Fenmoor Specialty Underwriting / BG-Demo – Demo
Callcompleted
Fenmoor Specialty Underwriting · 11 Apr 2024 14:15
Callum Reid saw the brain answer a live submissions question and flag a source conflict. He wants the 07:00 refresh written into the order form and is unhappy that scheduled packs are not committed. Security goes to IT.
What was said
What this says
As at Fri 9 Oct 2026Callum Reid saw the brain answer a live submissions question and flag a source conflict. He wants the 07:00 refresh written into the order form and is unhappy that scheduled packs are not committed. Security goes to IT.
What happened: Tobias Renwick demoed the brain on Fenmoor's sample extracts, covering submissions, bordereaux queries, search and a live dashboard. The brain found two submissions marked awaiting quote that the emails showed as quoted.
Customer view: Callum said the mismatch is the problem he has every week. He wants the 07:00 refresh in writing: "What I need is that it's written, not promised."
Commercial: Priya Raman will prepare the proposal. The decision sits with Richard, who was absent, and the target date is 17 Jun 2024. Callum will take the architecture page to IT.
Watch: Tobias would not commit to an automatic scheduled pack to a capacity provider, and Callum said he is not happy about it. Callum also expects to be the main asker at first, a key-person risk.
Themes
As at Fri 9 Oct 2026Theme
Demo, security and refresh SLA
Importance
upsell
Sentiment
mixed
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Tobias Renwick to send a one-page architecture note to Callum's IT team the day after the call.
- Priya Raman to send call options for Richard and prepare the proposal ahead of 17 Jun 2024.
- Priya Raman to include the 07:00 refresh service level in the order form.
Risks
As at Fri 9 Oct 2026- Scheduled automatic packs to capacity providers were not committed, and Callum said he is not happy about it.
- Callum is likely the main asker at first, which is a key-person risk until underwriters adopt it.
- Richard, who owns the number, was absent and has not seen the demo.
Opportunities
As at Fri 9 Oct 2026- The brain flagged a real source mismatch, which Callum called a weekly problem.
- Dashboards builder and four connectors fit the Growth tier, and the 07:00 refresh can be written into the order form.
Transcript
Priya RamanAfternoon, Callum. Tobias is just dialling in, I think he's on the screen now.
Tobias RenwickI'm here. Afternoon. Is the sound all right? I've changed headset.
Callum ReidFine. Afternoon. I've got about forty minutes before I'm pulled off, so let's use it.- Priya RamanPerfect. Quick recap so we're all on the same page. Last time was discovery, with Richard. He sends his apologies for today, he's tied up with capacity providers. Callum was going to pick real oversight questions and check with IT what's set up in the warehouse. Today is the brain on the extracts you sent, to keep momentum, and the date we're working towards is Monday 17 June 2024.
- Callum ReidWhat I need is to see whether it gets the answers right. Not the slides.
- Tobias RenwickUnderstood. Before I share anything, may I ask what your security team will need to see? I'd rather aim the second half of the call at that than guess.
- Callum ReidWhere the data lives, who can see what, and whether anything leaves our environment. That's the first thing IT will ask me. I did speak to them, by the way. We do have a warehouse account, they were fine with the idea in principle.
- Tobias RenwickGood. Then to be precise about the architecture: the brain is built and run inside your own Snowflake account. We don't take a copy of your data into our systems. Access follows the controls you already set there, so your IT team decides who can reach what. The trade-off is that your side owns those permissions, which most security teams prefer, but it does mean they have to be involved in setup.
- Callum ReidThat I can sell to them. Go on.
- Tobias RenwickLet me share my screen. Give me a second.
- Priya RamanTake your time. Callum, you should see it in a moment.
- Callum ReidGot it. That's bordereaux data. I recognise the column headers.
- Tobias RenwickIt is the sample you sent, indexed overnight. Here's the home view. On the left, the sources that have been connected for this demo: submissions, the bordereaux sheets, claims tickets, CRM activity. Four sources, which is comfortably inside what the Growth tier carries.
- Callum ReidStart with the first of my questions. The one about submissions waiting on a quote.
- Tobias RenwickRight. I'll type it as you phrased it in your note. Which marine cargo submissions are still waiting on a quote?
- Tobias RenwickAnd there's the answer. A short list, each with the broker and the date received. If I open the first, the page shows where each field came from.
- Callum ReidHang on. Those two at the bottom. They look quoted to me.
- Tobias RenwickLet me look. Mm. Yes, in the submissions source they're marked as awaiting quote, but there is an email in the activity that says the quote went out. The honest answer is that the two sources disagree, and the brain is showing you both rather than choosing for you.
- Callum ReidThat's actually the problem I have every week. So it flags the disagreement.
- Tobias RenwickIt shows the conflict and the source of each side. Whether the workflow should be corrected is your team's decision, but you'd see it in seconds rather than in a Friday pack.
- Priya RamanThat's the bit I'd underline, Callum. It's not that it's smarter than your people. It's that nobody has to do the joining.
- Callum ReidFine. Next one. Open bordereaux queries by capacity provider. What's outstanding for longer than normal?
- Tobias RenwickLonger than normal needs a definition, so let me ask it more narrowly. Which bordereaux queries have been open longer than the other queries in the same period?
- Callum ReidBetter. Or just give me the oldest ten. No, sorry, the oldest few. I don't want to lock in a number.
- Tobias RenwickOf course. The oldest few it is. There they are, sorted by age, with the syndicate where the sheet records one.
- Callum ReidCan I filter by syndicate?
- Tobias RenwickTo be precise, it depends on whether syndicate is a field in a source. In your extract it's a column, so yes, here, I'll filter. If a source only had it in free text, we'd get it by search but it would be less tidy.
- Callum ReidIt's a column in the market sheets. In the emails it's in the subject line half the time.
- Tobias RenwickThen the sheets give you the clean answer and the emails give you the context. That's how I'd expect it to behave.
- Priya RamanTobias, can you show Callum search across the claims tickets? That was the other thing Richard cared about, the capacity providers asking what's open.
- Tobias RenwickYes. Search, here. If I type a vessel-related term from one of your claims tickets, it returns the ticket, the related broker emails, and the CRM note from the same account. One view of one story.
- Callum ReidThat's useful for the claims team. They'd be asking exactly that. Who else can see that view? Everyone?
- Tobias RenwickOnly those you permit. Visibility follows the permissions on the underlying data in your Snowflake account, so the person who isn't meant to see a claim doesn't see it here either. I wouldn't want you to have to maintain a second set of rules.
- Callum ReidGood. Next. Dashboards. That's where I get hurt.
- Tobias RenwickRight. This is the dashboards builder, which is part of Growth. I'll build one live. Submissions received, quoted, declined, by month, by class.
- Callum ReidIt's quick.
- Tobias RenwickIt's building on data that's already indexed, so it's mostly configuration. The important thing for your question is timing. The nightly refresh completes by 07:00 your time on business days, so this view is current when your day starts.
- Callum ReidBy when exactly, though. 07:00 isn't a rough target.
- Priya RamanIt's a service level, Callum, and it can sit in the order form. Same as I said with Richard.
- Callum ReidThen I want it in there. What I need is that it's written, not promised.
- Callum ReidDifferent question. Could this send a scheduled pack to a capacity provider? Same report, same day each month, no one touching it.
- Tobias RenwickThe honest answer is that isn't something I'll commit to today. You can build the dashboard and export what it shows, and your team can send it. A fully automatic pack to an external party is a different question, and I won't give you a date for it when I'm not certain.
- Callum ReidFair. I'd rather hear that than a maybe.
- Priya RamanAnd I'd say, to be fair to the demo, the win is the two people not spending their week assembling it. Sending it is the easy part.
- Callum ReidSending it isn't easy if it's wrong. But I take the point.
- Tobias RenwickMay I show one more thing, since you mentioned who asks the questions? There's a view of what's been asked in the brain and by whom. It matters for adoption. If one person is asking most of the questions, that's a key-person risk, and you'd want to know.
- Callum ReidThat'd be me, at first. Then I'd want the underwriters on it, otherwise it's my toy.
- Tobias RenwickWhich is the usual pattern. The champion starts, and the value shows when a second and third team ask their own. It's one of the things your customer success manager would watch with you.
- Callum ReidRight. I've seen what I needed. Let me tell you where I am. The submissions answer was right and, more to the point, it found the mismatch. The bordereaux view works. I'm not happy about the scheduled pack, but I'd rather know now. Security, I can take to IT.
- Priya RamanThat's a good place to be. So, next steps. Tobias, could you write the architecture on one page for Callum's IT team?
- Tobias RenwickYes. I'll keep it to one page, covering where the data sits, how permissions follow your warehouse, and what we need from them at setup. I'll send it tomorrow.
- Priya RamanAnd I'll put together the proposal. Callum, you know the number Richard saw, fifty-six all in, implementation included. Do you want me to walk him through it, or would you rather bring it to him?
- Callum ReidThat's Richard's. I'll get the demo points to him and you take it from there. But book him a call. By when?
- Priya RamanIf we can get it over the line by Monday 17 June 2024, I'd want him on a call well before then. I'll send options to you both today, happy to make this easy.
- Callum ReidFine. Send them. I'm off, I'm late already.
- Tobias RenwickThank you, Callum. Best of luck with the rest of the day.
- Priya RamanThanks both. Speak soon.
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