Delaunay Brisset Courtage / BG-Demo – Discovery
Callcompleted
Delaunay Brisset Courtage · 29 Dec 2025 14:45
On 29 Dec 2025 Matteo Ricci held a discovery call with Claire Vasseur and Laurent Brisset. Their client data is spread across systems. Matteo recommended Growth at £50k a year plus £12k implementation, and a demo was agreed.
What was said
What this says
As at Fri 9 Oct 2026On 29 Dec 2025 Matteo Ricci held a discovery call with Claire Vasseur and Laurent Brisset. Their client data is spread across systems. Matteo recommended Growth at £50k a year plus £12k implementation, and a demo was agreed.
What happened: Claire described client history split across Salesforce, spreadsheets, email and SharePoint. Laurent wants client profitability and churn intelligence that he now builds by hand.
Commercial: Matteo recommended Growth: eight connectors, 40 users, £50k annually and £12k for implementation, £56k in the first year. He said it goes live in eight weeks and includes a security review.
Watch: The brief describes security review support as part of Enterprise implementation. The Growth quote promises it, so it needs checking before anything goes in writing. As a regulated broker, the customer may also fit Enterprise better.
Next: Claire said the following week suits for a demo. Matteo promised dates and written confirmation. The evidence does not show whether the demo was held.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci sends demo dates and confirms the proposal in writing to Claire Vasseur and Laurent Brisset.
- Matteo Ricci runs a demo on the customer's own Salesforce data and sample correspondence.
Risks
As at Fri 9 Oct 2026- The Growth quote includes a security review, which the brief ties to Enterprise implementation, so the commitment may need correcting.
- Insurance regulation means security expectations may exceed what Growth is built for.
Opportunities
As at Fri 9 Oct 2026- A regulated broker with fragmented data is a fit for B-Viz, with Growth at 40 users and eight connectors.
- The regulated profile may support an Enterprise conversation, which brings SSO and SCIM and an executive sponsor.
Transcript
Matteo RicciGood afternoon, Claire, Laurent, thanks for making time. How are you both?
Claire VasseurGood afternoon, Matteo. We're keen to understand what the brain can do for insurance broking.- Matteo RicciPerfect. Let me start with Claire, you're in operations. Where are the pain points right now?
- Claire VasseurIt's the data fragmentation. We have client information in Salesforce, renewals and claims in our workaround spreadsheets, correspondence in email, policy documents in SharePoint. If someone asks me about a client's full history: renewals, claims, risk changes, I'm hunting across all of it.
Laurent BrissetAnd I need to understand which clients are profitable, which relationships are at risk of churning. That intelligence should come from your data, Salesforce, our accounting system, but instead I'm doing it manually.- Matteo RicciI understand. This is exactly what we're built for, especially for regulated broking houses. You connect Salesforce, your email, SharePoint, your accounting system, maybe a broker portal. The brain then makes all of that searchable and queryable. Claire asks 'what's the renewal history for Acme?' and gets it in seconds. Laurent asks 'which clients have had claims in the last two years and premium below fifty thousand' and gets a report.
- Claire VasseurHow many systems can you connect?
- Matteo RicciFor a business like yours, I'd recommend Growth. Eight connectors, so Salesforce, email, SharePoint, your accounting platform, maybe a client portal and a couple more.
- Laurent BrissetWhat does Growth cost?
- Matteo RicciGrowth is fifty thousand annually, twelve thousand for implementation. So fifty-six thousand first year. We get you live in eight weeks, and that includes a security review. Insurance regulation is important to us, I would rather you heard this from me up front.
- Claire VasseurHow many people can use it?
- Matteo RicciForty users. Your teams, underwriting, renewals, claims, management.
- Laurent BrissetAnd the security review, what does that entail?
- Matteo RicciWe audit how your data moves, how it's encrypted, who has access. We make sure you meet your regulator's standards. It's built into the twelve thousand.
- Claire VasseurWhat happens after the first year?
- Matteo RicciYou renew at the Growth annual rate. You can add connectors, add users, change the SLA if you need to. But the core contract is straightforward.
- Laurent BrissetOkay. What's the next step?
- Matteo RicciI'd like to schedule a demo, show you how it works with your actual Salesforce data and sample correspondence. And then we can discuss implementation timing and any other questions. When would suit?
- Claire VasseurNext week is good for us.
- Matteo RicciPerfect. I'll send some dates and we'll get something in the diary. Let me confirm everything in writing first, yes?
- Laurent BrissetThat sounds good.