Abermule Insurance / BG-Demo – Proposal
Callcompleted
Abermule Insurance · 7 Oct 2026 15:00
Abermule's CFO wants the £155k deal split into annual and one-off, plus service levels, security review scope and exit terms, in one written pack. Compliance has not yet signed off the broker access groups.
What was said
What this says
As at Fri 9 Oct 2026Abermule's CFO wants the £155k deal split into annual and one-off, plus service levels, security review scope and exit terms, in one written pack. Compliance has not yet signed off the broker access groups.
What happened: Tom Ashdown ran the 7 Oct 2026 proposal call with Carys Pugh and CFO Emyr Hopkins. Emyr pressed on money and terms; Carys focused on broker access groups.
Customer view: Emyr said he needs the annual and one-off split before he can take anything to the board. He will not commit to a date without the security review scoped in writing.
Commercial: Enterprise is the tier proposed. Tom described £155k as the whole deal value in the CRM, not a yearly price, and gave no service levels, owner name or exit answer on the call.
Watch: Carys wants something live before the new year, but the CRM close date is 27 Jan 2027. Compliance still wants to test the access rules on a test set, and the evidence does not show when that will happen.
Themes
As at Fri 9 Oct 2026Theme
Enterprise proposal terms pack
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send one pack with the annual and one-off split, service levels, security review scope, exit terms and named owner later this week.
- Tom to show the access check as a named-owner stage in the build.
- Tom to arrange a follow-up once Emyr has reviewed the pack.
Risks
As at Fri 9 Oct 2026- Emyr will not commit to a date until the security review is scoped in writing with its duration.
- Compliance has not signed off the broker access groups, so Carys's view is unconfirmed.
- The CRM close date is later than the new year go-live Carys wants.
Opportunities
As at Fri 9 Oct 2026- Enterprise tier is proposed, with its higher service levels, for a regulated buyer.
- Carys backs the broker access groups, and the claims team can keep working during the build.
Transcript
Tom AshdownAfternoon Carys, afternoon Emyr, thanks for making the time. Can you both hear me?
Carys PughYes, hi Tom. Emyr's just joining, he was on another call.
Emyr HopkinsHello Tom. I've got about forty minutes, so I'd like to get to the numbers early.- Tom AshdownOf course. Carys has been walking us through the broker side, so I'll recap that quickly and then we can talk about the number.
- Emyr HopkinsFine. The number is what I care about. Where does the deal sit at the moment?
- Tom AshdownIn our system the deal sits at £155,000. To be clear, that's the whole deal value, not a yearly subscription price. I'll confirm exactly what sits in it, the one-off and the subscription, in writing before you take it anywhere.
- Emyr HopkinsSo it isn't a year's fee. I need to know what is annual and what is one-off before I can take anything to the board.
- Tom AshdownUnderstood. I'd rather you have the split from me than work it out from the CRM.
- Emyr HopkinsGood. Next, the uptime promise. What are we actually committing to?
- Tom AshdownI'll confirm the exact service levels in the written proposal, I don't want to quote them from memory. Enterprise is the tier we're proposing, with the higher service levels that go with it.
- Carys PughCan we get back to the broker side? The access groups are the thing I'd sign off on.
- Tom AshdownYes, and we walked through that last time. What's changed since then?
- Carys PughWe've confirmed that a broker's staff can only see their own books. A few people cover two books, which is fine so long as the access is set properly.
- Emyr HopkinsIs that signed off by compliance, or is it your view?
- Carys PughMy view for now. Compliance want to see it on a test set first, and that's the step we're waiting on.
- Tom AshdownThat's a fair route. I'll make sure the proposal shows the access check as a stage in the build, with a named owner.
- Emyr HopkinsNamed owner. Who would that be on your side?
- Tom AshdownI'll confirm the name in writing. I'd rather not guess it on a call.
- Emyr HopkinsRight. Let's talk timing. Carys tells me you'd like something live before the new year.
- Carys PughThat's the aim, but I don't want to rush it through during the renewals.
- Tom AshdownThe expected close date in our system is 27 Jan 2027, which is later than Carys would like. Let's see whether we can bring it forward once the security review is scoped.
- Emyr HopkinsThen I need the security review scoped in writing, with how long it takes. I won't commit to a date without that.
- Tom AshdownCompletely fair. I'll get that scoped and sent over.
- Emyr HopkinsNow, the exit. If we stopped using the platform, what happens to our data?
- Tom AshdownThat's a question for the written terms, and I'd rather give you the right answer than a quick one. I'll confirm it with the team and send it across.
- Emyr HopkinsGood. Put it in the same document as the split, please.
- Tom AshdownYes, I'll put everything in one pack, so you're not chasing me across three emails.
- Carys PughCan I add one thing? Our claims team will want to know if they can keep working while the platform's being built.
- Tom AshdownYes, they'd keep working as they do now, and nothing changes in their systems until go-live. I'll put that in the proposal too.
- Carys PughGood, that's a relief for them.
- Emyr HopkinsSo, to summarise. I need the split of the £155,000, the service levels in writing, the security review scope and the exit terms, all in one pack.
- Tom AshdownThat's exactly it. I'll send the pack later this week, and I'll confirm the named owner at the same time.
- Emyr HopkinsGood. I'll review it when it arrives and come back with questions.
- Carys PughThank you both. That's really helpful.
- Tom AshdownCheers Carys, cheers Emyr. Let's get something in the diary for when you've had a look at it.
- Emyr HopkinsFine. Thanks Tom. Goodbye.
- Tom AshdownThanks Emyr, speak soon. Bye Carys.
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