Merrow Gate Insurance Brokers / BB-Demo – Discovery
Callcompleted
Merrow Gate Insurance Brokers: documents · 2025-02-11 14:45
Merrow Gate Insurance Brokers described clients, policies and claims split across three systems. Lewis Kerr pitched Starter at about the high twenties for year one; the managing director asked for a proposal.
What was said
What this says
Current to 11 Oct 26Merrow Gate Insurance Brokers described clients, policies and claims split across three systems. Lewis Kerr pitched Starter at about the high twenties for year one; the managing director asked for a proposal.
What happened: Lewis Kerr held a discovery call with Jade Riley and Nicola Shaw on 11 Feb 2025. Jade described checking two or three systems to answer a client's claims question.
Customer view: Nicola said the business is leaving money on the table because staff are stuck on admin instead of chasing renewals and upselling. She sees it as a revenue play.
Commercial: Jade counted eight or nine users and three systems, which fits Starter at fifteen users and four connectors. Lewis quoted around the high twenties for year one with implementation and mentioned Growth for later.
Watch: Nicola said it was worth exploring and asked for detail. The evidence does not show what followed the proposal.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send the full proposal with pricing and inclusions to Jade Riley and Nicola Shaw.
- Lewis Kerr to book the walkthrough call for early the following week.
Risks
Current to 9 Oct 26- The price was only a verbal ballpark, so it may be tested against the written proposal.
- The evidence does not show whether the proposal or the follow-up call took place.
Opportunities
Current to 9 Oct 26- Three systems and eight or nine users fit Starter, with Growth available if the team or connectors expand.
- The managing director framed the need as revenue, around renewals and upselling, which supports a value case.
Transcript
Lewis Kerr NoneJade, Nicola, good afternoon. Thanks for taking the time. Can you both hear me?
Jade Riley NoneYep, we can.
Nicola Shaw NoneAll good here.- Lewis Kerr NoneGreat. So, before I go into what BB-Demo is, I'd really like to understand what you're currently struggling with. Jade, as Head of Operations, what would make your job easier?
- Jade Riley NoneWe sell insurance policies through brokers and direct: so we've got clients in the CRM, policies in one system, claims in another. If a client rings up asking 'have I made a claim?', I've got to look in two or three places. It's inefficient.
- Lewis Kerr NoneSo you're jumping between systems to answer customer questions.
- Jade Riley NoneExactly. And we'd like to be able to pull reports, like, 'which customers haven't renewed their policy?' or 'which are at risk?', without having to manually build spreadsheets.
- Lewis Kerr NoneNicola, from a business perspective, what does that mean to you?
- Nicola Shaw NoneIt means we're leaving money on the table. We should be chasing renewals, upselling, but we're stuck doing admin. If we could see the data clearly, we'd sell more.
- Lewis Kerr NoneRight, so it's a revenue play too.
- Nicola Shaw NoneIt is.
- Lewis Kerr NoneOkay. So, how many people would need access to this kind of thing? How big is your team?
- Jade Riley NoneThere's me, Nicola, and we've got a team of customer service people, about five of them. And a couple of admin. So eight or nine total.
- Lewis Kerr NoneAnd your systems, what have you got?
- Jade Riley NoneA CRM, an underwriting system where policies sit, a claims management system. Those are the three main ones.
- Lewis Kerr NoneSo we'd connect all three. What we do is sit on top of your data, all your systems, and let you ask questions across them all at once. 'Which customers are due for renewal and haven't had a service call this year?', you'd get an answer in seconds, not an hour of manual work.
- Jade Riley NoneThat would be brilliant.
- Lewis Kerr NoneGood. We have a Starter package: fifteen users, four data connectors, and it sits inside your own account. The implementation is about four weeks.
- Lewis Kerr NoneTo put a number on it, all-in with implementation, you're looking at something around the high twenties for the first year.
- Nicola Shaw NoneAnd that includes support?
- Lewis Kerr NoneIt includes quarterly check-ins with us. If you need more hands-on support, that's an add-on, but most Starter customers don't.
- Jade Riley NoneWhat happens if we need more users later? Can we grow into it?
- Lewis Kerr NoneAbsolutely. We have a Growth tier if you outgrow Starter. We can add users, more connectors, the works.
- Nicola Shaw NoneOkay. I think this is worth exploring further. Can you send us some more detail?
- Lewis Kerr NoneI'll send that over today, a full proposal with pricing and the details of what's included. And let's set up another call for early next week to walk through any questions?
- Jade Riley NoneYeah, that works.
- Lewis Kerr NonePerfect. I'll get that out to you today. Speak soon.