Fenmoor Specialty Underwriting / BB-Demo – Negotiation
Callscheduled
Fenmoor Specialty Underwriting · 2026-10-14 09:45
Negotiation-type call with Fenmoor Specialty Underwriting dated 14 Oct 2026, after the as-of date of 9 Oct 2026. It is booked, not held, so no outcome is described.
What was said
What this says
Current to 13 Oct 26Negotiation-type call with Fenmoor Specialty Underwriting dated 14 Oct 2026, after the as-of date of 9 Oct 2026. It is booked, not held, so no outcome is described.
Status: This call is booked for 14 Oct 2026, which is after the as-of date of 9 Oct 2026. It has not been held, so what was said and decided is not described here.
Record: The call is listed with Tom Ashdown as host and a call type of negotiation, under the proposal title.
Watch: Review the call once it has been held and treat the customer's position as unconfirmed until then.
Themes
Current to 9 Oct 26Theme
Booked negotiation call
Importance
neutral
Sentiment
neutral
Voice
unknown
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Review the call record once the 14 Oct 2026 call has been held.
Risks
Not yet analysedThe risks of object_read:call_001_050 are empty: the record found none.
Opportunities
Not yet analysedThe opportunities of object_read:call_001_050 are empty: the record found none.
Call prep
Current to 14 Oct 26First negotiation with Fenmoor's budget holder and procurement on the Enterprise expansion, deal_001_04, which targets a 14 Nov 2026 close. The 5 Oct 2026 proposal still has no prices, and the CRM still names a departed owner on the deal.
Context: Callum Reid said at the 15 Sep 2026 QBR that budget sits with Richard Thorne. Louise Carver runs procurement, and neither Imogen Hartley, the sponsor, nor Callum is on the invite.
Approach: Tom Ashdown leads on scope and on add-on prices co-termed to 30 Jun 2027, with Owen Tallis there to approve terms. Anchor the value on active users, which rose from 45 in May 2026 to 64 in September 2026.
Check first: Under the v2 price book, Enterprise includes Premium support and the Sandbox. Confirm what the executed order form covers before pricing either as an add-on, and correct the UK-time refresh wording in the proposal.
Watch for: Fenmoor may raise the July refresh misses, when three of four P1 tickets missed the 30-minute first response target. The evidence does not show that Fenmoor was told Tom is now the commercial owner.
Booked
Updated 9 Oct 26Date2026-10-14
Time09:45
Typenegotiation
Statusscheduled
Callsmade from
Transcript
Tom Ashdown NoneMorning, Imogen. Can you hear me alright? Lovely. How's your week been, anything good on?
Imogen Hartley NoneGood morning, Tom. Busy, in the way that quarter-end makes everything busy, but I can't complain. And you?- Tom Ashdown NoneSame, same. Kids back at school, so the house is quiet at last. Anyway, thanks for giving us the time. Where I'd like to get to by the end of this is a rough shape of what you want us to propose, and then what happens after. That sound sensible?
- Imogen Hartley NoneEntirely. Let me set the context first, because it makes the rest simpler. You'll have heard from the team after the quarterly review that I've said both of our new lines will need the brain. Since then I've talked to Callum and to the people who will run each line, and I'm now in the position of wanting to move, not just agree in principle.
- Tom Ashdown NoneBrilliant. That's exactly what I wanted to hear, and I did hear it was said clearly. No drama, then. Let me say back what I understand and you tell me where I've got it wrong.
- Tom Ashdown NoneYou're on Enterprise today, a hundred and fifty users, a hundred and twenty-five thousand a year, running to the end of June next year with renewal on 1 Jul 2027. The two new lines would come into the brain on top, same shape as the existing books, submissions and bordereaux queries first, then claims, with the CRM alongside. And at least one of them has a partner sending data in a different format.
- Imogen Hartley NoneThat's right. Nicely put. I'd only add that the point of doing it is the oversight. The capacity providers on the new lines are going to ask questions from the first week, and I don't want us answering them by hand.
- Tom Ashdown NoneUnderstood. Now, users. You're nowhere near your limit at the moment, so I don't think this is a users conversation, unless you tell me you want the underwriters themselves on it.
- Imogen Hartley NoneNot yet. I'd rather get the right small group using it properly than hand out access and watch it go unused. Perhaps later, once the new lines are settled, I'll revisit that.
- Tom Ashdown NoneSensible. So really it's connectors, and the work to set them up, and maybe a place to test before it goes live. Our solutions engineer reckons the sandbox is worth having for the awkward feed. Does that chime?
- Imogen Hartley NoneIt does. I've seen this work elsewhere. Testing a new feed away from the live dashboards means the first numbers anyone sees are numbers people already trust. I'd like that built into the proposal rather than as an afterthought.
- Tom Ashdown NoneRight, I'll write it in as a proper line. What about training? Daniel had mentioned a session for the people who'll use it.
- Imogen Hartley NoneYes. I want a session near the start for each new line, and I'd rather it was in person if the price is sensible. People ask better questions when they're sat next to a person than when they're looking at a screen.
- Tom Ashdown NoneGood, there's an on-site training day we can offer, so I'll put that in as an option and you can say yes or no. Now, you'll want to know the price, and I've got to be straight with you. I'm not going to quote a figure from memory on a call. I'd get it wrong, and then you'd quite rightly hold me to it.
- Imogen Hartley NoneI appreciate that. I'd rather have a number you've checked. Can you at least tell me how it hangs together? I don't need the number, I need the structure.
- Tom Ashdown NoneCourse. Broadly there'd be two parts. A one-off piece for the setup work, the connector design and the sandbox, and then an addition to the annual subscription for what you're adding, so it all sits with what you already have. The idea is that it's added to your existing order form, so nothing about your current terms moves.
- Imogen Hartley NoneAnd it ends when the current one ends? I don't want two renewal dates to manage.
- Tom Ashdown NoneYes. The aim is that everything runs to the end of June next year and renews together on 1 Jul 2027. That's the cleanest for you and for us. I'll confirm in writing, because it's the sort of thing I'd rather you had on paper than took on my word.
- Imogen Hartley NoneGood. Now, discounts. I'll be candid. I'm not going to pretend I've never negotiated. Is there room on a first-term addition?
- Tom Ashdown NoneThere's a bit of room, there always is on a first term, but it's capped, and I'd want to see the scope settled before I start talking about it. Let me get you the scope and a proper number, and we'll have that conversation with the paper in front of us rather than in the abstract.
- Imogen Hartley NoneFair enough. That's what I'd say if I were in your seat.
- Tom Ashdown NoneHa. Well, you've been on both sides. Can I ask about timing? In our system we've got a target of 14 Nov 2026 for this to close, which is a Saturday, so obviously in practice it's the week before. Is that roughly where you'd want it?
- Imogen Hartley NoneMid-November is about right. One of the lines goes live not long after, so I'd want the technical work underway before then. If it's signed in the week before, can you start any preparation in advance?
- Tom Ashdown NoneI think so, and I'd need to check with our solutions engineer what's sensible to do ahead of signature, so let me not promise it. The sample data and the field definitions can start moving now, though, and that's often the slowest bit.
- Imogen Hartley NoneCallum's already pulling a sample together. I'll make sure it goes to your solutions engineer rather than sitting in someone's inbox.
- Tom Ashdown NoneBrilliant. And who signs on your side? I'm guessing it's you for the sponsorship, but there'll be someone for the commercial sign-off.
- Imogen Hartley NoneI'm the sponsor and I'll drive it, but budget goes through our finance director, and I'd rather bring them in early than surprise them. If you send me something I can put in front of them in a page or two, I'll take it from there.
- Tom Ashdown NoneLeave that with me. A short summary, scope on one side and the commercials on the other, plain English. I'll try not to bury it in the usual paperwork, though my paperwork is not my strong suit, as Daniel will tell you.
- Imogen Hartley NoneI'll hold him to that. Is there anything you need from us that you don't have?
- Tom Ashdown NoneA couple of things. The names of the two lines as you want them to appear in the brain, so we label things the way your people think about them. And whether either line has a regulator or capacity provider who's going to want to see how the data's held. If there's a security or compliance question coming, I'd rather our solutions engineer knew now.
- Imogen Hartley NoneReasonable. I don't know yet whether one of the capacity providers will want to see it. I'll find out and tell you. I'd rather you were ready than surprised.
- Tom Ashdown NoneThat's all I ask. Right, anything else on your list that I've skipped?
- Imogen Hartley NoneJust the question of support. If the new lines go wrong on a Monday morning, who do I ring? I'd like to understand that before I put my name to it.
- Tom Ashdown NoneGood one. On Enterprise you've got the executive sponsor on our side and the fastest response for urgent issues, and there's a named-engineer option on top if you want it for the go-live period. I'll put that in as something you can take or leave, with how it works, so you can decide with the facts.
- Imogen Hartley NonePlease. I'd lean towards having it for the first few months and reviewing.
- Tom Ashdown NoneNoted, and I'll write it that way. So, just to be sure I've got it. Scope is the two new lines, connectors and setup, a sandbox for the awkward feed, an on-site training day as an option, and named support as an option. All added to the current order form, ending together at the end of June next year.
- Tom Ashdown NoneYou'll send me the line names and tell me about any capacity-provider scrutiny. I'll send you a short summary with scope and a checked price, by the end of next week, so you can take it to your finance director. And let's get something in the diary for after that so we're not trading emails.
- Imogen Hartley NoneThat's exactly right. Thank you, Tom. This has been more straightforward than I feared.
- Tom Ashdown NoneNo drama, that's the aim. Cheers, Imogen, speak soon.
- Imogen Hartley NoneSpeak soon. Best, Imogen.
Callsmade from