management perspective, we're not really talking much about insurance. We're building enough trust. Because we're leading with that cyber risk report in that consultative risk management approach, that we can just present to them a complete package that includes all the lines of business that they need." - Abe Gibson
• "I feel blessed to have the background that I do, I kind of knew the big players and who I need to talk to you. But, it was still extremely challenging. So I empathize a lot with people that are starting to scratch agencies, because it's very confusing and very cumbersome." - Abe Gibson