How Surety Bonds Drove Newe Seguros' Turnaround
Marcos Vinicius Pereira breaks down the insurer's restructuring and how shifting to surety bonds replaced its reliance on agribusiness.
Discover how Newe Seguros overcame agricultural insurance losses and revamped its operations to focus on surety bonds. Marcos Vinicius Pereira details the product's technical demands and the unification of sales, marketing, and customer service.
Marcos Vinicius Pereira, Chief Commercial, Marketing, and Customer Service Officer at Newe Seguros, detailed the behind-the-scenes restructuring of the company following three consecutive years of negative results during a conversation with Bruno Gimenes on Marketing - The Podcast. Founded with an exclusive focus on crop insurance, the company underwent a strategic review that chose surety bonds as its primary growth engine and market repositioning driver.
In the video above, Pereira shares the dynamics of financial negotiations with legal directors and CFOs, and explains the operational integration structure across departments. The full episode also covers other milestones in Pereira's career and the broader insurance sector.
From Agribusiness Concentration to Portfolio Restructuring
Newe Seguros began its journey in the market six years ago, focusing its operations on protecting rural producers' yields against severe weather events such as frost, hail, and rainfall fluctuations. Vulnerability to extreme climate events exposed the risk of keeping the business concentrated on a single product line. In 2021, a climate catastrophe severely hit the sector and weighed heavily on the company's balance sheet.
Following the entry of an equity fund, the company initially sought to broaden its portfolio, but spreading too thin without depth prompted another strategic review starting in 2024, led by Chief Strategy and Commercial Officer Henrique Camilo. As Pereira explains: "In 2025, we are discontinuing five products and keeping off-the-shelf offerings where we aim to be more specialized, gaining depth through focus." The decision culminated in the reorganization of its technical, commercial, and claims divisions.
How Surety Bonds Operate in the Corporate Sector
Surety bonds cover contractual obligations between companies in private construction, public concessions, or judicial proceedings. In infrastructure contracts, the policy guarantees project delivery or equivalent financial compensation in the event of non-performance. In the legal sector, the product serves as a direct alternative to cash court deposits required to mount a legal defense.
"A judicial deposit forces a company to pull cash from its reserves, draining capital and jeopardizing cash flow and working capital," notes Pereira. "Instead of making a cash deposit, you can submit a judicial bond policy—which the entire court system accepts—so the business can continue defending itself in litigation." Issuing the policy requires thorough analysis of credit, cash flow generation, and balance sheets, demanding that sales teams engage in technical dialogue with accountants, legal departments, and CFOs to demonstrate budget savings and reduced bank debt.
Integrating Commercial, Marketing, and Customer Service
To support the technical expansion of surety bonds and align communication across corporate clients and insurance brokers, Newe unified its sales, marketing, and customer service leadership under a single structure. The shift was accompanied by a new manifesto and an updated brand identity.
Pereira emphasizes that operating in departmental silos hindered delivery: "Throughout this restructuring process, we realized we couldn't deliver speed and quality if different departments weren't speaking the same language. For sales to grow, marketing had to keep pace; for sales to deliver on its initial value proposition, customer service had to share the same vibe." This alignment standardized the value proposition for intermediaries and expanded distribution channels.
Growth Targets and Market Ranking
This focused strategy and operational integration quickly translated into commercial results. Newe's surety bond portfolio doubled from 2024 to 2025. In the first four months of 2026, premium volume exceeded the total accumulated across the previous year, keeping the insurer on track toward its goal of doubling its portfolio size once again.
In the market ranking compiled by Brazil's Superintendence of Private Insurance (Susep) from January to June, Newe climbed from 24th to 14th place in surety bond market share. Pereira emphasizes that this progress is a direct result of joint team efforts and the company's clear operational focus.