Launching Insurance Offers in 5 countries
Context
As part of its strategy to diversify revenue, Back Market aimed to launch insurance offers across key markets (FR, ES, BE, DE, US). These offers would allow users to protect their refurbished devices while unlocking a new revenue stream for the company.
Problem
User pain points
No option to protect their devices, making refurbished purchases feel riskier.
Business challenge
Missed opportunity to monetize post-sale by offering value-added services like insurance.
Impact
8% average adoption rate globally
10% of Back Market revenue no generated from insurance offers
Learnings
Leading cross-functional initiatives across multiple markets and squads requires strong stakeholder alignment.
Communicating regularly and transparently with external partners (EU & US insurers) and internal teams (Care, Checkout, Customer) was key to progress.
Prioritizing core use cases and deferring edge cases helped us reduce scope, meet our deadline, and deliver impact quickly.
Key Takeaways
Overcommunication beats undercommunication in complex projects.
Scoping tightly for an MVP unlocks speed and early learnings.
Cross-market launches require flexibility and rigorous coordination.