Fenmoor Specialty Underwriting / BB-Demo – Exec Sponsor
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Fenmoor Specialty Underwriting: documents · 2026-03-18 09:45
Imogen Hartley, new Chief Data Officer, offered to sponsor the stalled move from Growth to Enterprise. Richard Thorne made no commitment and wants Callum and technology comfortable before it goes to the board. Target decision date is 31 Mar 2026.
What was said
What this says
Current to 10 Oct 26Imogen Hartley, new Chief Data Officer, offered to sponsor the stalled move from Growth to Enterprise. Richard Thorne made no commitment and wants Callum and technology comfortable before it goes to the board. Target decision date is 31 Mar 2026.
What happened: Priya Raman framed the decision as Growth to Enterprise, nothing signed. The deal is £125,000 as total value with implementation included, not an annual price.
Customer view: Imogen said the upgrade had no sponsor and took ownership, with a one-page case for Richard. Richard accepted her owning it but said he makes no commitment today.
Commercial: Usage was put at around fifteen active a day, up nearly a third, against forty licences. Richard sees the platform today as an operations tool, and his test is what the capacity providers receive.
Watch: the Growth term ends 30 Jun 2026 and renews 1 Jul 2026 if no upgrade lands. A high-priority ticket is still to be explained.
Themes
Current to 9 Oct 26Theme
Enterprise upgrade sponsorship
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- Imogen to write a one-page case for Richard and speak to Callum that week.
- Daniel Okafor to send usage and the ticket update by the end of that week and book a working session with Imogen.
- Priya Raman to send the split of the deal between implementation and subscription on paper.
Risks
Current to 9 Oct 26- Richard Thorne made no commitment and needs board approval, Callum's backing and a technology security view first.
- A high-priority ticket is unexplained and could surface mid-negotiation.
- If the upgrade slips, the Growth term renews on 1 Jul 2026 without the move to Enterprise.
Opportunities
Current to 9 Oct 26- Imogen Hartley is a new executive sponsor with the standing to carry Enterprise across the firm.
- Capacity-provider questions that cut across underwriting, claims and finance support a company-wide Enterprise case.
Transcript
Priya Raman NoneMorning, everyone. Can everyone hear me? Imogen, I can see you, Daniel's here too. Richard, are you with us?
Richard Thorne NoneI'm here. Good morning.
Imogen Hartley NoneMorning, Priya. Morning, Daniel, lovely to see you. Richard, I think this is the first time you've been on a screen with the whole group.
Daniel Okafor NoneGood morning, all, and thank you for making the time. Imogen, it's very good to be talking properly again. How are you finding the first weeks at Fenmoor?- Imogen Hartley NoneBusy, in the best way. A great deal to learn and a great deal that's already in good shape. It's a bit odd to be on the customer side of the brain, I'll admit, but it feels right.
- Priya Raman NoneWell, that's the best possible start for this call. Shall I kick off with a quick recap, to keep momentum? Where we are, and the next date.
- Richard Thorne NoneBefore you do. What is the decision I'm being asked to make?
- Priya Raman NoneFair question, Richard, and I'll answer it directly. The decision is whether Fenmoor moves from Growth to Enterprise. Nothing is being signed today. What we'd like is a shared view of what has to be true for that decision to be made in good time.
- Richard Thorne NoneGood. Carry on.
- Priya Raman NoneSo, where we stand. You're on Growth today, at forty-four thousand a year, with forty licensed users. The upgrade to Enterprise is open as a deal with us, in negotiation, and the date we've been working to is the end of March, 31 Mar 2026. The value of the deal is a hundred and twenty-five thousand, and I want to be careful with that number. It's the total value of the deal, implementation included. It's not an annual price.
- Richard Thorne NoneWhat does this cost us, all in?
- Priya Raman NoneAll in, the deal is a hundred and twenty-five thousand. That covers the one-off implementation and the subscription together. Daniel can say what sits inside it and I'm happy to put the split on paper so you're not relying on my memory on a call.
- Richard Thorne NoneI'd want it on paper. Simply.
- Priya Raman NoneSimply. One page. Happy to make this easy.
- Imogen Hartley NoneMay I come in here? Because I think the real question is why this has stalled, and I'd rather say that plainly than have us all tiptoe around it.
- Priya Raman NonePlease do, Imogen.
- Imogen Hartley NoneI've read the history. The case for Enterprise was made well by Priya and Daniel, and Callum's team has been using the brain properly. But when I arrived, the upgrade had no sponsor on our side. Callum had the day-to-day, Richard had the budget, and nobody had the conversation in between. That's how these things drift.
- Richard Thorne NoneThat is a fair description.
- Imogen Hartley NoneSo let me say what I'd like to do. I'd like to take ownership of it. I've seen this work, I know what the brain does when it's company-wide, and I'd rather it were mine to carry than something that sits in everybody's inbox. If Richard is comfortable with that, I'll be the sponsor on our side.
- Richard Thorne NoneI am comfortable with you owning it. I'm not yet in a position to say more than that.
- Imogen Hartley NoneWhich is exactly right, and I wouldn't ask you to. What I can do is bring you a case you can judge.
- Daniel Okafor NoneImogen, if I may, that's very welcome from our side, and I'd say that having a sponsor at your level changes the conversation. Can I add a bit of context on usage, so we're all working from the same picture?
- Imogen Hartley NonePlease. I'd like to hear it before I write anything.
- Daniel Okafor NoneOver the last month, the average number of people active on a given day is around fifteen, and that's up by nearly a third on the quarter before. So the direction is the right one. It's still well short of the forty licences you have, so there's room in what you've already got.
- Imogen Hartley NoneWhich is useful for both sides of the argument, isn't it. It shows people are adopting it, and it shows there's headroom before you need anything bigger.
- Daniel Okafor NoneIt does, and I wouldn't want to pretend otherwise. The honest way to put it is that Growth isn't failing you. The question is what you want the brain to do next, and whether that's something Growth can carry.
- Richard Thorne NoneAnd what is it that Growth cannot carry?
- Daniel Okafor NoneIn plain terms, Richard, Enterprise is for the company as a whole and for regulated buyers. It brings single sign-on and the user-provisioning side, a named executive sponsor on our side, and support that's quicker to respond on a serious problem. It's also designed for a much larger number of users and connectors than you have now.
- Imogen Hartley NoneAnd the thing I care about, to put it in my language, is that Enterprise is what you'd choose if you thought of this as the data layer for the firm and not a tool for one department.
- Richard Thorne NoneIs it a data layer for the firm, or is it a tool for the operations team?
- Imogen Hartley NoneToday it's the second. The real question is whether we want it to become the first. And my view, for what it's worth, is that the capacity providers are already asking questions that cut across underwriting, claims and finance. One view would answer them better.
- Richard Thorne NoneWhat the capacity providers think matters to me.
- Imogen Hartley NoneI know it does. So let me frame it that way. Not as an upgrade, as a way of being able to answer them without a week's work every time.
- Priya Raman NoneAnd just to add from my side, we've been very mindful of timing. If we can get this over the line by the end of the month, the implementation can start in good order. But I'd much rather we got it right than rushed, and I'll say that to Richard directly.
- Richard Thorne NoneI appreciate it. It would be unwise to rush.
- Daniel Okafor NoneMay I raise one more thing, so there's no surprise later? There was one high-priority ticket in the last month. I don't want to dwell on it, but I'd like to make sure that I close the loop on it with Callum and with you, Imogen, so it isn't something that comes up in the middle of a negotiation.
- Imogen Hartley NoneThank you, Daniel, I'd rather know. Is it something I should worry about?
- Daniel Okafor NoneI'd say no, but I'd be guessing if I told you more, and I'd prefer to give you the proper answer. I'll come back to you by the end of the week with the ticket, what happened and where it stands.
- Imogen Hartley NoneThat's all I'd ask.
- Richard Thorne NoneIs there anything in the contract timing that I should be aware of?
- Priya Raman NoneYes, good question. The current Growth term runs to 30 Jun 2026, and it renews on 1 Jul 2026. So there are two things happening in parallel. The upgrade, which we'd like to settle by the end of March, and the renewal, which will follow its own route if the upgrade isn't done.
- Richard Thorne NoneSo if I decided to do nothing, the Growth contract renews.
- Priya Raman NoneIt would come up for renewal, and Daniel would run that conversation with you. I'd just say that moving to Enterprise before then is cleaner, because you'd be starting the new term on the right footing and not renewing something you'd outgrown.
- Daniel Okafor NoneI'd put it slightly more carefully, if I may. Both routes are open to you, and neither is a mistake. What I'd want to avoid is a decision made in a hurry in June because the date has crept up.
- Richard Thorne NoneThat is helpful. Thank you, Daniel.
- Imogen Hartley NoneRight. So may I propose what I'd do, and you tell me if it's sensible?
- Priya Raman NonePlease.
- Imogen Hartley NoneFirst, I write a short case for Richard. No more than a page. What we use the brain for today, what changes with Enterprise, what it costs all in, and what the risk of not doing it is. I'll want Daniel's usage and Priya's numbers to put in it, and I'll want them accurate.
- Daniel Okafor NoneYou'll have the usage from me by the end of the week, together with the ticket.
- Priya Raman NoneAnd I'll send the split of the deal, implementation and subscription, so the total is never in doubt. I'll make sure there's nothing in it that I haven't put a date against.
- Imogen Hartley NoneSecond, I'd like us to agree who in the business has to be happy before it reaches the board. Richard, you'll tell me if I've missed someone.
- Richard Thorne NoneI'll need to take that to the board. Before that, I'd want to hear from Callum that the operations team will use it. And I'd want our own people in technology to be content with the security side.
- Imogen Hartley NoneGood. Then Callum is a conversation I'll have this week, and security is something I'll raise with our own people myself. Daniel, would your team be able to support a review if it came to it?
- Daniel Okafor NoneYes. Security review support is part of how Enterprise is set up, and I'd make sure the right person from our side is available to your colleagues. I'll come back to you on who that would be.
- Imogen Hartley NoneLovely. Third, and this is for me as much as anyone: I'd like a regular rhythm. A short call every couple of weeks until this is decided, the four of us, so it doesn't drift again.
- Priya Raman NoneI'd be very happy with that. It keeps momentum, and honestly it makes my life simpler.
- Richard Thorne NoneShort, and with an agenda.
- Imogen Hartley NoneShort, with an agenda, circulated beforehand. Agreed.
- Daniel Okafor NoneI'll take the agenda, if that's helpful. I'd like to keep it to what's decided, what's open and who owns it, so each call starts where the last one left off.
- Imogen Hartley NonePerfect.
- Richard Thorne NoneCan I ask something about the capacity providers?
- Imogen Hartley NoneOf course.
- Richard Thorne NoneIf we were to say to them that we are on this platform, across the firm, would that be received well? Or is it a detail they would not care about?
- Imogen Hartley NoneI can't promise how any one syndicate would react. What I can say is that what they care about is the speed and the consistency of what we tell them. If the brain makes the answers quicker and the numbers match, that's what they'll notice. They won't notice the tier.
- Richard Thorne NoneThen the argument must be about the answers and not the product.
- Imogen Hartley NonePrecisely. Let's make it count on that basis.
- Priya Raman NoneThat's a really clear framing, and I'll make sure the numbers I send follow it. Anything else from anyone before we pin down dates?
- Daniel Okafor NoneJust one, if I may. Imogen, I'd like to book a working session with you, an hour, to go through the data and connectors together. You know the brain well, so I don't expect to teach you much, but it'd be good to agree what the first phase would be.
- Imogen Hartley NoneI'd welcome that. Do it before the next call and I'll arrive with a view.
- Daniel Okafor NoneI'll send some times today.
- Priya Raman NoneBrilliant. So, to close, let me play it back. Imogen takes ownership on your side and writes the one-page case. Daniel sends usage and the ticket update by the end of the week, and sets up the working session. I send the split of the deal on paper. Richard, you take it to the board in your own time, and we aim to have a decision around the end of March, 31 Mar 2026, without anyone being rushed.
- Richard Thorne NoneThat is acceptable. I make no commitment today.
- Priya Raman NoneUnderstood, and entirely fair.
- Imogen Hartley NoneI'd add that the commitment today is mine, which is that this won't drift. You have my word.
- Richard Thorne NoneNoted. Thank you, Imogen.
- Daniel Okafor NoneThank you all. Imogen, welcome properly to the Fenmoor side of the table. Best wishes to Callum and the team.
- Imogen Hartley NoneThank you, Daniel. Speak soon, everyone.
- Priya Raman NoneThanks, all. Talk next week.
- Richard Thorne NoneRegards. Goodbye.
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