Kentmere Underwriting / BG-Demo – Discovery
Callcompleted
Kentmere Underwriting · 12 Dec 2024 16:15
Discovery call with the Head of Distribution and the CFO. Monthly reconciliation is manual and figures do not match the ledger. Enterprise fits their access needs. The CFO wants a price split before the January board pack.
What was said
What this says
As at Fri 9 Oct 2026Discovery call with the Head of Distribution and the CFO. Monthly reconciliation is manual and figures do not match the ledger. Enterprise fits their access needs. The CFO wants a price split before the January board pack.
What happened: Lewis Kerr ran discovery with Arabella Fenwick and Julian Strickland. Julian stayed for about half an hour. Arabella wants a decision by the middle of January.
Customer view: Two of Arabella's team spend most of the first week each month reconciling broker submissions and bordereaux by hand. Julian wants figures he can trace to source and is concerned about who can see the data, as they are regulated.
Commercial: Lewis quoted the figure on the deal as £140k and said he had not split it into set-up and subscription. Julian approved of that answer and wants the split before the board pack. Enterprise was positioned for SSO, SCIM and an executive sponsor.
Watch: Data residency and the security review cost were left open. A demo on their own data is wanted before Christmas.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Lewis Kerr to send the demo invite the same day and confirm the time by email.
- Lewis Kerr to send the proposal with the set-up and subscription split in writing.
- Hannah Lowe to cover security detail and data residency in the next session.
Risks
As at Fri 9 Oct 2026- The CFO has limited time and needs the set-up and subscription split before the January board pack.
- Regulated access and data residency questions are unresolved and need a security review.
Opportunities
As at Fri 9 Oct 2026- Enterprise tier with SSO, SCIM and an executive sponsor fits the access and traceability needs.
- Dedicated data residency could be offered if their policy requires it.
Transcript
Lewis KerrGood afternoon Arabella, good afternoon Julian. Thanks for making the time. Just so I'm clear on what we're doing today: you want to understand whether B-Viz fits your distribution reporting, and you'd like a decision by the middle of January. Is that right?
Arabella FenwickYes, that's right. Julian's got a board pack due in January, so the timing matters.
Julian StricklandHello. I'm here for about half an hour, so please keep it to the point.- Lewis KerrOf course. Arabella, would you start with how the distribution data is pulled together at the moment?
- Arabella FenwickIt's a lot of spreadsheets, to be honest. Broker submissions come in one way, the bordereaux come in another, and we reconcile them every month by hand. Two of my team spend most of the first week doing it.
- Julian StricklandAnd the figures don't always match the ledger, which is the problem I have with it. I don't want to be presenting a number I can't stand behind.
- Lewis KerrThat's exactly the situation we see. Julian, the point for you would be a reconciled answer you can trace back to source. Is that the outcome you're after?
- Julian StricklandTraceable, yes. And I'd want to know who else can see the underlying data. We're regulated, so access is not a small thing.
- Lewis KerrUnderstood. Enterprise is the tier that covers that: single sign-on, SCIM for user provisioning, and an executive sponsor on our side. Hannah, our solutions engineer, will go into the security detail in the next session.
- Arabella FenwickGood. We'd need that to go through our security team before anything else.
- Julian StricklandAnd where is the data held? I'm not having it sitting somewhere I can't account for.
- Lewis KerrIt sits in your own Snowflake account, so you hold it. We can also offer dedicated data residency if your policy requires it. I'd rather confirm the exact setup with Hannah than give you a loose answer now.
- Julian StricklandFine. Now, the cost. What's the figure you're looking at?
- Lewis KerrThe figure on the deal is £140,000 at the moment. I'll be clear that I haven't yet broken it down into set-up and subscription, and I'd rather send you the split in writing than say a number on the call that you might later hold me to.
- Julian StricklandThat's the right answer. I'll want the split before the January board pack. Otherwise I can't do the maths.
- Arabella FenwickWe'd want it to cover the security review as well, I think. Is that included or extra?
- Lewis KerrSecurity review support is part of the Enterprise implementation, so I'll show that clearly in the proposal. I don't want to give you a price for it from memory.
- Julian StricklandGood. Send it over and I'll look at it with my team. Arabella, we'd need a demo with our own data, not a sample.
- Arabella FenwickYes. I'll set that up with Lewis and Hannah. Let's aim for the demo before Christmas if we can.
- Lewis KerrHappy to. I'll put a date on it and send the invite today. And the proposal and split will follow shortly after.
- Julian StricklandRight, I need to go. Thanks, both.
- Lewis KerrThank you Julian. Arabella, I'll confirm the demo time by email.
- Arabella FenwickThanks Lewis. Speak soon.
- Lewis KerrSpeak soon, bye for now.