Kentmere Underwriting

Negotiation: On the 10 Jan 2025 call, Owen Tallis and Lewis Kerr met Kentmere's CFO, Julian Strickland. Julian asked whether the £140k on the record was the agreed figure, and Owen said the order form sets price and terms, not the CRM deal amount.

Commercial: Julian feared that a year-one discount drops away at renewal and brings a surprise. Owen agreed to write that in plainly, and Lewis will co-term the order form to Kentmere's renewal.

Service levels: Julian wants the availability commitment in the order form. Owen said Enterprise covers availability and data freshness.

Proposal email: On 14 Jan 2025 Lewis asked Julian and Arabella Fenwick to agree the position by 17 Jan 2025. The £140k is the total on the proposal, which is an open item, not executed paper.

Security: Arabella wants the security review timing first, with Hamish Ogilvie involved, and no signing before written answers. Julian did not reply in the thread.

Open at the end: No executed order form appears in the reads. The security review timetable, the 17 Jan 2025 target and the written renewal-discount wording were all still open.

Discovery: On 12 Dec 2024 Lewis Kerr held discovery with Arabella Fenwick and Julian Strickland. Monthly reconciliation is manual, and Enterprise was positioned for SSO, SCIM and an executive sponsor.

Pricing: Lewis quoted the figure on the deal as £140k without splitting set-up and subscription. Julian wants the split before the January board pack.

Proposal deferral: On 18 Dec 2024 Arabella deferred the proposal walk-through to the new year because Julian may not be free. No date was set, and Lewis agreed to hold off.

Demo: On 19 Dec 2024 Hannah Lowe demonstrated B-Viz on Kentmere's own bordereaux files and traced a November premium mismatch to a double-processed endorsement. Julian did not attend, and the decision date was given as 17 Jan 2025.

Proposal call: On 30 Dec 2024 Lewis took Arabella and Julian through the Enterprise proposal. Julian pressed for timing and Lewis declined to guess, promising a timeline in the proposal. Single sign-on is IT's first question.

Open at the end: The price split, access model, data residency and security review were still owed. The evidence does not show what timeline went into the proposal.

Period: this digest rests on one read, an email thread dated 12 May 2024. No calls, tickets or news items from Kentmere Underwriting fall in the quarter.

Outreach: Nell Ashcombe invited the CISO, Hamish Ogilvie, to the 16 May 2024 webinar on B-Viz running inside the customer's own Snowflake account. She framed it around the security questions his team would ask first, and offered to send a link if the session would be useful to his team.

Customer view: the thread holds no response from Hamish, so his interest is not shown. The read rates the thread as neutral.

Open at the end: the thread does not show whether Hamish joined the session or whether anyone followed up after 16 May 2024. The read notes that early security engagement could ease a later Enterprise security review, and that a silent security lead could gate one.