Fenmoor Specialty Underwriting / BB-Demo – Proposal
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Fenmoor Specialty Underwriting: documents · 2025-06-09 16:00
Proposal call held 9 Jun 2025 on moving Fenmoor from Growth to Enterprise. The COO challenged low usage and wants implementation and subscription priced separately. No commitment; decision date 30 Sep 2025.
What was said
What this says
Current to 10 Oct 26Proposal call held 9 Jun 2025 on moving Fenmoor from Growth to Enterprise. The COO challenged low usage and wants implementation and subscription priced separately. No commitment; decision date 30 Sep 2025.
What happened: Priya Raman walked Callum Reid and Richard Thorne through Enterprise. The proposal figure is the total deal value including one-off implementation, not an annual price.
Customer view: Callum wants claims and delegated authority audit sources connected, and wants freshness failures to cost BB-Demo. Richard said plainly that about eleven daily users does not justify a hundred and fifty.
Commercial: Priya conceded Growth is the right place to stay unless finance, claims and underwriters join. Richard wants separate lines for implementation, subscription and each add-on.
Watch: Richard made no commitment and it goes to the board. The Growth renewal is unaffected.
Themes
Current to 9 Oct 26Theme
Growth to Enterprise upgrade
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- Priya Raman sends a written proposal with implementation and subscription on separate lines and each add-on priced on its own line.
- Priya Raman asks the solutions engineer to send a short list of what Enterprise asks of Fenmoor's IT team.
- Callum Reid names an IT contact before taking the proposal to the board, ahead of the 30 Sep 2025 decision date.
Risks
Current to 9 Oct 26- The COO does not see the case for 150 users while about eleven people are active on an average day.
- The proposal figure is a total deal value and could be misread as an annual price at the board.
- Enterprise needs IT and compliance time for the security review, and Callum has not yet found a contact.
Opportunities
Current to 9 Oct 26- Enterprise freshness credits answer Callum's wish that a stale 07:00 refresh costs BB-Demo, not Fenmoor.
- Finance and claims asking for themselves, plus the claims and delegated authority audit connectors, could justify the move.
Transcript
Priya Raman NoneAfternoon, Callum, afternoon Richard. Can you both hear me? I've got a bit of an echo on my side.
Callum Reid NoneFine here. Slight echo, nothing bad.
Richard Thorne NoneI can hear you. Good afternoon.- Priya Raman NoneLovely. Thanks for fitting this in on a Monday, I know it's never the easiest day. Let me start with a recap of where we are, so we're all on the same page. Last week we spoke about the Growth renewal, which starts on 1 Jul 2025, and I said I'd set up a separate conversation about where the brain goes next. This is that call.
- Richard Thorne NoneWhat decision am I being asked to make today?
- Priya Raman NoneNone, Richard, and I want to be clear on that at the start. This is a proposal, so it's about walking you through what we'd suggest and what it would cost, so that you and Callum can take it away and think. The date we've pencilled in for a decision is 30 Sep 2025, which is a long way off, and there's no pressure before that.
- Callum Reid NoneWhat I need out of it is a clear view on what we'd actually get that we don't have now. Not a feature list.
- Priya Raman NoneThat's exactly the right test, Callum. So, three things. Today you're on Growth: several teams, forty licensed users, a limited set of connectors. The proposal is Enterprise, which is company-wide, goes up to a hundred and fifty users and twenty connectors, and adds single sign-on and provisioning, plus an executive sponsor on our side.
- Callum Reid NoneConnectors. How many do we have live today, and what would we add? That's what I care about, more than the logins.
- Priya Raman NoneI'm going to be careful here, because the detail of what's connected and what's on the list is something our solutions engineer would go through properly with you. I'd rather not guess at it on the call. What I can say is that Enterprise gives you a lot more room, so the question becomes which sources you'd want in that you can't have now.
- Callum Reid NoneRight. I'd want the claims side better connected. And the delegated authority audits. Those are what the capacity providers ask for.
- Priya Raman NoneGood, that's useful, and I'll make sure it goes into the proposal in your words, not mine.
- Richard Thorne NoneThe figure. What does this cost us, all in?
- Priya Raman NoneSo, the proposal figure is one hundred and twenty-five thousand. I want to be careful what that is, because it's easy to misread. It's the total value of the deal, and that includes the one-off implementation. It isn't an annual price, and I wouldn't want you quoting it to the board as one.
- Richard Thorne NoneThen what is the annual figure.
- Priya Raman NoneFair, Richard. I don't want to put an annual number on a call and then find we've both remembered it differently, so I'll split it out for you in writing, implementation on one line and the subscription on another. That way the board sees it exactly as it is.
- Richard Thorne NoneI would insist on that. Separate lines.
- Priya Raman NoneSeparate lines, understood.
- Callum Reid NoneWhat happens on the renewal? I don't want to pay twice. We're about to renew Growth.
- Priya Raman NoneGood question. The way I'd see it, Growth renews as it is on 1 Jul 2025 – same tier, forty-four thousand for the year, forty licensed users – and nothing about the proposal changes that. If you went ahead, we'd move you up part-way through the term, so you wouldn't be paying for two tiers at once. I'd put the exact mechanics in the document, so you can see it.
- Richard Thorne NonePart-way through. Meaning what.
- Priya Raman NoneMeaning there would be a point, probably after the implementation work is done, where Enterprise takes over. I wouldn't want to promise you a particular date on the call, because the timing depends on the security review and on how quickly your team can give us what we need.
- Callum Reid NoneThe security review. Who does that on our side? Because I'm not the right person. That would be our IT people and compliance.
- Priya Raman NoneAgreed, and our solutions engineer runs that with whoever you nominate. For Enterprise the implementation includes support through the security review, and it's about twelve weeks of work in total. I'd suggest you think now about who in IT would be the contact, so it doesn't hold anything up later.
- Callum Reid NoneI can find someone. I'd want to ask them how much of their time it takes first.
- Priya Raman NoneOf course. I'll ask the solutions engineer to send over a short list of what would be asked of your IT team, so you're asking them with the facts in front of you.
- Richard Thorne NoneYour service levels. For Enterprise. Are they different?
- Priya Raman NoneThey are, and it matters for you. Enterprise has a higher availability commitment, a faster first response on urgent issues, and credits that cover data freshness as well as availability. Growth only covers availability. Given what Callum said about the dashboards being right at 07:00, I'd say the freshness piece is the one worth your attention.
- Callum Reid NoneThat's the bit I'd want. If it's stale at 07:00, I want it to cost somebody something. Not us.
- Priya Raman NoneHa – understood. That's a clear way to put it.
- Richard Thorne NoneI will say plainly. Usage is modest. About eleven people a day. Forty seats are not full. Why would I go to a hundred and fifty.
- Priya Raman NoneIt's a fair challenge, Richard, and I'd rather meet it than dodge it. Today it's one function in the main, underwriting operations. The case for Enterprise only holds if it's more of the business. The oversight questions touch finance, claims and the underwriters themselves, and today those people aren't in it. If that doesn't happen, then honestly Growth is the right place to stay and I'd say so.
- Richard Thorne NoneThat is an honest answer.
- Callum Reid NoneIt's true, though. At the moment if finance wants something, they come to me. They shouldn't have to.
- Priya Raman NoneAnd that's a nice example, Callum. I'd put that in the proposal as one of the reasons: finance and claims asking for themselves rather than through you.
- Richard Thorne NoneI will need to take that to the board. And I would want the capacity providers considered. What do they think of it?
- Callum Reid NoneThat's a capacity-provider question, and I can answer part of it. The ones who've seen the oversight packs have said they're clearer. Nobody's said anything negative. I wouldn't claim more than that.
- Richard Thorne NoneThen it is a point in favour. Not a decisive one.
- Priya Raman NoneI'd agree with that. It's not decisive and I wouldn't dress it up.
- Callum Reid NoneCan I ask about training? If we did bring finance and claims in, who gets them up to speed? I haven't got the hours.
- Priya Raman NoneWe'd run that with you as part of the rollout, and there's an on-site training day available as an add-on if you'd prefer people in the room. I'll note it as an option rather than assume it. Happy to make this easy for you both.
- Richard Thorne NoneAdd-ons I would want priced separately as well.
- Priya Raman NoneOf course. Each one on its own line, so you can leave it out.
- Priya Raman NoneSo let me close this out. I'll send a written proposal covering four things. One, what changes between Growth and Enterprise, in Callum's terms of connectors and freshness. Two, the total deal value, with implementation and subscription on separate lines. Three, how the move would work alongside the Growth renewal on 1 Jul 2025, so there's no double paying. Four, the add-ons, each priced separately.
- Richard Thorne NoneAnd I make no commitment. It goes to the board.
- Priya Raman NoneUnderstood, completely, and nobody's asking for one. The date we're working to is 30 Sep 2025, so there's plenty of time to do this properly.
- Callum Reid NoneI'll find the IT person. By when do you need the name?
- Priya Raman NoneNo rush, Callum. Before you take it to the board is the sensible moment, so the board knows what's being asked of IT.
- Callum Reid NoneFine. Callum out.
- Richard Thorne NoneThank you, Priya. Regards.
- Priya Raman NoneThanks both, I'll get the proposal over to you shortly. Best, Priya.
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