Following up on our discovery call

Hi Rebecca, hi Malcolm, Thanks both for your time on the discovery call. I've pulled together how I understood it, so tell me if I've got anything wrong. What I heard: member services, underwriting and claims each hold part of the picture of a member, across policies, claims and calls, and relationship managers spend a lot of time stitching that together before a renewal meeting. You'd like everyone to see the same thing without anyone reconciling systems by hand. And because Kelbrook is owned by its members, every pound spent needs to be justified in terms of value to them. Based on that, I've put the Growth tier on the table, as it's built for several teams working from one view. It runs inside your own Snowflake account, which I know was important. We've pencilled it on a two-year term, given how you plan. The deal is currently held at £123,600 as its total value. I should be clear that I'm quoting that from our system and will confirm exactly what it covers, including the one-off implementation, in writing before anyone relies on it. Our working aim is to have things settled around 3 Jan 2024, but that's a plan, not a promise, and it very much depends on your board's timetable. Next step: I'd like to get a demo in the diary on your own kind of data. Leave the detail of that with me and I'll sort dates with Rebecca. Best, Tom

Dear Tom, Thank you for the summary, which reflects the call fairly. I have a few questions before we go further, and I would be grateful for answers in writing. First, the figure of £123,600. What is its base? Please tell me how much of it is the one-off implementation and how much is the subscription, and whether the subscription element is an annual amount. I am not able to take a figure without knowing what it is made up of. Second, what does that commit us to, and for how long? You mention a two-year term. Please set out, over the full term, what we would pay each year, whether the price is fixed for both years, and what happens at the end of the term. Third, I should be clear that I would not sign a multi-year commitment without our board, and I would not expect to decide anything at this stage. Our board plans well ahead, so it will help if I can see the numbers early. This is members' money, not ours, and I would like us to be able to explain every line of it. Malcolm Hebden

Hi Malcolm, hi Rebecca, Thanks Malcolm, fair questions, and I'd rather you asked them now. On the £123,600: that is the total value of the deal as it sits in our records, so it can include the one-off implementation fee as well as the subscription. It isn't an annual price, and I don't want you reading it as one. I'm not going to split it from memory. I'll get the breakdown checked and send you a written note showing the implementation, the subscription, and what each year looks like across the full term. On price over the term and what happens at the end, I'll make sure that note covers both, so you can take it to your board with the base visible. I'll also flag the point where we'd need to talk about renewal, so nothing comes as a surprise. And understood on the board. Nobody is asking for a decision from either of you yet. Rebecca and I will sort the demo next, and Malcolm, you're welcome to join if it's useful, though no pressure. Leave that with me. Cheers, Tom