Rookhaven Asset Management / BB-Demo – Discovery
Callcompleted
Rookhaven Asset Management: documents · 2026-06-09 14:00
Rookhaven's Head of Client Data set criteria: one client view, shared records and lineage. The COO wants security and procurement before any signature and asked for a price breakdown. A close of 18 Dec 2026 is only a plan.
What was said
What this says
Current to 11 Oct 26Rookhaven's Head of Client Data set criteria: one client view, shared records and lineage. The COO wants security and procurement before any signature and asked for a price breakdown. A close of 18 Dec 2026 is only a plan.
What happened: Discovery call on 9 Jun 2026 with Eleanor Whitlock and Julian Ferrers. Client data sits in Salesforce, Zendesk, mailboxes and hand-reconciled finance data, and two people can build two different pictures of a client.
Commercial: Tom Ashdown said about £155,000 all in for a first deal, including one-off implementation, is an internal pencil figure and not the annual price. Julian asked for a written breakdown and said cost discipline matters.
Customer view: Eleanor wants lineage for every answer and a security and risk review before commitment. Julian will not sign before procurement and security.
Watch: The 18 Dec 2026 close is a plan that moves with their review. Tom has not yet named sector references.
Themes
Current to 9 Oct 26Theme
Enterprise discovery, security gate
Importance
neutral
Sentiment
neutral
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send a written price breakdown separating implementation from the annual subscription.
- Tom Ashdown to confirm what BB-Demo can share about financial services customers and arrange a reference conversation.
- Tom Ashdown to schedule a lineage demo with the head of client service, and Eleanor to send her systems list.
Risks
Current to 9 Oct 26- Security, risk and procurement review must complete before any signature, so timing depends on their process.
- Julian stressed cost discipline, and the figure Tom mentioned was informal and not the annual price.
Opportunities
Current to 9 Oct 26- Enterprise fits their stated needs: company-wide scope, SSO and SCIM, lineage and a Snowflake-resident brain.
- Eleanor wants her own team as admins and named Salesforce, Zendesk, Microsoft 365 and finance data as first connectors.
Transcript
Tom Ashdown NoneAfternoon, Eleanor. Can you hear me alright? I've got the recorder running, so apologies in advance for anything daft I say. How's your week been?
Eleanor Whitlock NoneAfternoon, Tom. Yes, you're coming through clearly. It's been a busy week, quarter-end reporting is close and my team have been buried. Julian is just dialling in now.
Julian Ferrers NoneGood afternoon both. Apologies, I was held up. What's the decision required today?- Tom Ashdown NoneAfternoon, Julian. Good to meet you. No decision today, no drama. This is a discovery call. I want to understand how client data works at Rookhaven now, and whether what we do is even a fit. Then we can work out a sensible next step.
- Julian Ferrers NoneUnderstood. Eleanor will lead. I'll listen.
- Eleanor Whitlock NoneThank you. If I may, I'd like to restate the criteria we're evaluating against, so we're all anchored. First, one trusted view of each client across institutional and wealth. Second, client service and distribution working from the same record rather than their own spreadsheets. Third, from a governance standpoint, a clear lineage for every answer. What's the source, who changed it, and when.
- Tom Ashdown NoneThat's really clear, thank you. Lineage is a big one for us as well. Every answer the brain gives points back to the record it came from. I'll show you that properly in a demo, but let me ask first. Where does client data live today? Roughly.
- Eleanor Whitlock NoneRoughly, then. The client relationship records sit in Salesforce. Service conversations are partly in Zendesk and partly in shared mailboxes, which is not ideal. Call notes are in various places. Finance and fee data come out of the accounting side and are reconciled by hand.
- Tom Ashdown NoneRight. And when you say reconciled by hand, what does that look like on a Tuesday afternoon?
- Eleanor Whitlock NoneSomeone in client service opens three systems and a spreadsheet, and builds a picture of a client before a review meeting. It takes a good part of a morning. And two people can build two different pictures.
- Tom Ashdown NoneMm. And that's the bit that worries you from the regulator side, presumably. Two versions of the truth.
- Eleanor Whitlock NonePrecisely. If we were asked how a figure in a client pack was derived, the honest answer today is that it depends who made it.
- Julian Ferrers NoneWhat's the operational risk if the data is wrong in a client pack?
- Eleanor Whitlock NoneReputational first, Julian, and potentially a conduct question. It's one reason I'd want this reviewed by security and by risk before we go any further.
- Tom Ashdown NoneWhich is the right order, honestly. Let me explain how we're built, because it matters for that. The brain runs inside your own Snowflake account. Your data doesn't go to us and sit somewhere else. We build and run the layer in your environment, under your controls.
- Eleanor Whitlock NoneInside our Snowflake account. So our existing access controls apply.
- Tom Ashdown NoneThat's the idea, yes. You'd go through our security review as part of Enterprise, and my team supports your security people through it. Whatever questionnaire you have, we'd work through it with you.
- Julian Ferrers NoneLet's see the security review first. Who else uses you in our sector?
- Tom Ashdown NoneFair question. I don't want to name customers without their say, so leave that with me. I'll come back with what I'm allowed to share about financial services customers, and we can arrange a reference conversation if that helps.
- Julian Ferrers NonePlease do. Thank you.
- Eleanor Whitlock NoneTom, may I ask about scope? We've been thinking Enterprise because of the company-wide aspect and SSO. But I don't want to assume. What does that tier actually include?
- Tom Ashdown NoneSure. Enterprise is company-wide, with SSO and SCIM, more users and connectors than the lower tiers, an executive sponsor on our side, and the security review support I mentioned. It's the one regulated buyers usually land on. Growth is for several teams, but you've told me client service and distribution, plus governance, so I'd expect Enterprise.
- Eleanor Whitlock NoneAnd the order of magnitude commercially? Julian will want to know.
- Tom Ashdown NoneI won't quote from memory, I'd rather confirm it in writing. What we've pencilled in internally is about £155,000 all in for a first deal, which includes the one-off implementation. That's not the annual number, so please don't read it as the yearly price. I'll send a proper breakdown that separates the two.
- Julian Ferrers NoneUnderstood. Cost discipline matters to us. A breakdown, please.
- Tom Ashdown NoneYou'll have it, Julian. Now, Eleanor, systems. Which would we need to connect first for the client-service view to work?
- Eleanor Whitlock NoneSalesforce and Zendesk, certainly. Then the mailboxes in Microsoft 365, and the finance data. I would want to confirm the full list with my team rather than guess. I can send a systems list.
- Tom Ashdown NoneBrilliant, that'd be really useful. And who in your world would actually ask the brain questions day to day? Just so I picture it.
- Eleanor Whitlock NoneMainly client service, and the head of client service would be the one to convince. Distribution would be second. I'd also want my own team as admins, so that stewardship stays with data.
- Tom Ashdown NoneMakes sense. Would it help if we did a demo with the head of client service in the room? I can show it against something shaped like your data, so they see their own world.
- Eleanor Whitlock NoneYes, I think that would help. I'd like them to see lineage in particular. And I'd want written confirmation of how the security review would run before we commit to anything.
- Julian Ferrers NoneI'll need to drop shortly. Eleanor, you'll keep me informed. Procurement and security before any signature.
- Eleanor Whitlock NoneOf course, Julian.
- Tom Ashdown NoneThat's absolutely right, Julian. For planning only, we've pencilled in 18 December 2026 as a possible close, but that's a plan and not a promise. It moves with your review, not with my diary.
- Julian Ferrers NoneNoted. Thank you both. Julian Ferrers, signing off.
- Eleanor Whitlock NoneTom, so I'm clear on next steps. You'll send the price breakdown and what you can share about sector customers. I'll send the systems list. And we'll fix a demo with client service.
- Tom Ashdown NoneSpot on. Let's get something in the diary for the demo this week if we can, and I'll send times today. Anything else on your mind before we finish?
- Eleanor Whitlock NoneNo, that's everything for now. Thank you, Tom. Best regards, Eleanor.
- Tom Ashdown NoneCheers, Eleanor. Speak soon.
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