Penwortham Mutual / BB-Demo – Proposal
Callcompleted
Penwortham Mutual: documents · 2026-04-07 16:15
Matteo Ricci walked Bernard Haslam and Clare Huddleston through an Enterprise proposal at a total of £149k. Both were positive; a security conversation and an order form are still to come.
What was said
What this says
Current to 11 Oct 26Matteo Ricci walked Bernard Haslam and Clare Huddleston through an Enterprise proposal at a total of £149k. Both were positive; a security conversation and an order form are still to come.
What happened: On 7 Apr 2026 Matteo presented an Enterprise proposal with six core connectors in phase one and a twelve-week implementation. Bernard and Clare asked about connectors, timeline, price and support.
Customer view: Clare said this was what they wanted to hear and Bernard said he was impressed. Neither challenged the figure.
Commercial: The £149k total covers implementation, the security review and the first year of subscription; the evidence does not show the split. Matteo warned that the annual cost after year one will be substantial.
Watch: This is a proposal, not an executed order form. The security conversation, the order form and the follow-up call agreed on the day are still ahead, and the evidence does not show their outcome.
Themes
Current to 9 Oct 26Theme
Enterprise proposal and price
Importance
upsell
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 sends the full written proposal to Bernard Haslam and Clare Huddleston the same day.
- Matteo arranges a security conversation with the customer's information security team.
- Matteo holds the agreed follow-up call with Bernard and Clare to settle scope and move to the order form.
Risks
Current to 9 Oct 26- The renewal price is not stated: Matteo only said the annual cost will be substantial, so the first renewal could meet price resistance.
- The single all-in figure hides the split between implementation and subscription, which finance may ask for.
- The security review with the information security team is still open and could delay the order form.
Opportunities
Current to 9 Oct 26- Gong, SharePoint and HubSpot were named as connectors beyond the six core ones, leaving room to add more later.
- Partner management was described as a use case alongside member operations, which widens the teams involved.
Transcript
Matteo Ricci NoneGood afternoon Bernard, Clare, thanks for taking the time. So I wanted to walk through the proposal we discussed in our last call. We've mapped out an Enterprise solution for you, and I'd like to take you through what that covers and what the investment looks like. Is that good?
Clare Huddleston NoneYes, perfect. We've been looking forward to this. We've had a chance to think about what we need.- Matteo Ricci NoneGood. So the proposal is for Enterprise tier. That gives you one hundred and fifty users, twenty connectors, and it includes our full governance stack: single sign-on, SCIM for user provisioning, an executive sponsor, and access to the Sandbox for testing. All of that sits inside your own Snowflake account.
Bernard Haslam NoneTell me about the connectors. What are we hooking up?- Matteo Ricci NoneRight. So in phase one, we're looking at Salesforce, your CRM; Zendesk, your helpdesk; Slack, for internal chat; Microsoft 365 for email and calendar; Snowflake itself, for data warehouse; Xero, for accounting. Those are six, and they're the core. Beyond that, we have Gong for call recording, SharePoint for document management, HubSpot if you're running marketing campaigns. There's headroom to add more as you discover new use cases.
- Clare Huddleston NoneRight. And the idea is that the brain sits on top of all that and lets member operations and partner management see across all the schemes together?
- Matteo Ricci NoneExactly. Partner operations can search across all partner data: their contracts, their performance, their support tickets, in one place instead of switching between systems.
- Bernard Haslam NoneWhat's the implementation timeline?
- Matteo Ricci NoneEnterprise implementation is twelve weeks. We'll do a security review as part of that, that's built in. The first three connectors will be live within two to three weeks, then we roll out the rest over the following weeks. By week twelve, you're fully live and we've trained your team.
- Clare Huddleston NoneAnd the price?
- Matteo Ricci NoneThe total deal is 148,750. That covers implementation, twelve weeks of delivery, the security review, and your first year of subscription. All-in.
- Bernard Haslam NoneAnd after year one?
- Matteo Ricci NoneAfter year one, you renew the subscription annually. I'd rather you heard it from me straight: the annual cost will be substantial. Enterprise is the top tier. But the implementation fee doesn't repeat.
- Clare Huddleston NoneFair enough. What about support?
- Matteo Ricci NoneEnterprise includes Premium support: a named engineer on your account, available seven to eight in the evening, UK time. P1 response is thirty minutes. And you've got an executive sponsor, which in your case would be someone from my side who owns the relationship and checks in quarterly.
- Bernard Haslam NoneRight. And the data lives inside our Snowflake?
- Matteo Ricci NoneInside your own Snowflake, you control it, you govern it. No data sitting on BB-Demo's infrastructure. For regulated businesses like yourselves, that's a big advantage.
- Clare Huddleston NoneThat's what we wanted to hear. I think this is good. Bernard?
- Bernard Haslam NoneI'm impressed. This is what we discussed in that first call. What's the next step?
- Matteo Ricci NoneI'll send you the full proposal in writing today. I'd recommend Clare and anyone else from member operations review it, make sure the scope is right. Then we set up a security conversation for your information security team. Once that's clear, we move to the order form and we can kick off.
- Clare Huddleston NoneSounds good.
- Matteo Ricci NoneI'll get the proposal to you both today. You've got about a week to review it, and I'll check in with you on, shall we say, 14 May? Does that work?
- Bernard Haslam None14 May is good. We'll have had time to look it over.
- Matteo Ricci NonePerfect. So I'll send the proposal today, and we'll reconvene on 14 May. Cheers.
Callsmade from