Saltdean Hart Insurance Brokers / BB-Demo – Proposal
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Saltdean Hart Insurance Brokers: documents · 2024-10-14 14:15
Priya Raman proposed Growth at a total deal value of £51,600, not a yearly price. Nigel Ferris, who signs, wants a private call before committing. Zoe Kendrick wants renewals first. Regulatory access control is his main worry.
What was said
What this says
Current to 11 Oct 26Priya Raman proposed Growth at a total deal value of £51,600, not a yearly price. Nigel Ferris, who signs, wants a private call before committing. Zoe Kendrick wants renewals first. Regulatory access control is his main worry.
What happened: Priya Raman proposed the Growth tier to Zoe Kendrick and Nigel Ferris at a total deal value of £51,600, and said it is not a yearly price. She asked for signature by 8 Nov 2024.
Customer view: Nigel does not follow the technology and wants assurance on compliance and who sees what. Zoe wants renewals first, with claims a close second.
Commercial: Nigel will not sign without a private conversation. Priya agreed to ring him on the Friday and send a one-page summary beforehand.
Watch: Abi's single sign-on questions are still open, and single sign-on sits with Enterprise in the tier map. The evidence does not show a signature.
Themes
Current to 9 Oct 26Theme
Growth proposal, compliance concern
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 to send a one-page scope and price summary, copying Zoe Kendrick, before the Friday call.
- Priya Raman to ring Nigel Ferris on the Friday to talk the proposal through.
- Hannah to put the access detail and single sign-on answers in writing.
Risks
Current to 9 Oct 26- Nigel Ferris will not sign without a private call and has been burnt by similar tools before.
- Compliance and access control are his main concern, and single sign-on questions from Abi remain open.
- The customer has not yet agreed the total or a signing date.
Opportunities
Current to 9 Oct 26- Growth covers several teams, so claims can follow renewals as a second use.
- A clear first use on renewals gives the customer something real to judge.
Transcript
Priya Raman NoneHello Zoe, hello Nigel. Can you both hear me?
Nigel Ferris NoneLoud and clear, Priya. Afternoon. Lovely day down here, bit of sun on the seafront. How's London treating you?- Priya Raman NoneGrey, but I'm not complaining. Thanks for making time, Nigel, I know you're busy.
Zoe Kendrick NoneSorry if I look distracted. We've got a claims backlog today, it's a bit of a fire. But I wanted to be on this.- Nigel Ferris NoneThe clients come first, Zoe, quite right. Priya, I'll be straight with you, I don't do the technology side. Zoe tells me it's good. What's the bottom line?
- Priya Raman NoneStraight to it, I like that. So a quick recap. You've seen the demo with Hannah, the team liked it, and what I'm proposing is the Growth tier. That gives you several teams on it, the dashboards builder, and quarterly reviews with our customer success lead, Esther Quaye, once you're live. The total deal value is £51,600. To be clear, that's the total for the deal, not a yearly price.
- Nigel Ferris NoneFifty-one thousand six hundred. Right. And that's the lot? No nasty surprises further down the line?
- Priya Raman NoneThat's the number on the order form, and I'll put the breakdown on one page so you can see what's the set-up and what's the ongoing subscription. If we can get this over the line by 8 Nov 2024, we can start the build quickly and keep momentum with your team.
- Nigel Ferris NoneWhat does it actually do for me, though? In plain words. Not the clever bits.
- Zoe Kendrick NoneCan I take that one? Nigel, the short version is: when a client rings, anyone on the claims team can see everything we've said to them in one place, quickly. And the account executives stop missing renewals because it shows who's due and who hasn't been called. Quick question for Priya, though, can the claims team see it without seeing everything?
- Priya Raman NoneYes, Hannah showed that last time. Access follows what you set. Claims see claims, and the commercial side stays with the account executives. Hannah will put the detail in writing for Abi.
- Nigel Ferris NoneGood. I'm particular about that. We're regulated and I won't have the wrong people seeing the wrong things. Compliance, Priya, that's where I lie awake.
- Priya Raman NoneCompletely understand. It's built and run inside your own Snowflake account, so your data stays under your control rather than coming to us. I'd rather you hear the specifics from Hannah than have me overstate anything, and I'll get that to you.
- Nigel Ferris NoneFair enough. And if it doesn't work for us? We've been burnt before with these things.
- Priya Raman NoneWhat I can say is that we have a defined implementation with agreed connectors, and Esther will be checking in on how your teams are using it. I'd also suggest the first few weeks focus on one clear use, renewals or claims, so you can judge it on something real.
- Zoe Kendrick NoneI'd say renewals first. That's what costs us money when it slips. Claims is a close second, and Sinead's keen.
- Nigel Ferris NoneRenewals first then. That I understand. Tell me, Priya, what do you need from me?
- Priya Raman NoneThree things, really. One, a view from you on whether the shape and the total are right. Two, any questions on the contract itself, and I'm very happy to take those by phone. And three, when you're comfortable, we agree a date to sign so the build can begin.
- Nigel Ferris NoneWell, I never sign without a proper conversation. Give me a ring on Friday and we'll talk it through, just you and me. I'd like a word with Zoe before then as well.
- Priya Raman NoneOf course, I'll ring you Friday. And I'll send a one-page summary beforehand, short, just the scope and the number, so you've got it in front of you.
- Nigel Ferris NoneShort is the word. Anything over a page and it goes in the pile.
- Priya Raman NoneOne page, promise. Zoe, I'll copy you in, and if Abi has any of those single sign-on questions left, send them to Hannah and she'll answer in writing.
- Zoe Kendrick NoneWill do. Thanks, Priya. I need to dash, the claims thing.
- Nigel Ferris NoneGood man, thank you. Regards to your colleagues. Speak Friday.
- Priya Raman NoneThanks both. Speak Friday, Nigel. Bye for now.
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