Sauganash Specialty Insurance / BG-Demo – Proposal
Callcompleted
Sauganash Specialty Insurance · 22 Sep 2026 17:15
Danielle Novotny walked through the Enterprise proposal at a total deal value of £155k, including implementation. She needs the split in writing for finance, security evidence first, and a signature by 18 Dec 2026 is only a target.
What was said
What this says
As at Fri 9 Oct 2026Danielle Novotny walked through the Enterprise proposal at a total deal value of £155k, including implementation. She needs the split in writing for finance, security evidence first, and a signature by 18 Dec 2026 is only a target.
What happened: Jordan Pike presented the Enterprise proposal and said £155k is the whole deal with one-off implementation included, not an annual price. He promised the implementation and subscription split in writing, to match the order form.
Customer view: Danielle wants numbers, not ranges, and expects finance to ask what it is worth. She gave the value case as faster answers to agencies, fewer tabs for Tracy's team and fewer angry calls.
Commercial: The proposal is an open item, not executed paper. Finance has not signed off, and Danielle said year end is busy for them, so early paperwork matters.
Watch: Security wants the questionnaire answered with documents attached. Danielle said she will not push past the review.
Themes
As at Fri 9 Oct 2026Theme
Enterprise proposal, finance sign-off
Importance
upsell
Sentiment
positive
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 the proposal with the total and the split the day after the call.
- Theo Gallagher sends the security pack with dated commitments.
- Danielle Novotny books time with finance before the next call.
Risks
As at Fri 9 Oct 2026- Finance has not seen the split, and year end may slow their review.
- Security review runs in parallel and could delay a signature by 18 Dec 2026.
- Finance will ask what B-Viz is worth, so a clear value case is needed.
Opportunities
As at Fri 9 Oct 2026- Enterprise across agency management, underwriting and claims, starting with agency management.
- A value page in Danielle's own words could help the case with finance.
Transcript
Jordan PikeHi Danielle, can you hear me okay? Thanks for making time at the end of the day.
Danielle NovotnyHey Jordan. Yes, I can hear you. It's been one of those days, but I'm glad we have this slot.- Jordan PikeUnderstood. Here's where we are, and a time check: we have 39 minutes. I'd like to walk through the proposal, then what your team and finance need, then next steps. Okay?
- Danielle NovotnyPerfect. Before we start, quick agency story. One of my agents told me last week that the best thing we could do is answer faster. Not discount, not a new product, just answer. That's why I'm doing this.
- Jordan PikeI like that. It lines up with the demo, where the question was what does the agency see. So the proposal is Enterprise, because you want agency management, underwriting and claims on one view, with single sign-on and the security review.
- Danielle NovotnyRight. And I want to be clear with you, I need numbers I can put in front of our finance lead. Not ranges.
- Jordan PikeFair. To be transparent, the total deal value in the proposal is £155,000. That's the whole deal, with the one-off implementation included. I'm not calling it an annual price, because it isn't. I'll send the split of implementation and subscription in writing so there's no confusion.
- Danielle NovotnyOkay. So the one number I can say out loud to finance is the total, and the split comes from you in writing.
- Jordan PikeExactly. And the split will match what ends up in the order form, because that's the document that decides the contracted price and terms.
- Danielle NovotnyGood. What's in it? Remind me. I don't want to be surprised later.
- Jordan PikeCompany-wide access, single sign-on and user provisioning, the connectors you need to bring in your CRM, the helpdesk and the call recorder, an executive sponsor on our side, and the implementation. Anything beyond that, like extra users or the sandbox, we'd price separately and only if you ask.
- Danielle NovotnyMm. Let me think about the connectors. Tracy's team lives in the CRM and the call notes. Underwriting is a different world. Claims too. Does it matter which team goes first?
- Jordan PikeIt does. My suggestion is agency management first, because you have the clearest story and the most to show. Then underwriting, then claims. Theo can lay out a plan and owners. He prefers to list owners before dates.
- Danielle NovotnyHa, I remember. That's fine. Show me one agency end to end, then add the rest. That's how I'd sell it internally.
- Jordan PikePerfect. And on security, what would make this a yes from your security team? I'd rather know now.
- Danielle NovotnyEvidence. Real evidence. They'll want the questionnaire answered with documents attached, and they'll want to know where the data sits. When I explained it runs inside our own Snowflake account, that helped a lot.
- Jordan PikeGood. Theo has that covered, and I won't hide anything from them. If there's a finding, they'll hear it from us first. I'll ask him to send the dated commitments with each answer.
- Danielle NovotnyI appreciate that. I'll also say this. I'm not going to push past the review, and I can't commit budget without our finance lead signing off.
- Jordan PikeUnderstood, and that's the right order. So here's the plan as I see it. Security review runs in parallel. Finance gets the written split. We aim for a signature by Friday 18 December 2026, but only if both are comfortable. Is that realistic?
- Danielle NovotnyIt's realistic if finance has the paperwork early. Year end is busy for them. Let's keep this moving, send it soon and I'll book time with them.
- Jordan PikeI'll send it tomorrow. Anything in the proposal you think they'll push back on?
- Danielle NovotnyThey'll ask what it's worth. So give me something simple. Faster answers to agencies, fewer tabs for Tracy's team, fewer calls like the angry one I described. I can build the case from that.
- Jordan PikeI'll add a short page on that, in your words. Okay, to recap. I send the proposal with the total and the split tomorrow. Theo sends the security pack. You book finance. We speak again after they've read it.
- Danielle NovotnyThat works. Thanks, Jordan. Talk soon.
- Jordan PikeThanks, Danielle. Take care.
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