Rodenkirchen Assekuranzmakler / BG-Demo – Discovery
Callcompleted
Rodenkirchen Assekuranzmakler · 27 Nov 2025 15:45
Discovery with Nadine Schröder and Ralf Hoffmann. They described scattered programme, claims and call data, want a demo on their own clients before the holidays, and will not decide without knowing if the cost is yearly or one-off.
What was said
What this says
As at Fri 9 Oct 2026Discovery with Nadine Schröder and Ralf Hoffmann. They described scattered programme, claims and call data, want a demo on their own clients before the holidays, and will not decide without knowing if the cost is yearly or one-off.
What happened: Matteo Ricci ran discovery. Nadine and Ralf said answering one client question takes a day or two, and a renewal was once quoted without knowing a claim was open.
Customer view: Ralf wants evidence of a client's position at any time and a demonstration on their own clients, not a sample deck. Nadine stressed the answer must be right the first time.
Commercial: Ralf asked whether the cost is yearly or one-off and said he will not decide without knowing. Matteo suggested starting with a single team and promised written figures, not numbers on the call.
Watch: The claims team may resist if not involved early. Access depends on the IT manager, and call recording is inconsistent.
Themes
As at Fri 9 Oct 2026Theme
Discovery: scattered client data
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- Matteo to send a written summary directly to Ralf, with the important numbers at the top.
- Matteo to propose two demonstration dates before the holidays and copy Nadine.
- Arrange a working session with the IT manager and a solutions engineer on access.
Risks
As at Fri 9 Oct 2026- Ralf will not decide until the yearly or one-off cost structure is confirmed in writing.
- The claims team may resist unless involved early.
- Stale figures would cost trust, and inconsistent call recording limits what can be loaded.
Opportunities
As at Fri 9 Oct 2026- A single-team start on the people who handle the most calls could be a low-risk first engagement.
- A demonstration on the firm's own client data could give the partners something they can see.
Transcript
Matteo RicciGood afternoon Nadine, good afternoon Ralf. Thank you for making the time. Before we start, let me restate what I understood: you want to know whether this can work for your account managers before the end of the year, and you want to see it on your own clients rather than on a generic example. Have I got that right?
Nadine SchröderYes, that's right. Ralf needs a clear picture before he speaks to the partners, so that's why he's here.
Ralf HoffmannGood afternoon. I'll be honest, I'm mostly here to listen. Nadine says you have something that could save my people a lot of time.- Matteo RicciI'd like to test that rather than assume it. Can you tell me how an account manager finds out about a client's programme today?
- Nadine SchröderHonestly? They ask around. The programme is in one place, the claims are in another, and the calls are on the phone recorder. Nobody has the whole picture.
- Ralf HoffmannWe've tried to fix that with the CRM. But the CRM is only as good as what people type into it, and not everyone does.
- Matteo RicciThat's very common. So when someone rings before a renewal, what happens?
- Nadine SchröderThey ring the claims team, then they ring the account manager, then they ring the client back. It's a day, sometimes two, just to answer one question.
- Ralf HoffmannAnd the risk is worse than the time. Last year someone quoted a renewal without knowing a claim was open. We had to walk that back.
- Matteo RicciI would rather you heard the uncomfortable part from me, so let me say it plainly. A product like this only helps if the data behind it is current. What would you need to see before you trusted it?
- Ralf HoffmannEvidence that we know a client's position at any given time. Scattered systems make that very hard.
- Matteo RicciWhat does your regulator need to see, in practice?
- Nadine SchröderAnd we need the answer to be right the first time. If a figure is stale, the account manager loses trust in the whole thing.
- Matteo RicciAgreed. Let me confirm that in writing afterwards, so we're working from the same notes. Who would actually be using this day to day?
- Nadine SchröderAccount managers, mainly. And the claims team would want to see the programme side, so they're not surprised by anything.
- Ralf HoffmannI'd want the claims team involved early, or they'll resist it.
- Matteo RicciThat's sensible. Who in your team owns the systems today?
- Nadine SchröderWe have a small IT function, and our IT manager will be the one to ask about access. I'd rather not speak for him.
- Matteo RicciOf course. Then perhaps the next step is a working session with your IT manager and our solutions engineer, so the access questions get proper answers.
- Ralf HoffmannFine. But I need a demonstration on our own clients, not a sample deck. Can that happen before the holidays?
- Matteo RicciYes. We'd show it on your data, or a realistic version of it. I'll propose dates by email, and I'll copy Nadine.
- Nadine SchröderSorry, one more thing. We also want to know what the other systems cost us. Do you have a view on that?
- Matteo RicciWe can take that through with you, but I'd rather not guess numbers on the call. Let me come back with a written view.
- Ralf HoffmannWhat would the first step be, if we went ahead? Not the whole firm, just a start.
- Matteo RicciA single team, first. Usually the people who handle the most calls. That tests the data, and it gives your partners something they can see for themselves.
- Ralf HoffmannHm. I like that. Does it need a big project?
- Matteo RicciI don't think so, but it depends on how many systems you want connected at the start. Let me put that in writing so you can compare the options.
- Nadine SchröderPlease do. And Ralf, there's the question about the calls. Some of the account managers record everything, and some record nothing at all.
- Ralf HoffmannThat's a problem for another day, Nadine. Let's get the demonstration done first.
- Matteo RicciAgreed. I think we have what we need for today. Can I restate the next steps? A written summary, a demonstration proposal with two options for dates, and a note on the systems we'd connect first. Is that right?
- Nadine SchröderYes. And please send the summary to Ralf directly, he doesn't read my emails in full.
- Ralf HoffmannThat's true, but I read the ones with numbers in them.
- Matteo RicciThen I'll put the important numbers at the top. Thank you both. I look forward to the demonstration.
- Ralf HoffmannBefore you go, Matteo, the one thing I want to know is whether this is a yearly cost or a one-off. I won't decide anything without knowing that.
- Matteo RicciFair. I'd rather not guess on the call. I'll confirm the structure in writing, with the figures attached, so nobody is working from memory.
- Nadine SchröderGood. Ralf, that's what we agreed before the call.
- Matteo RicciRight, I'll let you go. Thank you both, and speak soon.
- Ralf HoffmannThanks, Matteo. Goodbye.
- Nadine SchröderBye.
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