Tarnbeck Insurance Brokers / BB-Demo – Renewal
Callcompleted
Tarnbeck Insurance Brokers · 2025-12-30 09:15
Tarnbeck's use has fallen since Rachael moved team and nobody owns the brain. Jean Benson wants an adoption plan before paying 19,500 again. The contract was extended to end of February on the same terms.
What was said
What this says
Current to 14 Oct 26Tarnbeck's use has fallen since Rachael moved team and nobody owns the brain. Jean Benson wants an adoption plan before paying 19,500 again. The contract was extended to end of February on the same terms.
What happened: Colin Airey said day-to-day use lapsed after Rachael moved team in a restructure, and nobody has picked it up. Daniel and Priya proposed deferring renewal rather than pushing it now.
Customer view: Colin still likes the concept of seeing renewals and claims together, but needs an owner on his side. Jean said an unused tool is a cost to justify.
Commercial: The contract was extended to end of February on the same terms, with no invoice in between. Renewal at 19,500 on annual terms depends on a named owner and a usage pick-up.
Watch: Without an owner this renewal is At risk.
Themes
Current to 9 Oct 26Theme
Renewal deferred, adoption lapse
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Colin Airey to nominate a business owner, ideally in operations or underwriting, by mid-February.
- Daniel Okafor to check in on the adoption plan in mid-January and offer a team session.
- Priya Raman to hold the renewal conversation once usage and an owner are visible.
Risks
Current to 9 Oct 26- No business owner at Tarnbeck, and usage has fallen since Rachael moved team.
- Jean Benson wants an adoption plan before renewing at 19,500.
- If no adopter is found by end of February, Daniel said the tool may not be the right fit.
Opportunities
Current to 9 Oct 26- Colin still sees value in having renewals and claims together.
- A team session run by Daniel could rebuild usage with a new business owner.
Transcript
Daniel Okafor NoneHi all, thanks for making the time. So we're here to talk about renewal. Colin, Jean, I think we've met before, but good to have you both. How's the brain been serving you this past year?
Colin Airey NoneIt's been helpful. Gets the job done.- Daniel Okafor NoneGood to hear. Usage-wise, we've seen some activity, though it's tailed off a bit recently. I want to understand what's going on: is the tool still valuable for you, or have we missed something?
- Colin Airey NoneThere's been a lot of change on our side. Rachael moved to a different team, so the day-to-day use kind of fell by the wayside. We kept the tool, but we haven't been asking it many questions lately.
- Daniel Okafor NoneRight, that makes sense. Rachael was very engaged. Who's picked up the day-to-day use since then?
- Colin Airey NoneThat's the thing, nobody, really. It's on the radar, but with the restructure, it's not been a priority.
Priya Raman NoneOkay. So Colin, the question I'd like to pose is: does the value case still hold for you? If we could get it back in front of your team and get a few more people using it, would that change things?- Colin Airey NoneMaybe. I mean, the concept is good, seeing renewals and claims together. It's just... we'd need someone to own it on our side, and right now that's not clear.
Jean Benson NoneFrom a finance perspective, Colin, we're paying 19,500 a year. If we're not using it, that's a cost to justify. I'd want to see a plan for adoption before we renew.- Daniel Okafor NoneThat's fair. Here's what I'd suggest: rather than renew now, why don't we spend some time, maybe a month, getting it back in front of the right people? Abbie's strong technically, but she needs a business owner, maybe someone in operations or underwriting, who can actually use it and evangelize it to the team. Once you've got that person and you've seen a spike in usage, then we renew.
- Colin Airey NoneSo you're saying defer the renewal?
- Priya Raman NoneNot indefinitely, but we could push the renewal out to February or March, give you time to get organised on your side. The current contract runs to end of January, we can keep you live on the same terms through to the end of February if it makes sense, so there's no rush.
- Colin Airey NoneAnd then what?
- Daniel Okafor NoneThen we'd talk renewal again. You'd either recommit at 19,500 on annual terms if you've found your adopter and usage is healthy, or we'd chat about whether this is the right tool for you. But I'd rather see you succeed with the brain than have you pay for something you're not using.
- Jean Benson NoneAnd what would it cost to extend to end of February?
- Priya Raman NoneNo extra cost. You're still on the same annual 19,500. We'd just adjust the renewal date to end of February, and when you're ready to renew, you'd pay for a fresh annual term at that point.
- Colin Airey NoneOkay, that feels fair. So we've got until end of February to get our house in order, and then decide.
- Daniel Okafor NoneExactly. And I'll be in touch, let's say mid-January, just to see how the adoption plan is coming on. If you want help with that, I can run a session with your team, show them what's possible. But you need to nominate someone who's going to own it on your side.
- Colin Airey NoneThat makes sense. I'll think about who that should be and let you know.
- Priya Raman NoneBrilliant. So to close the loop: your contract extends to end of February on the same terms, no invoice between now and then. By mid-February, Colin will have identified a business owner on his side, we'll see whether usage has picked up, and then we'll have the renewal conversation. Fair?
- Jean Benson NoneYes, that works from our side.
- Colin Airey NoneOkay. Thanks, both.
- Daniel Okafor NoneThanks for the honesty, Colin. Really appreciate it. I'll reach out mid-January and we'll take it from there. Speak soon.
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