Sauganash Specialty Insurance / BG-Demo – Discovery
Callcompleted
Sauganash Specialty Insurance · 25 Jun 2026 14:15
First discovery call with a prospect. The VP Agency Management wants one view of an agency across submissions, calls and complaints. The CFO committed to nothing and wants a three-year cost comparison. Security and vendor management have not seen it.
What was said
What this says
As at Fri 9 Oct 2026First discovery call with a prospect. The VP Agency Management wants one view of an agency across submissions, calls and complaints. The CFO committed to nothing and wants a three-year cost comparison. Security and vendor management have not seen it.
What happened: Jordan Pike ran a listening call with Danielle Novotny and Glenn Wojcik. Danielle described one agency getting three separate conversations with nobody on her side seeing all three.
Customer view: Danielle would say yes if she can see one agency end to end on Sauganash's own data. Glenn asked what decision was needed, then asked for a three-year cost and a comparison against current practice and alternatives.
Commercial: Jordan positioned Enterprise and said the deal in the CRM is pencilled in at about £155k, a total including one-off implementation, not an annual figure. The working close target is 18 Dec 2026, which Jordan called a plan, not a commitment.
Watch: Nothing has gone to security or vendor management, and Glenn said nothing is signed until both are done. Do-it-yourself spreadsheets are named as the real competitor. Luis from underwriting analytics was absent.
Themes
As at Fri 9 Oct 2026Theme
Discovery, fragmented agency data
Importance
upsell
Sentiment
neutral
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan Pike sends Glenn Wojcik a cost breakdown separating implementation from the annual subscription this week.
- Jordan and Danielle Novotny book a demo with underwriting analytics present.
- Jordan sends the security questionnaire pack so review runs in parallel.
Risks
As at Fri 9 Oct 2026- Security and vendor management have not started, so the 18 Dec 2026 target may slip.
- The CFO wants a three-year cost view and the £155k total includes implementation, so price scrutiny is likely.
- Do-it-yourself spreadsheets are the main alternative.
Opportunities
As at Fri 9 Oct 2026- An Enterprise deal covering agency management, underwriting and claims on one view with single sign-on.
- A demo on one agency's own data could win Danielle as an internal seller.
Transcript
Jordan PikeHi Danielle, hi Glenn. Can you both hear me okay?
Danielle NovotnyLoud and clear, Jordan. Glenn, you're on mute.
Glenn WojcikSorry. There. Good afternoon.- Jordan PikeGood afternoon. Thanks for making the time. Here's the agenda: I want to understand how agency management, underwriting and claims work today, where it hurts, and what you'd need to see before taking this further. We've got thirty-seven minutes, so I'll keep an eye on the clock.
- Glenn WojcikWhat decision is needed from me today?
- Jordan PikeNone, to be transparent. Today is listening. No decisions on this call.
- Glenn WojcikGood. Then I'll listen.
- Danielle NovotnyLet me start with a story, because it explains why I asked for this. Last month one of our best agencies in the Midwest, a trucking specialist, called me furious. They'd sent us a submission, it sat, and meanwhile an underwriter called them about a different account asking questions they'd already answered in an email. Same agency, three conversations, and nobody on our side saw all three.
- Jordan PikeThat's a familiar picture. So the email, the call and the submission each live in a different place.
- Danielle NovotnyExactly. What does the agency see? They see one Sauganash. We see five or six systems that don't talk. Let's keep this moving, so I'll be specific. My team has the agency relationship. Underwriting has the submissions. Claims hears the complaints. Nobody has the whole thing.
- Jordan PikeOkay. When an underwriter needs context on an agency, what do they do today?
- Danielle NovotnyThey message my regional managers. Or they ask an analyst to pull something. Which takes days. Sometimes the answer arrives after the quote has gone out.
- Glenn WojcikHow many analysts are doing that pulling?
- Danielle NovotnyGlenn, that's more a question for Luis in underwriting analytics. He's not here today. But it's a small team and they're stretched.
- Glenn WojcikNoted. Continue.
- Jordan PikeLet me tell you how B-Viz fits, and then you tell me where I'm wrong. B-Viz is one layer over your CRM, calls, emails, tickets and finance data. It's built and run inside your own Snowflake account, so the data doesn't leave your environment. Then people ask it questions in plain English.
- Glenn WojcikInside our Snowflake. Meaning we own the data and the access.
- Jordan PikeYes. Your account, your access controls. And I'll be straight with you: your security team will want to go through that line by line, and we'll support that review. We're not going to skip it.
- Danielle NovotnyAnd I wouldn't want us to. I'm not pushing past security. That's a hard line for me.
- Glenn WojcikGood. Has security signed off on anything yet?
- Danielle NovotnyNo. Nothing has gone to them. This is the first conversation.
- Glenn WojcikFine. What tier are we talking about?
- Jordan PikeEnterprise, based on what Danielle described. You want several functions on one view, plus single sign-on, and I'd expect your regulators to care about who sees what. On the deal in our system, we've pencilled in about £155k. That's the total, including the one-off implementation, not an annual figure. I'd rather you hear that now than discover it later.
- Glenn WojcikTotal of one fifty-five. What's the three-year cost?
- Jordan PikeFair question. I don't want to guess on the call. I'll send a breakdown that separates implementation from the annual subscription, so you can see three years properly.
- Glenn WojcikSend me the comparison. Against what we do now, and against any alternative you know we're looking at.
- Jordan PikeUnderstood. Danielle, are you looking at anything else?
- Danielle NovotnyWe talked to a couple of analytics vendors informally. Nothing serious. And honestly, the do-it-yourself option is the real competitor. Our own people stitching spreadsheets.
- Jordan PikeThat's usually the case. So what would make this a yes for you, Danielle? Not the contract, the outcome.
- Danielle NovotnyShow me one agency end to end. Submissions, the calls with my managers, the complaints, all together, on our own data. If I can see that, I can sell it internally. And an underwriter should get an answer in seconds, not days.
- Jordan PikeThat's exactly what the demo is for. We'd use your data, one agency, and walk it through. I'll bring a solutions engineer who can answer the technical questions properly.
- Danielle NovotnyGood. One condition. I never share one agency's numbers with another. If the demo touches several agencies, they stay separate.
- Jordan PikeAgreed. Single agency, nothing crossing over.
- Glenn WojcikTimeline. When does this need to be decided?
- Jordan PikeOur working target is 18 Dec 2026 for a close, but that's our plan, not a commitment from you. If security or vendor management need longer, we move it.
- Glenn WojcikVendor management hasn't seen this either. Nothing is signed until they and security are done.
- Jordan PikeCompletely fair. So next steps. One: I send Glenn the cost breakdown. Two: Danielle and I find a time for the demo and she brings the people who'd use it, ideally someone from underwriting analytics. Three: I send your security team our questionnaire pack so they can start in parallel.
- Danielle NovotnyPerfect. I'll bring Luis and one of my regional managers. Let's keep this moving.
- Glenn WojcikSend the numbers this week. I'll look when I have them.
- Jordan PikeWill do. Thanks both. Speak soon.
- Danielle NovotnyThanks, Jordan. Bye, Glenn.
- Glenn WojcikGoodbye.
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