Fulbourn Underwriting / BG-Demo – Proposal
Callcompleted
Fulbourn Underwriting · 20 Dec 2024 15:00
Lewis Kerr walked Octavia Blake and Nicholas Fairbairn through the Enterprise proposal: 12 weeks to implement, £30k implementation and £110k a year. Both agreed to reconvene early the following week.
What was said
What this says
As at Fri 9 Oct 2026Lewis Kerr walked Octavia Blake and Nicholas Fairbairn through the Enterprise proposal: 12 weeks to implement, £30k implementation and £110k a year. Both agreed to reconvene early the following week.
What happened: Lewis covered users, connectors, timeline, price, support and service credits. Nicholas asked about cost, delivery timeframe, growth headroom and what happens if the SLA is missed.
Customer view: Octavia said underwriters cross-check systems manually all day. Nicholas restated the terms back and agreed to reconvene early next week.
Commercial: Terms quoted were £30k implementation and £110k a year invoiced in advance, with a mandatory security review before implementation. Nicholas will run the quote past finance and IT.
Watch: Lewis stated a 30-minute response, a 10% monthly credit and connector go-live commitments. These must match the order form exactly.
Themes
As at Fri 9 Oct 2026Theme
Enterprise proposal and pricing
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Lewis Kerr to send the quote the same day and a calendar invite for early the following week.
- Nicholas Fairbairn to take the quote to finance and IT.
- Lewis Kerr to schedule the security review and order form signing.
Risks
As at Fri 9 Oct 2026- The quote must still pass finance and IT review before the order form is signed.
- The mandatory security review sits before implementation and could delay the start.
- Service commitments stated on the call must be matched exactly in the order form.
Opportunities
As at Fri 9 Oct 2026- Enterprise tier with Premium support, plus later add-ons such as extra users or connectors, Sandbox and data residency.
Transcript
Lewis KerrHi both, thanks for making time. Octavia, Nicholas, so we're here to walk through the Enterprise proposal. Have you both had a chance to look at the materials?
Nicholas FairbairnWe have. The main thing for us is understanding cost, what's included, and can you actually deliver it in our timeframe.
Octavia BlakeAnd how it integrates our systems. We've got Salesforce, Gong, Xero, ticketing. Can it really pull it all together?- Lewis KerrThat's exactly what it does. Enterprise gives you up to one hundred and fifty users, twenty data connectors. So Salesforce, your call recorder, Xero, email, tickets, all unified under one layer. Your underwriters query once rather than logging into three systems.
- Octavia BlakeThat's the appeal. Our underwriters are manually cross-checking things between systems all day.
- Lewis KerrFor an MGA that's a major pain point. We see it across the market. You move to the brain, compliance queries that take hours drop to minutes.
- Nicholas FairbairnTimeline for implementation?
- Lewis KerrTwelve weeks end to end. Week one is architecture mapping with your IT team. Weeks two through ten we're building connectors, running a security review, that's mandatory at your level, testing. Last two weeks training and cutover.
- Octavia BlakeWho do we need to provide?
- Lewis KerrOne project sponsor on your side, likely you, and IT to configure connectors. Once live, you just need someone managing users. Everyone else just uses it.
- Nicholas FairbairnAnd the cost?
- Lewis KerrAll-in for year one: one hundred and forty thousand pounds, ex-VAT. That's implementation plus first-year subscription. Implementation is thirty thousand, subscription is one hundred and ten thousand per annum.
- Octavia BlakeSo year two it's just the one ten?
- Lewis KerrCorrect. You pay for implementation once. From year two it's one hundred and ten thousand annually, invoiced in advance.
- Nicholas FairbairnWhat if we need more connectors or users later?
- Lewis KerrYou've got headroom. Add additional users as you grow. Additional five connectors is an add-on. Same with Premium support, Sandbox, data residency.
- Octavia BlakeWhat's the support like?
- Lewis KerrPremium support is included. Named engineer, thirty-minute response for urgent issues, available seven in the morning to eight at night, UK time, business days. Data refreshes nightly by seven AM.
- Nicholas FairbairnWhat happens if you miss the SLA?
- Lewis KerrYou're credited. Ten percent of a month's fee per month of non-compliance. We take that seriously.
- Octavia BlakeHow quickly do connectors go live once implementation starts?
- Lewis KerrEach one has a live-within commitment in the contract. Standard systems like Salesforce, Xero, Google, typically ten business days. Anything custom, we'd agree a date up front.
- Nicholas FairbairnIf we move forward now, when could you start implementation?
- Lewis KerrOnce we've completed the security review and you've signed the order form, we'd kick off within a week. The review itself usually takes a couple of weeks, one of our solutions engineers will work through it with your IT team.
- Octavia BlakeThat's a sensible approach.
- Nicholas FairbairnSo to confirm: one forty thousand year one, one ten annually thereafter, annual invoicing, and the security review happens before implementation?
- Lewis KerrExactly right. The quote will be crystal clear on all of that.
- Octavia BlakeWhen would you need a decision?
- Lewis KerrNo rush, but if you want to move fast, I'd suggest we get back together next week. I'll send the quote over today. You can run it past finance and IT. Then we schedule the security review and the order form signing.
- Nicholas FairbairnThat works for us. Let's reconvene early next week.
- Lewis KerrI'll get a calendar invite to you both. And I'll send that quote over today. Thanks very much.
- Octavia BlakeCheers, Lewis.
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