Penwortham Mutual / BB-Demo – Discovery
Callcompleted
Penwortham Mutual: documents · 2026-02-23 11:45
On the 23 Feb 2026 discovery call, Penwortham Mutual described fragmented partner and policy data that costs days to assemble. Matteo Ricci pitched Enterprise at £149k for implementation plus first year and agreed to book a demo.
What was said
What this says
Current to 11 Oct 26On the 23 Feb 2026 discovery call, Penwortham Mutual described fragmented partner and policy data that costs days to assemble. Matteo Ricci pitched Enterprise at £149k for implementation plus first year and agreed to book a demo.
What happened: Clare Huddleston and Bernard Haslam described partner scheme data spread across a policy admin system, a CRM, spreadsheets and Snowflake. Matteo Ricci positioned the brain on top of their existing Snowflake.
Customer view: Bernard framed it as a data problem where senior decisions lose days. Clare was reassured the brain runs inside their own Snowflake and asked how integration would work, saying that is where it usually breaks.
Commercial: Matteo quoted Enterprise, implementation plus first year, at £149k, with a 12 week implementation including security review. This is a verbal figure, not a proposal or order form.
Watch: Bernard wants timing settled only after the demo, so no commitment was made.
Themes
Current to 9 Oct 26Theme
Fragmented partner scheme data
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Matteo Ricci to send a summary to Clare and Bernard by end of day on 23 Feb 2026.
- Matteo Ricci to arrange the demo on Penwortham Mutual's own data with Hannah, within a couple of weeks.
- After the demo, agree scope: connectors and users, then a proposal.
Risks
Current to 9 Oct 26- Clare Huddleston flagged integration as the usual point of failure, and a custom connector to the policy admin system is needed.
- Bernard Haslam tied timing to the demo, so there is no commitment yet.
Opportunities
Current to 9 Oct 26- A regulated buyer with several teams fits Enterprise, and the 12 week implementation includes security review support.
Transcript
Matteo Ricci NoneGood morning, Clare, Bernard. Thanks for making time. I'm Matteo from BB-Demo. I wanted to start by understanding what you're looking to do, and then I can walk you through how we might help. Clare, why don't you kick off on what's driving this for you?
Clare Huddleston NoneSure. So Penwortham works with quite a lot of partner schemes: employers, affinity partners, that sort of thing: and each scheme has different members, different policies, different renewal cycles. Right now, we don't have a great way to see all of that together. Our ops team is pulling data from spreadsheets and our policy admin system, and we're not getting a complete picture. When Bernard's finance team wants to know, say, partner A's revenue run rate or what's pending renewal, it takes days to pull together.
Bernard Haslam NoneRight. It's a data problem. We've got the information, but it's fragmented. Member Operations has it, Finance has some of it, Partner Management has some of it. If someone senior needs a decision, we lose days.- Matteo Ricci NoneOkay, that's helpful. So the problem is visibility and speed. Before I talk about the brain, walk me through the systems you're using. What's your core operational system?
- Clare Huddleston NoneWe've got an insurance policy admin system, that's our system of record for policies and members. We also use a CRM for partner management. And then a bunch of spreadsheets and access databases that people have built up over time. Finance runs most reporting off a data warehouse.
- Matteo Ricci NoneSo you're using the data warehouse already. That's good. Is that in Snowflake?
- Clare Huddleston NoneYes, Snowflake.
- Matteo Ricci NonePerfect. And the policy admin system and the CRM: are those cloud services, on-premises, or a mix?
- Bernard Haslam NoneCloud. Both cloud.
- Matteo Ricci NoneOkay. So the architecture is: policy admin and CRM feed into Snowflake, and your team is querying Snowflake and stitching things together. Is that fair?
- Clare Huddleston NonePretty much, yeah.
- Matteo Ricci NoneRight. So what we do is build a layer on top of Snowflake, we call it the brain. We connect to your CRM, your policy admin system, and any other data sources you've got, we unify the schema, and then we give your team an interface to ask questions without writing SQL. One natural language query, and you've got the answer across all your sources.
- Bernard Haslam NoneSo it sits in our Snowflake account?
- Matteo Ricci NoneYes. Entirely inside your Snowflake. We run nothing, and we store nothing. You own all the data, and you control all the access.
- Clare Huddleston NoneThat's reassuring. What does 'ask questions' look like in practice?
- Matteo Ricci NoneI can show you properly in a demo if this is worth exploring further. But think: "What's the revenue at risk in Partner A this quarter?", "Which policies are up for renewal in the next 30 days?", "What's the member churn rate by scheme?" You ask it like you'd ask a person, and the brain searches the data and shows you the answer. No SQL, no waiting.
- Clare Huddleston NoneAnd how would you integrate all our systems to make that work? That's where it usually breaks.
- Matteo Ricci NoneFair question. We'd use connectors to each system, pre-built connectors for your CRM, a custom connector to your policy admin system. They all sync to your Snowflake, nightly by default. So the data is fresh by morning. Any time something changes in your policy system or CRM, it's pulled through and unified.
- Bernard Haslam NoneAnd what's the commercial model? How does this work?
- Matteo Ricci NoneSo there's a fixed implementation fee and then an annual subscription. This would be Enterprise, which is the right tier for a regulated buyer like you with multiple teams needing access. I'd rather give you the full picture in writing, but for reference, the package at Enterprise, implementation plus the first year, is 148,750. After that, it renews annually.
- Bernard Haslam NoneRight. And timeline?
- Matteo Ricci NoneImplementation is 12 weeks. That includes our security review with your team, so your compliance people can sign off.
- Clare Huddleston NoneOkay. And then we'd have live queries running?
- Matteo Ricci NoneYes. After 12 weeks, your team starts asking questions. We help you figure out what the right questions are.
- Bernard Haslam NoneSo what happens next?
- Matteo Ricci NoneI'd love to do a proper demo on your actual data, you'd get a real sense of what the interface feels like. Then we can talk through the scope in more detail: which connectors, how many users, and so on. If that feels right, we'd move to a proposal and then a contract. Does a demo make sense?
- Clare Huddleston NoneYeah, I think so. When could you do that?
- Matteo Ricci NoneI'll sort that with my colleague Hannah, she runs the demos. We'll get something in the calendar within a couple of weeks.
- Bernard Haslam NoneAlright. And then we'd look at timing once we've had the demo?
- Matteo Ricci NoneAbsolutely. Once you've seen it and we've talked through scope, we can work out what makes sense for your timeline. I'll send a summary over, and we'll get the demo booked.
- Clare Huddleston NoneSounds good.
- Matteo Ricci NoneBrilliant. Thanks both. I'll get that to you by end of day.
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