Fenmoor Specialty Underwriting / BB-Demo – Proposal
Callcompleted
Fenmoor Specialty Underwriting: documents · 2024-05-07 13:00
Proposal call on 7 May 2024. Callum Reid tested the connector list and flagged freshness, which Growth does not credit. Richard Thorne needs a draft order form for the board. Decision target remains 17 Jun 2024.
What was said
What this says
Current to 10 Oct 26Proposal call on 7 May 2024. Callum Reid tested the connector list and flagged freshness, which Growth does not credit. Richard Thorne needs a draft order form for the board. Decision target remains 17 Jun 2024.
What happened: Priya Raman walked the Growth proposal with Callum Reid and Richard Thorne. It covers seven named connectors plus one spare, up to forty users and eight weeks of implementation.
Customer view: Richard confirmed the security section was clear and wants to be able to show it to the syndicates. Callum asked about freshness and said he wants it on the list.
Commercial: The total is fifty-six thousand, implementation included, and Priya stressed it is not annual. Richard cannot commit on the call and asked for a draft order form with the figure, dates and security paragraph.
Watch: Callum expects to get close to forty users once claims comes on. A service credit on Growth covers availability, not freshness.
Themes
Current to 9 Oct 26Theme
Growth proposal and freshness
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman sends the draft order form to both contacts this week, with the total, implementation dates and security paragraph.
- Priya adds the freshness line to her follow-up email to Callum.
- The decision target is 17 Jun 2024, subject to the board.
Risks
Current to 9 Oct 26- Freshness is unresolved: the Growth service credit covers availability only, and Callum Reid wants it on the list.
- Richard Thorne cannot commit without the board, so the decision rests on the draft order form landing cleanly.
- The draft order form is an open item, not signed paper, until the board agrees.
Opportunities
Current to 9 Oct 26- Callum expects user numbers to approach forty once claims comes on, which points to an add-on conversation later.
- One connector is held as headroom, which lets the customer add a source without renegotiating.
Transcript
Priya Raman NoneHi both, can you hear me? Callum, I can see you, Richard, I think you're still connecting.
Callum Reid NoneI can hear you. Richard's here, he's just on mute. Afternoon.
Richard Thorne NoneAfternoon. Can you hear me now?- Priya Raman NonePerfectly. Thank you for making the time, I know the diary is a nightmare this week. Quick recap before we start, to keep momentum. Since we last spoke, Callum sent me the connector list and the security questionnaire, I've answered the questionnaire, and the proposal went over to you both yesterday. The date we're working towards for a decision is Monday 17 June 2024.
- Callum Reid NoneGood. What I need from today is to be sure the proposal does what we need on the connectors. Then Richard can look at the money.
- Priya Raman NonePerfect, let's do it in that order. Do you want me to walk it, or have you both read it?
- Richard Thorne NoneI have read it. Walk it briefly. Then I will ask.
- Priya Raman NoneBriefly it is. One page of scope as promised. You're on our Growth tier: several teams, that's underwriting ops, the underwriters and claims, up to forty users, up to eight connectors. It adds the dashboards builder, and a quarterly review with Daniel so we check it's earning its keep. Implementation is eight weeks, fixed fee, and that's in the number.
- Callum Reid NoneEight connectors. I had seven on my list. What's the eighth?
- Priya Raman NoneThat's headroom. The seven you gave me are the underwriting system, the bordereaux files, the CRM, the helpdesk for claims tickets, the email and calendar, the shared drive and the finance system. I left one spare so you don't have to renegotiate the first time somebody says, can we add this.
- Callum Reid NoneFine. Good. And the bordereaux files, they're listed as a connector, not a one-off load.
- Priya Raman NoneRight, a standing connector, so it refreshes with everything else. It's one of the ones that carries the go-live commitment in the order form. I've put that in writing.
- Callum Reid NoneBy when?
- Priya Raman NoneWithin the implementation window. I'll have the exact commitment in the order form, I don't want to paraphrase it from memory and get it wrong.
- Callum Reid NoneRight. Mm. That's the right answer, actually.
- Richard Thorne NonePriya. What does this cost us, all in?
- Priya Raman NoneAll in, implementation included, it's fifty-six thousand. That's the total value of the deal, everything on the page. It isn't an annual price, I want to be careful there. The order form will show the implementation and the subscription as separate lines so your finance team can book them properly.
- Richard Thorne NoneLet me say back what I have. The total is fifty-six thousand. Implementation included. It runs in our account. No other charges.
- Priya Raman NoneCorrect on all of it. If you add users or connectors beyond the tier later, those are priced as add-ons and we'd agree them with you first. Nothing arrives as a surprise.
- Richard Thorne NoneGood. I do not like surprises.
- Callum Reid NoneCan I put a practical one in? The users. Forty. We're not at forty today, but with the claims team coming on we'd get close.
- Priya Raman NoneSure. Forty is the included number. If you go over it's not a cliff edge, it's a conversation, and Daniel would flag it at the quarterly review long before it becomes a problem. Honestly most teams find they're nowhere near the number in the first quarter.
- Callum Reid NoneFine.
- Richard Thorne NoneThe security section. I read it. It is clear. The data stays in our own Snowflake account.
- Priya Raman NoneThat's right. We run inside your account, so nothing is copied out to ours. If a capacity provider asks where it lives, the answer is, in your own environment, under your own controls.
- Richard Thorne NoneI may need to show that to the syndicates. Will you stand behind that paragraph?
- Priya Raman NoneAbsolutely. If they want to ask us direct questions, happy to make that easy, we've done it with other customers in the market.
- Richard Thorne NoneGood. I do not need names.
- Priya Raman NoneNo, and I wouldn't give them anyway.
- Callum Reid NoneOn the nightly refresh. I said 07:00 in the first call. Is it in there?
- Priya Raman NoneIt is, it's in the service section. Refresh complete by 07:00 your time on business days. That's the standard on every tier, so you're not paying extra for it.
- Callum Reid NoneAnd if it's not?
- Priya Raman NoneThen you raise a ticket and it's looked at against the support level for your tier. I'd rather not oversell what a service credit covers on Growth – that's for availability, not freshness – so if freshness is the thing you worry about most we should talk about it properly rather than gloss over it.
- Callum Reid NoneMm. Appreciate that. Okay. Let's leave it for now, but I want it on the list.
- Priya Raman NoneIt's on the list. I'll put a line in my follow-up email.
- Richard Thorne NoneTimetable. Walk me through it.
- Priya Raman NoneIf we can get this over the line by Monday 17 June 2024, we'd start implementation straight after, eight weeks to go-live, and Daniel runs a kickoff in the first week with Callum and whoever he nominates for each team. I'd suggest naming an owner per connector at the kickoff so nothing sits waiting for an answer.
- Callum Reid NoneI'll nominate. Not a problem.
- Richard Thorne NoneI will need to take that to the board. I cannot commit on this call.
- Priya Raman NoneCompletely understood, and I wouldn't ask you to. What would help the board? A one-page summary, a short call, an order form in draft so they can see exactly what they're signing?
- Richard Thorne NoneA draft order form. With the figure and the dates. And the security paragraph.
- Priya Raman NoneDone. I'll send the draft order form to both of you this week, with the total, the implementation dates and the security paragraph attached. And I'll flag very clearly that it's a draft, so there's no confusion about what's signed.
- Callum Reid NoneDo I get to see the draft before it goes to the board?
- Priya Raman NoneOf course, you'll both get it at the same time. Callum, if there's anything on the connectors wording you want changed, tell me before it goes up and I'll fix it.
- Callum Reid NoneWill do. I'll read it the day it arrives.
- Richard Thorne NoneIs there anything else I should know before I take it forward?
- Priya Raman NoneOnly that nothing in the proposal is a trap, and the figure is the figure. If the board has questions I'm very happy to join a short call. Otherwise I think we've covered it.
- Richard Thorne NoneThank you. I think we are done.
- Callum Reid NoneAgreed. Priya, send me the draft, and the freshness line.
- Priya Raman NoneBoth this week. Thanks again, speak soon. Best, Priya.
- Callum Reid NoneCheers. Bye.
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