# Policygenius: Jennifer Fitzgerald

- Show: [How I Built This](https://hardwarepodcasts.com/podcast/how-i-built-this)
- Published: 2021-05-24
- Length: 1h 18m
- Page: https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald

## Summary

Jennifer Fitzgerald, co-founder of Policygenius, explains how she and partner Francois de Lame left McKinsey to build an online insurance marketplace, starting with a focus on disability insurance. They initially struggled to raise venture capital, facing rejection from VCs who didn't understand the market, before raising a $735,000 angel round and eventually a $5 million Series A. The company succeeded by leveraging content marketing, building relationships with personal finance bloggers, and creating educational content to drive organic traffic, eventually expanding into life insurance and raising over $100 million in total funding.

## Chapters

- [0:00](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=0) Introduction: Jennifer Fitzgerald and Policygenius
- [1:44](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=104) Early Days: Funding and Initial Customers
- [6:41](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=401) Background: Military Kid, Peace Corps, and McKinsey
- [23:12](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=1392) The Idea: Why Insurance Needs a Marketplace
- [32:25](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=1945) Focus on Disability Insurance and 'Know It Owl'
- [39:18](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=2358) Fundraising Struggles: VCs and Angel Investors
- [48:36](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=2916) Launch: Products, Content, and Fincon
- [56:08](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=3368) Content Strategy and New York Times Break
- [1:01:24](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=3684) Series A and Scaling to Life Insurance
- [1:15:07](https://hardwarepodcasts.com/podcast/how-i-built-this/2021-05-24-policygenius-jennifer-fitzgerald#t=4507) Future: Going Public and Issuing Insurance

## Topics

- [Starting a product company](https://hardwarepodcasts.com/topic/starting-a-company)
- [Crowdfunding & preorders](https://hardwarepodcasts.com/topic/crowdfunding)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Pricing, margins & unit economics](https://hardwarepodcasts.com/topic/pricing-and-unit-economics)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)

## Most relevant to

early-stage companies

## Mentioned

- Policygenius (company)
- McKinsey (company)
- Peace Corps (other)
- World Bank (company)
- Know It Owl (product)
- Fincon (other)
- New York Times (other)
- Expedia (company)
- Kayak (company)
- Oscar (company)
- Xenefits (company)
- Prudential (company)
- MetLife (company)
- Progressive (company)
- Amazon (company)
- Netflix (company)

## Related episodes from other shows

- [Oddball's Path From Idea to Funding a Nationwide Target Launch](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2026-07-11-oddballs-path-from-idea-to-funding-a-nationwide-target-launch) (The Startup CPG Podcast)
- [Founder + Funder: Fundraising, Founder-Investor Fit, and Building the Next Big Breakfast Brand with Emily Groden of Evergreen and Brian Bernstein of Rich Products Ventures](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2026-06-20-founder-funder-fundraising-founder-investor-fit-and-building-the-next-big-breakf) (The Startup CPG Podcast)
- [Founder Feature: Daniela Suarez of iCalm](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2024-11-01-founder-feature-daniela-suarez-of-icalm) (The Startup CPG Podcast)
- [Dip Into Paradise with Founder Emily Edwards](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2021-03-01-dip-into-paradise-with-founder-emily-edwards) (The Startup CPG Podcast)
- [Founder Fundraising Journey: Jesse Konig, CEO & Co-Founder of Jesse & Ben's](https://hardwarepodcasts.com/podcast/the-startup-cpg-podcast/2026-02-28-founder-fundraising-journey-jesse-konig-ceo-co-founder-of-jesse-bens) (The Startup CPG Podcast)

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