Initial Strategy and Lessons Learned

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Our initial approach targeted funeral homes directly, believing they would embrace a solution that improved the pre-need experience while allowing them to retain more revenue. However, we quickly discovered a critical insight: funeral homes, despite their interest, operate as small businesses constantly reacting to immediate needs. They struggled to prioritize a proactive sales motion, regardless of how compelling our platform was.

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The Pivotal Channel Shift

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This realization led to our pivotal strategic shift: rather than focusing on funeral homes, we redirected our efforts toward the insurance agents and agencies who were already active in the pre-need space. These professionals were eager for better tools that could enhance the customer experience beyond the typical process that left families with just policy language and payment details.

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Creating a Win-Win Solution

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The pivot proved successful. By arming field agents with Prelude, we provided them with a superior offering that transformed the typical transaction into a meaningful experience. Instead of clients receiving only policy documents, they now received personalized letters that captured their intentions and served as instruction manuals for their families—along with the necessary payment and policy information.

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Momentum and Business Model Evolution

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Since implementing this channel strategy, Prelude has built significant momentum. The platform now consistently generates leads daily, conducts 10-15 demos weekly, and regularly closes new customers. Our business model evolved to include both a SaaS platform with a basic subscription fee and a percentage-based revenue share, creating alignment between our success and our customers' results.

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The Key to Success: Right Product, Right Channel

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The launch journey of Prelude demonstrates that sometimes the most critical pivot isn't about the product itself but about finding the right channel to bring that product to market. By recognizing where our solution could most effectively integrate into existing workflows and business models, we've positioned Prelude for sustainable growth while delivering on our mission to transform pre-need funeral planning from a mere financial transaction into a meaningful experience for families.