Who We Insure

Insurance for Sales Tech Companies

A sales tech platform's job is to put the right message in front of the right prospect at scale — and that scale is exactly what makes it risky. Dialers, sequencers, enrichment engines, and intent-data feeds automate outreach across thousands of contacts a day, so an error does not stay small: a mis-mapped list, a double-dialing bug, or a sequence that keeps firing after a prospect opts out reaches everyone at once. The platform also sits in the flow of regulated communication — outbound calls and texts governed by the TCPA, commercial email governed by CAN-SPAM — which means a customer's compliance mistake can arrive on your doorstep because your software is what actually placed the call or sent the message.

Why sales tech companies carry specialized insurance

Sales tech also runs on contact and enrichment data about people who never entered a relationship with your customer, let alone with you, and that data is what plaintiffs and regulators scrutinize when they ask how a prospect's phone number and employer ended up in an automated sequence. Those two facts — regulated outreach and third-party personal data — are why insurance requirements show up early. Enterprise sales organizations point your tool at their entire prospect universe, and their procurement teams will not turn it on without a signed data-processing agreement, a SOC 2 report, and certificates of insurance at stated limits. A OnePark Risk advisor structures a sales tech program around where your product actually touches regulated outreach and personal data — who controls the contact lists, what disclaimer and opt-out logic your platform enforces, and how your contracts allocate compliance responsibility between you and your customers — because those answers decide which policy responds when an outreach campaign goes wrong.

The risk profile of a sales tech company

Sales tech exposure concentrates in automation and data: the platform executes outreach on the customer's behalf, so its errors are measured in the volume of contacts reached and the sensitivity of the data used. Key exposures: Automation errors — wrong list loaded, sequences firing after opt-out, duplicate dialing — that hit thousands of contacts before anyone notices; Being named alongside a customer when automated calls, texts, or emails are alleged to violate the TCPA or CAN-SPAM; Privacy claims from individuals whose contact and enrichment data was collected, appended, or sold without a direct relationship; Deliverability and uptime failures during quarter-end or a launch, when a stalled platform directly costs a customer pipeline; Breach of prospect lists, pipeline data, and call recordings, which are competitively sensitive as well as personal; Integration failures that corrupt or overwrite records in a customer's connected CRM or email system; Directors-and-officers and employment exposure that grows with each funding round and hiring push.

Technology E&O + Cyber (combined form) for sales tech companies

For sales tech the combined form is the centerpiece because a single incident is usually both a service failure and a data event: a broken sequence that costs a customer pipeline can also be the thing that exposed the customer's prospect data. Buying Tech E&O and cyber together on one form removes the gap where two separate carriers point at each other, and it is the form that answers when automated outreach or contact-data handling is put in question. Typically responds to: customer claims that platform errors misfired outreach or lost them pipeline; breach response for prospect lists, pipeline data, and call recordings; media and privacy liability tied to how contact and enrichment data is collected and used; cyber-extortion and ransomware response.

Directors & Officers (D&O) for sales tech companies

Protects founders' and directors' personal assets against claims from investors, regulators, and competitors, and most institutional term sheets require it as a closing condition. For a data-heavy category like sales tech, the way a D&O form treats regulatory investigations deserves a close read.

Employment Practices Liability (EPLI) for sales tech companies

Sales-org hiring runs fast and compensation is complex — quota, commission, and equity — which is exactly the mix that generates discrimination, wrongful-termination, and wage-and-hour claims. EPLI funds the defense and settlement and is commonly bundled with D&O in a management-liability package for venture-backed companies.

General Liability & Property (BOP) for sales tech companies

The unglamorous layer that landlords and enterprise procurement checklists require: premises liability for visitors and coverage for the company's own equipment. Inexpensive relative to the contracting friction it removes.

Workers' Compensation for sales tech companies

Legally required in the states where you employ anyone, including single remote hires. Distributed sales and engineering teams should confirm coverage tracks every state where employees actually sit.

Contract and certificate requirements

Enterprise procurement is the gate. Before a sales organization connects your platform to its prospect data and email domains, it typically requires a data-processing agreement, a current SOC 2 report, and certificates of insurance naming Technology E&O and cyber at stated limits — $1 million per claim and $2 million aggregate is a common floor, with $5 million and additional-insured status requested for larger deployments. Contracts increasingly allocate TCPA and CAN-SPAM compliance responsibility explicitly, and where they push that responsibility toward the platform, the insurance program has to be read against those clauses rather than assumed to cover them. The CRM, email, and enrichment providers you integrate with add their own insurance and indemnification terms, and investor documents require D&O at closing. A OnePark Risk advisor reads these obligations together so limits, additional-insured language, and coverage triggers line up with what your master agreements and data-processing agreements actually promise, instead of surfacing a mismatch during a customer's security review.

What coverage costs

As of 2026, sales tech pricing turns on data footprint and automation reach more than on headcount: carriers underwrite how much third-party personal data you hold, whether you place regulated calls and texts, your deliverability and uptime record, and your security controls. A platform that only orchestrates a customer's own first-party data prices differently from one that scrapes, appends, and resells enrichment data. Security posture moves terms directly — multi-factor authentication everywhere, tested backups, access controls on contact databases, and a documented incident-response plan are what underwriters ask about first. For scale on why they press, IBM's Cost of a Data Breach Report 2026 put the global average cost of a breach at $4.99 million, and a platform holding millions of prospect records carries notification and liability consequences that reinforce the point. Rather than quoting a single figure, a OnePark Risk advisor benchmarks your program across the carriers active in software and data risk, showing how limits, retentions, and your data practices move the premium so the tradeoffs are visible before renewal.

AI exposure note

Sales tech increasingly uses AI to score leads, predict intent, and draft outbound messages automatically, and each use adds exposure: a scoring model that systematically deprioritizes a protected group, or generative copy that produces a false or defamatory claim about a competitor and sends it at scale. Disclose these features during underwriting and review how your Tech E&O form treats algorithmic errors and the media-liability wording — carriers are adding both AI-specific exclusions and affirmative AI coverage, and the difference between forms is now a standard part of a sales tech coverage review.

Illustrative example: The sequence that kept firing

A release introduces a bug that lets an outbound sequence keep contacting prospects who had already unsubscribed. Over a weekend the platform sends thousands of messages the recipients had opted out of, and an enterprise customer alleges the failure exposed it to regulatory risk and demands the cost of its remediation and legal review. Technology E&O responds to the customer's financial-loss claim and funds defense; because the incident also implicates how the platform handled opt-outs and personal data, the cyber and media terms of the combined form are reviewed for privacy and regulatory response — one reason to place both on a single form.

Illustrative example: The enrichment class action

A group of individuals allege that their names, employers, and direct-dial numbers were compiled, appended, and made available through the platform's enrichment database without their consent, and they name the vendor directly rather than only its customers. The media and privacy liability terms of the combined form fund defense counsel and the response to the claim, which is exactly why how enrichment data is sourced and represented gets documented at placement.

Illustrative example: The breached prospect database

An attacker compromises a support credential and exfiltrates prospect lists, call recordings, and pipeline data spanning many of the platform's customers, then threatens to publish samples. The cyber side of the combined form funds forensics, notification, and extortion response, while Technology E&O stands behind any customer claim that the platform's safeguards fell short of what the contract promised.

How much does insurance cost for a sales tech company?

There is no flat rate. As of 2026, pricing turns on how much third-party personal data you hold, whether your platform places regulated calls and texts, your uptime and deliverability record, your security controls, and the limits your customers require — a platform that scrapes and resells enrichment data prices above one that only orchestrates a customer's own data. Many early-stage sales tech companies structure Technology E&O and cyber at $1 million to $5 million; the right way to size premium is to benchmark the specific program across several carriers rather than rely on a single quoted number.

Does our insurance cover TCPA or CAN-SPAM claims tied to our platform?

It depends on the form and the facts. Some Technology E&O and cyber forms address regulatory and privacy exposure while others carve out specific statutory claims, and the wording around automated dialing and email is where the differences live. Because sales tech is the software that actually places the call or sends the message, this is precisely the language to review before a renewal rather than after a demand letter.

Who is responsible when a customer uses our tool for non-compliant outreach?

That is decided by your contracts first and your policies second. Well-drafted master agreements allocate compliance responsibility for the outreach itself to the customer, but plaintiffs frequently name the platform anyway, so you still need coverage that funds your defense. An advisor reads the indemnification and compliance-responsibility clauses alongside your Tech E&O and media terms so the two line up.

Do we need Tech E&O and cyber as separate policies?

For sales tech a combined form is usually the better structure. When a broken sequence both costs a customer pipeline and exposes prospect data, a single carrier with one set of definitions avoids the finger-pointing that happens when a service failure and a data event have separate insurers.

What do enterprise customers require before turning on our platform?

The recurring core is a data-processing agreement, a current SOC 2 report, and certificates showing Technology E&O and cyber at stated limits — often $1 million to $5 million with additional-insured status for larger deployments. The customer's security questionnaire and insurance exhibit are the checklist; bring them to your advisor before signing.

Does using AI for lead scoring or message generation affect underwriting?

Increasingly, yes. Carriers ask how AI features are used, what human review exists, and how models are monitored, and they treat generative outreach as a media-liability question as much as an errors question. Answer accurately — misdescribing AI usage in an application is the kind of fact that surfaces in a claim dispute.

Can OnePark Risk review the insurance terms in our customer and data-partner contracts?

Yes — that review is one of the highest-leverage things an advisor does for a sales tech company. We compare your master agreements, data-processing agreements, and integration contracts against your current policies and flag every mismatch in limits, coverage triggers, and additional-insured language before it becomes a stuck deal.

Frequently asked questions