Orme Vallance / BB-Demo – Discovery
Callcompleted
Orme Vallance: documents · 2024-10-21 10:15
Orme Vallance's reporting team compiles client narratives by hand from several systems. Alexander Vallance sized the saving at fifteen or twenty hours a week and agreed to a security scoping call after Priya Raman pitched Enterprise.
What was said
What this says
Current to 11 Oct 26Orme Vallance's reporting team compiles client narratives by hand from several systems. Alexander Vallance sized the saving at fifteen or twenty hours a week and agreed to a security scoping call after Priya Raman pitched Enterprise.
What happened: Alexander Vallance, Chief Operating Officer, and Henrietta Coombe, Head of Client Reporting, described Orme Vallance as a fixed-income manager whose reporting team stitches data from four or five different systems. Priya Raman pitched Enterprise.
Customer view: Henrietta wants answers in minutes instead of hours. Alexander put the saving at fifteen or twenty hours a week and said it matters.
Commercial: Priya quoted £30k implementation and £110k annual, and neither customer reacted to the price. She said unlimited users, whereas Enterprise includes 150 users, so the proposal should state the tier limit.
Watch: The security review adds a few weeks. The bespoke portfolio system is only confirmed as exportable daily.
Themes
Current to 9 Oct 26Theme
Enterprise discovery, client reporting
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- Priya Raman to schedule a security scoping call with Orme Vallance IT within a week or two, with Hannah or herself.
- Priya Raman to send a calendar invite and reading on Enterprise in a regulated environment, then move to a proposal.
Risks
Current to 9 Oct 26- The security review adds a few weeks to a twelve-week Enterprise implementation.
- Priya Raman described unlimited users, but Enterprise includes 150 users, which could cause a dispute later.
- The bespoke portfolio system is only confirmed as exportable daily, so connector effort is unproven.
Opportunities
Current to 9 Oct 26- Enterprise fits a company-wide, regulated buyer that already runs Snowflake, so no new infrastructure is needed.
- Alexander Vallance's estimate of fifteen or twenty hours a week gives a ready value case for the proposal.
Transcript
Priya Raman NoneHi both, thanks for making time this morning. Henrietta, Alexander, I'm really pleased we're talking. I'd like to understand what Orme Vallance is trying to do, where the pain points are, and whether the brain might be worth exploring. How does that sound?
Alexander Vallance NoneSounds good. So we're a fixed-income manager: we manage portfolios for institutional clients, mainly pension schemes and insurers. We're based in London. The challenge is our client-facing teams are drowning in data: portfolio systems, client CRM, email, call recordings from client meetings, and they're manually compiling reports and narratives every month.
Henrietta Coombe NoneYeah, and it's my team, Client Reporting, that's bearing the brunt. We're basically translating data from four or five different systems into a single narrative for each client. It's slow, error-prone, and frankly tedious.- Priya Raman NoneHow many people are involved in that process?
- Henrietta Coombe NoneThere's about five of us in Client Reporting, but we're relying on people from portfolio management, operations, all chiming in to fill in pieces. So really it's organisation-wide.
- Priya Raman NoneSo you're pulling from portfolio systems, CRM, email, calls. What systems specifically?
- Alexander Vallance NoneWe've got our portfolio system: it's a bespoke build: our CRM is Salesforce, Microsoft 365 for email and comms, and we use Gong to record client calls.
- Priya Raman NoneSo we can connect to Salesforce, Microsoft 365, Gong. The bespoke portfolio system, does it have an API or data export?
- Henrietta Coombe NoneIt does, yeah. We can export daily.
- Priya Raman NonePerfect. So the brain would sit in your Snowflake, do you have Snowflake?
- Alexander Vallance NoneWe do, actually. We've been using it for a couple of years for data warehousing.
- Priya Raman NoneThat's actually ideal, we can deploy into your existing Snowflake account, so no new infrastructure. If we got the brain live, what would change for your reporting process?
- Henrietta Coombe NoneWe'd be able to ask a question like 'what has changed in the portfolio since the last report, and what did the client say about interest rates in the last call?' and have an answer in minutes instead of hours of manual work. And we could do that without having to chase people in portfolio and operations.
- Priya Raman NoneThat's the value we see, teams go from doing data admin to doing actual analysis. What's that worth to you, roughly?
- Alexander Vallance NoneWell, if we freed up Henrietta's team to focus on client outcomes instead of data wrangling, that's maybe fifteen or twenty hours a week? That matters to us. We can deploy those people more effectively.
- Priya Raman NoneAbsolutely. So because this is company-wide and you're regulated, you'll probably want Enterprise. That gives you a few things: unlimited users, up to twenty connectors, single sign-on and user provisioning so IT can manage access, an executive sponsor on our side, that's me or someone senior, and premium support. Implementation is twelve weeks including a security review, and that's thirty thousand. Then the annual is one hundred and ten thousand.
- Henrietta Coombe NoneAnd the security review, what's that involve?
- Priya Raman NoneWe'll work with your IT or compliance team to make sure our architecture meets your governance requirements. Questions around data residency, access controls, audit logs, disaster recovery. It's pretty thorough, and it usually adds a few weeks to implementation.
- Alexander Vallance NoneOkay. I think that's something we'd want to explore further. What's the next step?
- Priya Raman NoneI'd like to get someone on: either Hannah, our Solutions Engineer, or myself, for a deeper dive on your data architecture and a security scoping call with your IT team. Probably a week or two to get that scheduled?
- Alexander Vallance NoneYeah, a week or two works.
- Priya Raman NoneGreat. I'll set up some time with you and whoever you want from IT. We'll talk through the architecture, what we'd need from you, and then we can move to a proper proposal. Does that sound good?
- Henrietta Coombe NoneYeah, sounds good.
- Priya Raman NonePerfect. I'll follow up with a calendar invite and some reading on Enterprise and how it works in a regulated environment. Anything else?
- Alexander Vallance NoneNo, I think that's it.
- Priya Raman NoneBrilliant. Cheers both, speak soon.
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