Sauganash Specialty Insurance / BG-Demo – Negotiation

First call with the CFO since discovery, and first contact with vendor management. The open Enterprise deal of £155k, including implementation, depends on cost clarity and security clearing before the planned 18 Dec 2026 close.

Context: Glenn Wojcik is the CRM economic buyer and has been on one recorded call, the 25 Jun 2026 discovery. Courtney Bauer has no conversation on record, so this is the first real contact with vendor management.

Approach: Lead with simple numbers. The 21 Sep 2026 proposal prices Enterprise at £125k a year, and the £155k total covers the first year plus one-off implementation.

Then give the three-year view and the comparison with manual reconciliation that Glenn asked for. Owen Tallis and Jordan Pike should agree the first-term discount position before the call.

Bring a dated plan for the four open security items, so Courtney can see when vendor management can start.

Watch for: Glenn may read £155k as a yearly price. Nobody has confirmed that the written split or the security pack, both due by 9 Oct 2026, were sent. Check before the call rather than assume they were.

AI · claude-opus-5-5 · as at Fri 9 Oct 2026