Quillmark Health / BB-Demo – Proposal
Callcompleted
Quillmark Health: documents · 2026-05-20 16:45
Proposal call with Quillmark Health on the Enterprise tier. Ben Kowalski is keen, but the CISO controls the pace. She wants service levels written into the order form, and the open findings remain unresolved.
What was said
What this says
Current to 10 Oct 26Proposal call with Quillmark Health on the Enterprise tier. Ben Kowalski is keen, but the CISO controls the pace. She wants service levels written into the order form, and the open findings remain unresolved.
What happened: Jordan Pike walked through the draft Enterprise proposal covering company-wide use, SSO and SCIM, an executive sponsor, and four connectors in the customer's Snowflake account. Megan Alvarez restated that open questionnaire findings are unresolved.
Commercial: Jordan quoted a total deal value of one hundred fifty-five thousand, all-in including the one-off implementation, and said it is not an annual price. Ben left price to Tasha, and the evidence does not show her view.
Customer view: Megan wants support response and data freshness commitments inside the order form, with no best effort. She will not shorten the review for momentum.
Watch: end of June close is a forecast. The evidence does not show whether it held.
Themes
Current to 9 Oct 26Theme
Enterprise proposal, security review
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- Jordan Pike to send the written proposal with the implementation and subscription split on one page and service levels drafted into order form language.
- Jordan Pike to send re-issued questionnaire answers with open findings marked, and the incident record before the first session.
- Jordan Pike to send session options for early next month, with the solutions engineer answering the access question in writing.
Risks
Current to 9 Oct 26- Open questionnaire findings and the incident record for the last ninety days remain unresolved and gate procurement.
- The CISO will not accept best effort and wants service levels written into the order form itself.
- The end of June close is only a forecast, and the customer would not commit to a date.
Opportunities
Current to 9 Oct 26- Ben Kowalski sees the Enterprise scope as exactly the gap for his client-services teams, including the call recorder connector.
- Enterprise service level commitments can sit in the executed order form, which answers the CISO's main commercial condition.
Transcript
Ben Kowalski NoneHey Jordan, can you hear me okay? I've got the headset on this time, so hopefully it's better than last week.
Jordan Pike NoneLoud and clear, Ben. Good afternoon. Megan, you joined as well, great.
Megan Alvarez NoneGood afternoon. I can hear you both. I have a hard stop before the top of the hour, so I will need to leave when we reach that point.- Ben Kowalski NoneCrazy weather in Boston today, by the way. Bright and sunny at lunch, and now it's pouring. Typical.
- Jordan Pike NoneSame in New York, to be transparent. Okay, here's the agenda, one line. We walk through the proposal, we talk scope, and we agree how security review sessions run. I'll keep an eye on the clock, we've got a bit under forty minutes.
- Megan Alvarez NoneBefore we begin, for the record, let me restate scope as I understand it. Quillmark is evaluating the Enterprise tier. The deployment would sit inside our own Snowflake account. There are open findings from the questionnaire that remain unresolved. Is that a fair summary?
- Jordan Pike NoneThat's fair, Megan. Enterprise tier, running in your Snowflake account, and yes, the open findings are still open. I don't want to skip past those, so we'll come back to them at the end.
- Ben Kowalski NoneLove it. Okay, so Jordan, you sent the draft proposal over. I've read it twice. This is exactly the gap for my client-services folks, one view of each hospital client instead of five spreadsheets.
- Jordan Pike NoneRight, that's how I framed it. Let me share my screen. Can you see the proposal? Page one is the scope.
- Ben Kowalski NoneYep, I see it.
- Megan Alvarez NoneI can see it as well.
- Jordan Pike NoneGreat. So the scope is Enterprise. That's company-wide use, single sign-on and SCIM so access follows your identity provider, and an executive sponsor on our side. Connectors are the ones we agreed in the demo, your CRM, your helpdesk, your call recorder, and the finance system, all feeding the brain in your Snowflake account.
- Ben Kowalski NoneAnd the call recorder one is the big one for us. Account managers are living in those calls.
- Jordan Pike NoneUnderstood. It's in scope. Now the money, and I'll be straight about how it's built. The total value of the deal as scoped is one hundred fifty-five thousand. That is the all-in number with the one-off implementation included. It's not an annual price, and I don't want anyone reading it that way.
- Megan Alvarez NonePlease clarify the structure. One number for the whole deal. Where does the implementation sit inside it?
- Jordan Pike NoneGood question. In the written proposal I break it into the implementation, which is a fixed fee, and then the subscription. I'll make sure the split is on one page, so procurement doesn't have to hunt for it.
- Ben Kowalski NoneI'll leave price to Tasha, that's her lane. But from my side, the structure sounds straightforward.
- Jordan Pike NoneTotally fine, Ben. Tasha and I can pick that up separately. What would make this a yes for her, do you know? What does she need to see?
- Ben Kowalski NoneHonestly, a clean order form and no surprises in the terms. She'll want the security review done first, though. She won't move until Megan is comfortable. And that's how it should be.
- Megan Alvarez NoneCorrect. Procurement follows the security review, not the other way around. I want to be precise about that so there are no assumptions on timing.
- Jordan Pike NoneAgreed, and that's the order I want too. Our expected close is end of June, but that is a forecast, not a promise, and it only holds if the review lands. I'd rather tell you that now.
- Ben Kowalski NoneYeah, and I can't promise a date on our side either. Let me socialise it internally and see what the calendar looks like.
- Megan Alvarez NoneI would like to move to my questions. I have several, and I will number them. Number one: where does Quillmark data physically reside under this proposal?
- Jordan Pike NoneNumber one, your data stays in your Snowflake account. BB-Demo runs inside it. We don't copy it out to a separate store of ours. The detail on how the model layer is handled is something our solutions engineer will cover properly in the review session, because I don't want to paraphrase an architecture answer.
- Megan Alvarez NoneNoted. Number two: who at BB-Demo has access to our environment, and how is that access granted and revoked?
- Jordan Pike NoneThat's a question for the written review, Megan, and I'll put it on the list for our solutions engineer. What I can say is that I don't have access to your environment and I'd want that spelled out in the document, not left to my word.
- Megan Alvarez NoneI will need that in writing. A verbal description is not sufficient for the file.
- Jordan Pike NoneUnderstood. Writing it is.
- Megan Alvarez NoneNumber three: please describe any incidents in the last ninety days. Our risk posture requires disclosure before we proceed, not after we discover something.
- Jordan Pike NoneYes. I'll be transparent here. I'm not going to answer that from memory on a sales call. The incident record for the last ninety days will come to you in writing from the people who hold it, and I'll make sure it arrives before the first review session, not during it.
- Megan Alvarez NoneFor the record, that is acceptable as a process. I will judge the content when I read it.
- Ben Kowalski NoneCan I jump in? Megan, I'm not trying to speed past you. I just want to make sure we don't lose momentum. If the review is three sessions, can we get the first one booked this week?
- Megan Alvarez NoneYou can ask. I will not shorten the review to preserve momentum, Ben. We will book the sessions, and the pace will be set by the answers.
- Ben Kowalski NoneNo, totally, I'm not asking you to. Just the booking.
- Jordan Pike NoneI can take the booking. Megan, what times work? I'd propose an early evening slot like today, since our solutions engineer is in London and it's the easiest overlap.
- Megan Alvarez NoneEarly evening is workable early next month. Send options and I will select one. I would also like the questionnaire answers re-issued with the open findings marked, so we are working from a single document.
- Jordan Pike NoneDone. Single document, open findings marked. Anything else you want on that list?
- Megan Alvarez NoneNumber four: the service levels. I want the support response commitments and the data freshness commitment stated in the order form itself, not referenced from a general document. We do not accept best effort.
- Jordan Pike NoneUnderstood, and for Enterprise those commitments can sit in the executed order form. I'll draft that into the proposal so you can see the language before anything is signed.
- Ben Kowalski NoneThat helps me too, honestly. Procurement always asks me where the SLA lives.
- Jordan Pike NoneRight. In the order form, then. Ben, one more thing from me. Who else needs to see the proposal? I'd rather get them in the loop now than discover someone late.
- Ben Kowalski NoneTasha, obviously, and our legal folks for the paper. And Megan's board risk committee will want a summary at some point.
- Megan Alvarez NoneThe committee will receive a summary once I have completed the review. Not before.
- Jordan Pike NoneGot it. So to recap before Megan has to run. One, I send the written proposal with the implementation and subscription split on one page, and the service levels drafted into the order form language. Two, I send re-issued questionnaire answers with open findings marked. Three, the incident record for the last ninety days comes to Megan in writing ahead of the first session. Four, I send session options for early next month.
- Megan Alvarez NoneThat matches my notes. I will add that the access question, number two, must be answered in writing by your solutions engineer.
- Jordan Pike NoneAdded. It's on the list with a name against it.
- Ben Kowalski NoneLove it. This was a good one. Thanks, both.
- Jordan Pike NoneThanks, Ben. Thanks, Megan. I'll get the documents out tomorrow.
- Megan Alvarez NoneThank you. Megan Alvarez, CISO.
Callsmade from