Fenmoor Specialty Underwriting / BB-Demo – Discovery
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Fenmoor Specialty Underwriting: documents · 2025-06-02 16:15
Callum Reid says Growth's connector cap and user count block a company-wide rollout. Richard Thorne, the COO, asked what it costs and will take it to the board. Enterprise is carried in the CRM at £125,000, total value.
What was said
What this says
Current to 10 Oct 26Callum Reid says Growth's connector cap and user count block a company-wide rollout. Richard Thorne, the COO, asked what it costs and will take it to the board. Enterprise is carried in the CRM at £125,000, total value.
What happened: Discovery call with Callum, COO Richard Thorne, Priya Raman and Hannah Lowe. Richard asked what decision he was being asked to make; Priya said none today.
Customer view: Callum is at the connector limit and wants more than five extra sources, plus SSO. Providers' oversight questions are getting broader and he does the claims turnaround by hand.
Commercial: Hannah pointed to Enterprise at 150 users and 20 connectors. Priya said £125,000 is the total deal value including implementation, against £44,000 a year now.
Watch: Richard dislikes surprises and will take it to the board, so the proposal needs a clear one-off and recurring split.
Themes
Current to 9 Oct 26Theme
Enterprise expansion scoping
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Callum Reid to send Hannah Lowe a list of sources and teams by the end of the week.
- Hannah Lowe to send a note on tier inclusions and the connector list after the call.
- Priya Raman to send the scoping summary with the next date the following week.
Risks
Current to 9 Oct 26- Richard Thorne dislikes surprises and needs board approval, so unclear pricing could stall the deal.
- The total deal value may be read as a yearly figure unless the proposal separates one-off and recurring amounts.
Opportunities
Current to 9 Oct 26- Growth's hard connector cap and user headroom make Enterprise a fit, with SSO and SCIM and an executive sponsor.
- More than five extra connectors would go beyond a single five-connector add-on.
Transcript
Priya Raman NoneHello, hello. Afternoon, Callum. Is Richard with us?
Callum Reid NoneAfternoon. He's just joining, give him a second.
Richard Thorne NoneGood afternoon. Can you hear me?- Priya Raman NoneLoud and clear, Richard, thank you for making the time. And Hannah's here from our side too, she's our solutions engineer, so any detail questions go to her.
Hannah Lowe NoneHello both. Pleased to be on.- Priya Raman NoneSo, a quick recap of where we are, to keep momentum. Fenmoor is on Growth today, the subscription runs through to 30 Jun 2025 and renews on 1 Jul 2025. Callum came to us a little while ago about widening scope, and this is the discovery call to get that properly on the table. We have it pencilled against 30 Sep 2025, so there's a bit of runway, but not loads.
- Richard Thorne NoneWhat is the decision I'm being asked to make?
- Priya Raman NoneFair question, and a good one to start with. Today, none, Richard. Today is about making sure we understand what Fenmoor needs. The decision comes later, with a proposal in front of you. I'd just like to make it easy to get there.
- Richard Thorne NoneGood. Keep it simple.
- Callum Reid NoneRight, I'll start, then. What I need is for the brain to stop being a team-sized tool. At the moment it's an ops tool. I want it to be a company tool, and we're hitting the ceiling on Growth before we can do that.
- Hannah Lowe NoneWhich ceiling, Callum? Before I assume, I'd like to ask what you most need us to understand. Is it users, connectors, or both?
- Callum Reid NoneBoth, in different ways. Users first. We've got forty licences. Only about ten of us are active day to day, so on paper I've got room. But I've got the claims team, the underwriters and the compliance people all waiting to be onboarded, and if they all come in, we're at forty immediately and then some. I don't want to be rationing seats.
- Hannah Lowe NoneUnderstood. To be precise, the forty is a soft limit on Growth, so nothing breaks the moment you pass it, but it's a signal that the tier no longer fits. And the connectors?
- Callum Reid NoneThat's the hard one. We're at the connector limit. CRM, the helpdesk for claims tickets, the mailbox for submissions, a few others. And there are sources I want in that aren't connected, like the accounting system and some of the policy admin data. Can't add them.
- Hannah Lowe NoneRight. So the short answer is that Growth caps you at eight connectors and that's a hard limit, so you can't go past it without moving tier or buying an add-on. The longer answer is that it depends how many extra sources you really want, and how soon.
- Callum Reid NoneMore than five, I'd say, if we're honest about it. I'd rather get everything in once than keep coming back.
- Hannah Lowe NoneThat's a useful steer. If it's more than five, an add-on of five more connectors would only just cover it, and you'd still have the user question. At that point Enterprise starts to make more sense. It's a hundred and fifty users and twenty connectors, and it adds single sign-on and SCIM, plus an executive sponsor on our side.
- Callum Reid NoneSSO matters. My IT people will ask for it the minute we widen access. And the capacity providers keep asking who can see what.
- Hannah Lowe NoneThat's a capacity-provider question I'd want to answer properly. Enterprise also comes with a security review, which I run, so I'd put everything we do in writing rather than describe it from memory today.
- Richard Thorne NoneCallum. Why can't this wait?
- Callum Reid NoneBecause the providers' oversight questions are getting broader, Richard. Last time I went through claims turnaround, I did it by hand across three systems. It's the thing we bought this for, and I can only do half of it.
- Richard Thorne NoneMm.
- Priya Raman NoneAnd that's exactly the case for scoping it properly, Richard. Happy to make this easy: Hannah gets a clear list of sources and teams from Callum, we put a proposal in front of you with the scope and the price, and you can see the whole thing on one page.
- Richard Thorne NoneWhat does this cost us, all in?
- Priya Raman NoneRight, so I want to be careful with this one. In our system the Enterprise expansion is carried at a hundred and twenty-five thousand. That's the total value of the deal, implementation included, so it's not a yearly figure. You're on forty-four thousand a year now with Growth. I'll set the split out properly in the proposal, so you can see what's one-off and what recurs.
- Richard Thorne NoneUnderstood. I'll need to take that to the board.
- Priya Raman NoneOf course. Which is why I'd like to get the paper to you early, so it's not a surprise.
- Richard Thorne NoneI do not like surprises.
- Priya Raman NoneNo, noted. None planned.
- Hannah Lowe NoneCan I ask Callum one more practical thing? When you say the underwriters and the claims team, roughly how many people are we thinking, and do they all need the dashboards builder, or just to ask questions?
- Callum Reid NoneMost just ask questions. A few power users build. I'll send you a proper list rather than guess, by the end of the week.
- Hannah Lowe NonePerfect, that's all I need. I'll send you a short note after this setting out what's included at each tier and what the connector list would look like, so you can check it against what you want.
- Priya Raman NoneAnd I'll send the scoping summary next week, with the next date in it. Is that all right, Richard?
- Richard Thorne NoneThat is acceptable. Thank you.
- Callum Reid NoneGood. Thanks both.
- Priya Raman NoneThank you all. Best, Priya. Speak soon.
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