Kentmere Underwriting / BG-Demo – Proposal
Callcompleted
Kentmere Underwriting · 30 Dec 2024 11:45
Kentmere's CFO wants to know what the £140k CRM deal covers before any board paper. The Head of Distribution needs single sign-on. Lewis Kerr would not commit to a timeline on the call and promised one in the proposal.
What was said
What this says
As at Fri 9 Oct 2026Kentmere's CFO wants to know what the £140k CRM deal covers before any board paper. The Head of Distribution needs single sign-on. Lewis Kerr would not commit to a timeline on the call and promised one in the proposal.
What happened: Lewis Kerr took Arabella Fenwick and Julian Strickland through the Enterprise proposal. Both want it sent the same day, with a figure breakdown for Julian and a single document of security answers for Arabella.
Customer view: Julian wants the number defended before a board paper. Arabella says IT will not accept separate passwords, so single sign-on is the first question they will ask.
Commercial: The £140k is the deal amount on the CRM record, not a contracted price. Connectors are in Enterprise scope, and the claims system, broker portal and finance ledger are the sources named.
Watch: Julian pressed for timing, as weeks had been said on an earlier call, and Lewis declined to guess. The evidence does not show what timeline went into the proposal.
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 proposal to Kentmere on the day of the call.
- Lewis Kerr to send Julian Strickland a figure breakdown covering the £140,000.
- Arabella Fenwick to share the underwriting questions so security answers sit in one document.
Risks
As at Fri 9 Oct 2026- Julian Strickland wants a specific timeline and a defensible figure, and no timeline was given on the call.
- Single sign-on and the security review are gating questions for Kentmere's IT team.
Opportunities
As at Fri 9 Oct 2026- Enterprise scope covers company-wide access, single sign-on, SCIM and an executive sponsor, which match what Kentmere asked for.
- Claims, broker portal and finance ledger data that disagree give a clear use case for connectors.
Transcript
Lewis KerrMorning both. Can you hear me okay?
Arabella FenwickYes, just about. Julian's still sorting his headset.
Julian StricklandI'm here. Sorry, the dongle has decided to fight me this morning.- Lewis KerrNo problem at all. Shall I start with what you'd most like to leave with today, and by when?
- Arabella FenwickHonestly, we'd like to be able to sign before the break drags on too long. Our underwriters have been asking about this since the autumn, so there's some pressure from that side.
- Julian StricklandPressure is one word for it. What I need is the number. There's a deal sitting in the CRM at £140,000 and I want to know exactly what that covers before it goes anywhere near a board paper.
- Lewis KerrTo put a number on it, the deal record shows £140,000. I'll set out in the proposal exactly what sits inside that figure, so you're not reading it off a screen.
- Julian StricklandGood. And it's Enterprise, is that right?
- Lewis KerrYes, Enterprise. That brings company-wide access, single sign-on, SCIM provisioning and an executive sponsor.
- Arabella FenwickSingle sign-on matters a lot. Our IT people won't accept anything that means running separate passwords. That's the first question they'll ask.
- Lewis KerrUnderstood. Our solutions engineer would run the security review with your IT team. They're careful about answers, so anything they're unsure of they'll put in writing rather than guess.
- Julian StricklandI'd rather that than a confident wrong answer.
- Arabella FenwickAgreed. Can we talk about the data side? We've got the claims system, the broker portal and the finance ledger, and they never quite agree with each other.
- Lewis KerrThat's exactly the problem this solves. It sits across them and answers questions in plain English. Connectors are part of the Enterprise scope, so we'd agree which systems come first.
- Julian StricklandAnd the timing? You said weeks earlier on the last call. Be specific.
- Lewis KerrI'd rather not guess in a call. I'll put a timeline in the proposal and we'll agree it with your team.
- Julian StricklandFair enough. I'll hold you to that.
- Arabella FenwickLewis, can you send the proposal across today? Then I'll get the underwriting questions to you as well.
- Lewis KerrI'll send that over today. Arabella, if you share your list of underwriting questions, I'll make sure the security answers all sit in one document.
- Julian StricklandSend me the figure breakdown too. Not the whole pack, just the bit I'd be willing to defend.
- Lewis KerrWill do. Anything else before we wrap?
- Arabella FenwickNo, that's great. Thanks both.
- Julian StricklandThanks. Speak soon.
- Lewis KerrThanks everyone, speak soon.