Quillmark Health / BB-Demo – Proposal
Callcompleted
Quillmark Health: documents · 2026-03-31 15:00
Proposal call with Ben Kowalski and procurement director Tasha Greene. Security review is still open and nothing will be negotiated until it clears. Tasha asked for written breakdown, remedy wording and residency confirmation.
What was said
What this says
Current to 10 Oct 26Proposal call with Ben Kowalski and procurement director Tasha Greene. Security review is still open and nothing will be negotiated until it clears. Tasha asked for written breakdown, remedy wording and residency confirmation.
What happened: Jordan Pike walked through the Enterprise proposal on 31 Mar 2026. Tasha Greene set out three remaining stages: proposal review, security review, then contracting.
Customer view: Tasha said a yes depends on security clearance, documentation that stands on its own, and risk-adjusted value. Ben wants momentum but said commercial matters are Tasha's.
Commercial: The total deal value is one hundred and fifty-five thousand pounds, subscription and implementation together, not an annual price. Tasha asked for the recurring and one-off split in writing.
Watch: Jordan's target close of 30 Jun 2026 is a BB-Demo planning date and neither customer would commit to it. Written items owed: breakdown, connector remedy wording, executive sponsor language, data summary and residency confirmation.
Themes
Current to 9 Oct 26Theme
Enterprise proposal, procurement gates
Importance
upsell
Sentiment
neutral
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Jordan Pike to send the written pack to Ben and Tasha the next day: breakdown, remedy wording, executive sponsor language and data summary.
- Hannah to write up data residency precisely and have security answers ready in parallel.
- Jordan Pike to wait for the security review outcome before any commercial discussion.
Risks
Current to 9 Oct 26- Negotiation is blocked until security clearance, and no date is committed.
- The 30 Jun 2026 target close is BB-Demo's own planning date, not agreed by the customer.
- Procurement wants risk-adjusted value, so the written documentation must stand on its own.
Opportunities
Current to 9 Oct 26- Ben Kowalski is an engaged internal champion who says the team is asking when they can use it.
- Five scoped connectors with live-within commitments give procurement a clear structure to assess.
Transcript
Jordan Pike NoneHey, can you both hear me okay? Ben, Tasha, welcome. Give me a second, my camera's being slow.
Ben Kowalski NoneLoud and clear, Jordan. Hey Tasha. Man, the weather today, it was freezing on the walk in and now it's basically spring.
Tasha Greene NoneGood afternoon, both. I can hear you fine.- Jordan Pike NoneGreat. Quick agenda and a time check, we've got about half an hour. One, I'll walk through the proposal, scope and what's in the Enterprise tier. Two, the total deal value and how it's put together. Three, timeline and next steps. Sound okay?
- Tasha Greene NoneBefore we start, if I may, I'd like to confirm the evaluation timeline so we're all working from the same page. Per our process, there are three stages remaining. The proposal review, which is today, the security review, and then contracting.
- Jordan Pike NoneThat matches my understanding. Here's where we are. Discovery's done, Hannah ran the demo on your own data, and this is the proposal. Security review is open on your side.
- Tasha Greene NoneCorrect. And I should say up front that, at this time, we won't be negotiating anything until security has cleared.
- Jordan Pike NoneTotally fair. To be transparent, I'm not here to push you past that. I just want you to have everything in writing so nobody's surprised later.
- Ben Kowalski NoneLove it. And yeah, from my side, I just want momentum. The team's been asking me when they get to touch this thing.
- Jordan Pike NoneUnderstood, Ben. Okay, let me share my screen. You should see the proposal document. Tell me if it's too small.
- Ben Kowalski NoneLooks good to me.
- Tasha Greene NoneReadable, yes. Thank you.
- Jordan Pike NoneSo the scope is Enterprise. That's the tier we talked about because Quillmark is company-wide in intent and you're under HIPAA. It gives you the brain running inside your own Snowflake account, so the data doesn't leave your estate. On top of the core pages, chat and search you get the dashboards builder, SSO and SCIM, and an executive sponsor on our side.
- Tasha Greene NoneCan you clarify what the executive sponsor does in practice? I would want that documented.
- Jordan Pike NoneSure. It's a senior person at BB-Demo who's accountable for the relationship. They sit in the reviews, they escalate on your behalf if something stalls. I'll put the exact wording in the order form so it isn't a vague promise.
- Tasha Greene NoneThank you. Please do.
- Jordan Pike NoneNext, connectors. The proposal lists the sources we scoped with Ben's team. Your CRM, the helpdesk, the call recorder, Microsoft 365 and the accounting system. Each one carries a live-within commitment in the order form, so there's a clock on us, not just on you.
- Ben Kowalski NoneThat's exactly the gap for us. Right now client services is jumping between all of those to build a picture of one hospital client. This is the one view.
- Jordan Pike NoneRight. And that's the use case I've written at the top, so procurement can see what it's for, not just what it costs.
- Tasha Greene NoneI appreciate that. I do have a question on the commitments. If a connector is not live within the stated period, what is the remedy?
- Jordan Pike NoneGood question. To be transparent, the order form states the commitment and the remedy section is there for you, but I don't want to improvise legal wording on a call. I'll have that section pulled out and sent to you as its own page.
- Tasha Greene NoneThat would be helpful. I'd prefer the language in writing before we discuss it further.
- Jordan Pike NoneDone. Okay, the money. The total deal value on the proposal is one hundred and fifty-five thousand pounds. And I want to be really clear what that is. That's the subscription and the one-off implementation fee together. It's not an annual price.
- Tasha Greene NoneUnderstood. So the figure is inclusive of implementation. Could you provide the breakdown between the recurring and one-off components in the written version?
- Jordan Pike NoneYes, I'll break it out line by line. Subscription, implementation, and any add-ons, with nothing hidden in a bundle.
- Ben Kowalski NoneAnd just so everyone's clear, I don't get into the commercial side, that's Tasha's. I'm just here for the scope.
- Tasha Greene NoneNoted, Ben. Thank you.
- Jordan Pike NoneAbsolutely. So what would make this a yes from a procurement point of view? Is it the structure, the documentation, the process? I'd rather ask than guess.
- Tasha Greene NonePer our process, a yes depends on three things. Security clearance, documentation that stands on its own, and risk-adjusted value. I can't speak to the first, as it's with our security team. The second and third I can help with, if you send what I've asked for.
- Jordan Pike NonePerfect. That's a clear list. I'll send the breakdown, the remedy wording, the executive sponsor language and a one-page summary of what the brain does with the data, so your reviewers can read it without a call.
- Ben Kowalski NoneLove that. Let me socialise it internally once it lands, and I'll make sure the right people actually read it.
- Jordan Pike NoneAppreciate it, Ben. One more thing, and I'll be straight about it. On the forecast I've got a target close of 30 Jun 2026. To be transparent, that's our planning date. It's not something I'm asking you to commit to.
- Tasha Greene NoneUnderstood. At this time we are not committing to a date. The timeline follows the security review.
- Ben Kowalski NoneYeah, and I'm not going to promise a date either. It's not mine to promise.
- Jordan Pike NoneTotally fine. Honestly, I'd rather have a real date than a polite one. Anything else on the proposal you want me to go back over?
- Tasha Greene NoneOnly the data residency point. Please confirm in writing that the data stays in our Snowflake account and that BB-Demo does not hold a separate copy.
- Jordan Pike NoneYes. That's how it's built, the brain runs inside your Snowflake account. I'll ask Hannah to write that up precisely so it matches what the security team sees, and I'll copy it to you.
- Tasha Greene NoneThank you. That concludes my questions for today.
- Ben Kowalski NoneSame. Thanks, Jordan, this was clear. Good to see it all on one page.
- Jordan Pike NoneGreat. So, next steps. I send the written pack to you both tomorrow, and I'll make sure Hannah has the security answers lined up in parallel. Then we wait for the review. Thanks, both.
- Tasha Greene NoneWe appreciate your time and effort. Goodbye.
- Ben Kowalski NoneTalk soon. Bye.
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