Mariager Forsikringsmægler / BG-Demo – Discovery
Callcompleted
Mariager Forsikringsmægler · 7 Apr 2026 12:00
Discovery with Mette Kjær and Managing Director Lars Bach. Policy data sits in several systems and agents disagree on what is current. Lars wants to know what B-Viz replaces and costs before any demo or pilot.
What was said
What this says
As at Fri 9 Oct 2026Discovery with Mette Kjær and Managing Director Lars Bach. Policy data sits in several systems and agents disagree on what is current. Lars wants to know what B-Viz replaces and costs before any demo or pilot.
What happened: On 7 Apr 2026 Matteo Ricci held a discovery call with Mette Kjær and Lars Bach. The deal figure of £62k was mentioned, but Matteo declined to commit to a split.
Customer view: Lars wants one place his people can ask a question, not another dashboard. Mette described time lost reconciling the CRM, a policy system and a separate claims system.
Commercial: This is new business, with a decision targeted for 12 May 2026. Lars raised where client data lives. Matteo said it stays in the customer's own Snowflake account and offered a written residency and security walk-through.
Watch: Lars will not decide on a pilot alone. The evidence does not show what the £62k covers or which tier is intended.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci to send a summary of the call and the open questions the following day.
- Matteo Ricci to arrange a written residency and security walk-through with the solutions engineer.
- Matteo Ricci to confirm scope and price split in writing before 12 May 2026.
Risks
As at Fri 9 Oct 2026- Lars wants to know what B-Viz replaces and what it costs on top of current spend, and the £62,000 deal figure is not yet explained.
- Residency and regulator questions must be answered in writing before client data is considered.
- Lars will not approve a pilot alone, so another decision step may exist.
Opportunities
As at Fri 9 Oct 2026- Policy, CRM and claims data in separate systems is a clear fit for one queryable layer in the customer's own Snowflake account.
- A small pilot with one team of agents could lead to wider rollout and more connectors.
Transcript
Matteo RicciHello Mette, hello Lars, can you both hear me? Thank you for making time over lunch.
Mette KjærHello Matteo, yes. Lars is just finishing another call, he'll be a minute.
Lars BachI'm here, sorry. Go ahead, I've got about half an hour.- Matteo RicciThank you. I'd like to restate the timing: you want to understand your options this quarter, and we're working towards 12 May 2026 for a decision. Is that still right?
- Mette KjærYes, roughly. We want something defined before the busy part of the year.
- Lars BachLet me be direct, Matteo. I need to know what this replaces, and what it costs us over and above what we already pay. I'm not interested in a demo until I know that.
- Matteo RicciThat's exactly the right question. I would rather you heard the full picture now. The figure on the deal is £62,000, and I'll confirm exactly what it covers before anything is signed.
- Lars BachSixty-two thousand, for a first year?
- Matteo RicciThat's the figure we have on the deal today, but I would rather not commit to a split until I understand your situation. What does your regulator need to see?
- Mette KjærGood question, because our records are the main issue. We have policy information in several places, and the agents don't always agree on what's current.
- Lars BachWhich is precisely why I'm here. Mette has been carrying that for too long.
- Mette KjærMaybe, but it's a fair point. We spend a lot of time reconciling when a client calls.
- Matteo RicciThat's a common picture for brokers. Which systems hold the client record today, and which ones do your agents check?
- Mette KjærThe CRM for the relationship, and a separate system for the policy detail. Claims sit somewhere else again.
- Matteo RicciUnderstood. So the question is less about a new tool, and more about one place your agents can ask a question and trust the answer.
- Lars BachYes. I don't need another dashboard. I need my people to stop phoning Mette.
- Mette KjærHa, that's not wrong, though.
- Matteo RicciThat's a helpful way to put it. We can talk about the connectors next time, once I know which systems matter most to you.
- Lars BachBefore that, what about the regulator side? If we send client data into this, I need to know where it lives.
- Matteo RicciVery fair. The data stays inside your own Snowflake account, and I'd like our solutions engineer to walk you through the residency and security questions in writing.
- Lars BachGood. Mette, put that on the list.
- Mette KjærWill do. Matteo, can you send a summary of today and the questions?
- Matteo RicciYes, I'll send both tomorrow, and I'll copy you on the proposal timetable.
- Lars BachSorry, I'm back. Mette, is there anything I haven't asked?
- Mette KjærOnly the timetable for the agents. I'd like to know if they can start with a small group.
- Matteo RicciThey can. I'd suggest a small pilot with one team, so we learn before we ask everyone to change.
- Lars BachFine. Let's see the answers first. I'm not making a decision on a pilot alone.
- Matteo RicciUnderstood, and I wouldn't ask you to. Let me confirm the scope and the price split in writing before 12 May 2026.
- Lars BachRight, I need to go. Thank you both.
- Mette KjærThanks Lars. Thank you, Matteo.
- Matteo RicciThank you both. Speak soon, and I'll be in touch tomorrow.