Oldorff Consulting launches OC SIGNAL AI that brings high value opportunities into focus
AI supported market intelligence for the international health and travel insurance ecosystem
Switzerland September 2026
Oldorff Consulting, the Switzerland based business development consultancy serving the international health and travel insurance sector, today announced the introduction of OC SIGNAL, an AI supported research system developed to improve target account identification and decision maker research across specialised insurance and assistance markets.
Developed in cooperation with RevOps Academy, OC SIGNAL combines Oldorff Consulting's sector knowledge with automated company research, stakeholder mapping and contact verification.
The principle is straightforward: bringing opportunity into focus.
In specialised, relationship driven markets, business development is rarely a question of finding more contacts. It is a question of identifying the organisations that matter, understanding where responsibility sits within them, and determining whether there is a relevant reason to begin a conversation.
OC SIGNAL is designed to make that research faster and more systematic. The commercial assessment and the relationship remain with the consultant.
A specialised market requires a different approach
The international health and travel insurance market is relatively concentrated, but commercially complex.
A relevant target universe may consist of several hundred organisations rather than tens of thousands. These can include international private medical insurers, travel insurers, medical assistance companies, third party administrators, cost containment providers, risk management firms, insurtechs, MGAs and specialist brokers.
Within these organisations, the people relevant to a commercial mandate are not always found under conventional sales titles. Depending on the objective, responsibility may sit across:
Distribution Underwriting Procurement Network Management Claims Operations Benefits Design Medical Direction Strategic Partnerships
The challenge is therefore not simply identifying companies. It is understanding how responsibility is distributed within them, who holds it, and whether that person is relevant to the specific mandate.
This is where generic B2B databases often reach their limits. Broad industry classifications and standardised job functions do not necessarily reflect the structure of specialised insurance organisations. Contact information can also become outdated as people and responsibilities change.
How OC SIGNAL works
OC SIGNAL starts with Oldorff Consulting's understanding of the market, developed through its work across international health insurance, travel insurance, assistance, healthcare administration, cost containment, risk management and insurtech.
For each mandate, consultants establish the relevant parameters, including:
Target countries and regions
Market segments
Company characteristics and operating models
Relevant functions and reporting lines
Seniority
Stakeholder location
Professional background
Previous employers
The number of relevant contacts required per organisation
These criteria are then translated into a structured research process.
Companies are identified and enriched. Relevant stakeholders are mapped. Professional contact details are verified. Where appropriate, publicly available information is added to provide further context.
The objective is not to produce a larger database.
It is to produce a more relevant view of the market.
Three principles
1. Sector expertise sets the parameters
OC SIGNAL does not define the market through generic database categories.
Oldorff consultants establish the relevant segments, functions and stakeholder criteria according to the commercial objective of each mandate.
AI supports the research and classification process. Industry knowledge remains the reference point.
The distinction between an assistance provider, international TPA, MGA or primary risk carrier can be commercially significant. Understanding that distinction remains a matter of professional judgement.
2. Decision makers are identified for the mandate
OC SIGNAL is designed to identify relevant people when a mandate begins, rather than relying solely on a static contact directory.
Corporate structures, responsibilities and individual positions change. Maintaining relevance at the individual level is therefore more important than maintaining the largest possible database.
3. A list is a starting point, not an instruction
OC SIGNAL does not contact prospects automatically.
Every research output is reviewed by an Oldorff consultant. The consultant determines which organisations and individuals are genuinely relevant, how they should be approached and what the appropriate route into the organisation may be.
The technology supports the research. The consultant makes the commercial decision.
From research to conversation
For Oldorff Consulting, producing the research is not the end of the process. It is the starting point.
Once target accounts have been identified and reviewed, consultants consider each opportunity in the context of the client's proposition.
The relevant stakeholder is assessed. The likely point of entry is considered. Relevant background is reviewed.
Depending on the mandate, the next step may be a personal message, a direct call, an introduction through an existing relationship or a meeting at an industry event.
Where appropriate, senior Oldorff partners remain directly involved in priority accounts, from the initial introduction through discussion, proposal and negotiation.
Context matters
OC SIGNAL can also enrich stakeholder research with concise summaries of publicly available professional activity on LinkedIn.
The purpose is not automated outreach.
It is context.
Understanding what an executive has recently discussed publicly may help a consultant determine whether there is a genuine reason for a conversation.
There is a difference between approaching someone with a general description of a company's services and beginning with an issue that is already relevant to their professional responsibilities.
Developed with RevOps Academy
OC SIGNAL was developed in cooperation with RevOps Academy, founded by Marc Forstner.
RevOps Academy provides the technical architecture and automation capabilities. Oldorff Consulting contributes the market segmentation, stakeholder criteria, commercial requirements and sector knowledge specific to the international health and travel insurance environment.
The two capabilities are complementary: technology reduces the research burden; sector knowledge determines what is relevant.
Initial pilot
OC SIGNAL was initially tested in an advisory project covering the DACH region, Germany, Austria and Switzerland.
During the initial implementation:
100+ companies were classified according to sector criteria
500+ relevant stakeholders were identified
Approximately 4.5 relevant contacts per company were identified
Approximately 88% of contacts met the project's verification criteria
The resulting accounts have since moved into personally led commercial outreach.
These figures are based on Oldorff Consulting's internal project documentation and should not be interpreted as independently validated industry benchmarks.
The role of AI
The wider discussion around AI in sales often focuses on scale: more companies, more contacts, more messages.
OC SIGNAL starts from a different premise.
In a specialised market, the constraint is not necessarily the number of organisations that can be found. It is the ability to distinguish relevance from volume.
The purpose of AI here is practical: to reduce the time required for research and allow experienced consultants to concentrate on understanding the opportunity, establishing relevance and building the relationship.
"Our market does not reward volume. It rewards relevance."
Birger Oldorff, Founder & Principal, Oldorff Consulting
"We have applied AI to reduce the research burden on our consultants, not to replace the consultant. OC SIGNAL helps us identify the organisations and individuals that are relevant to a specific mandate. What follows remains personal: understanding the opportunity, opening the conversation and earning the trust to take it forward."
MARKET. ACCOUNT. PEOPLE. CONVERSATION.
OC SIGNAL connects four stages of commercial development:
MARKET - Define where the relevant opportunity exists.
ACCOUNT - Identify the organisations that matter.
PEOPLE - Identify the relevant decision makers and stakeholders.
CONVERSATION - Use context and judgement to determine how a relationship should begin.
The objective is not to automate business development. It is to give business development a better starting point.
Availability
OC SIGNAL is used exclusively within Oldorff Consulting's advisory and business development mandates. It is not offered as standalone software.
Clients access its capabilities as part of market entry, partnership development and commercial growth engagements, combining target account research, market intelligence and personally led business development.
About Oldorff Consulting
Oldorff Consulting is a Switzerland based business development consultancy specialising in the international health and travel insurance ecosystem and related services.
The firm advises insurers, assistance providers, third party administrators, brokers, healthcare organisations and insurtech firms on market entry, distribution strategy, strategic partnerships and commercial development.
About RevOps Academy
RevOps Academy designs AI supported sales architectures for B2B consultancies, agencies and professional services firms. Founded by Marc Forstner, the firm focuses on combining market data, commercial demand indicators and automation to build client specific business development processes. Its methodology emphasises identifying organisations with developing operational needs rather than relying on standard commercial contact databases.
Media Contact
Samuel Daniel
+40 749 0749 70
+41 41 589 67 71
