Sandusky Bay Mutual Insurance / BB-Demo – Proposal

Proposal call on 13 Oct 2026 for an open Enterprise deal at £155k. Heidi Krueger was positive after the 10 Sep 2026 demo, but price hesitation, the signatory and the security review are all unresolved. Nothing is signed or invoiced.

Context: Randall Schmitt, the CRM economic buyer, has attended only the discovery call. He returns for this one. Heidi Krueger hesitated on the £155k first-year price at discovery but asked what comes next after the demo.

The CRM stage still reads demo. The evidence does not show whether the written proposal has been sent.

Approach: Jordan Pike should lead with the value case Heidi raised: support time cut by half, and Randall's concern about agents getting wrong information. Then walk through the Enterprise scope, the twelve-week implementation and the £155k figure.

Close by naming who signs the order form, who approves the spend and when Troy Wendt can start the security review.

Watch for: A second push on price. Agree the room to move with Owen Tallis beforehand.

Security is the other trap. The questionnaire cites no independent certification, and a regulated insurer may raise it. Theo Gallagher is preparing to walk Troy through the 12 Sep 2026 questionnaire.

Check whether Hannah Lowe has sent Heidi the written guide on follow-up questions promised at the demo.

AI · claude-opus-5-5 · 14 Oct 2026