Fenmoor Specialty Underwriting / BG-Demo – Demo
Callcompleted
Fenmoor Specialty Underwriting · 16 Jun 2025 13:00
Demo of Growth to Enterprise on Fenmoor's own data. Callum Reid got the bordereaux answer he came for; Nadia Osei needs written security evidence and will not commit a sign-off date until capacity providers have seen it.
What was said
What this says
As at Fri 9 Oct 2026Demo of Growth to Enterprise on Fenmoor's own data. Callum Reid got the bordereaux answer he came for; Nadia Osei needs written security evidence and will not commit a sign-off date until capacity providers have seen it.
What happened: Hannah Lowe ran the live brain on a marine cargo oversight question and Callum confirmed the answer was right, with two items he would have missed. Enterprise features were shown as SSO and SCIM, role mapping and the executive sponsor.
Customer view: Nadia wants the data-flow diagram, deprovisioning behaviour and export log in questionnaire format. She will not sign off a control on a verbal description.
Commercial: Priya Raman quoted a hundred and twenty-five thousand all-in, deal total with implementation, not an annual number. Callum said that is Richard's side of the house and he will pass it on.
Watch: Hannah said the case for Enterprise is not a lack of room, and Nadia would not promise a sign-off date. The end of September proposal target looks at risk.
Themes
As at Fri 9 Oct 2026Theme
Enterprise upgrade security evidence
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Hannah Lowe to send the standard security pack by the end of the week.
- Hannah Lowe to confirm by Wednesday when the deprovisioning and export log answers will follow.
- Priya Raman to send the proposal breakdown to Callum Reid for Richard.
Risks
As at Fri 9 Oct 2026- Nadia Osei will not give a sign-off date until capacity providers have reviewed the pack, so the end of September proposal target may slip.
- Deprovisioning behaviour and the export log were not confirmed on the call and must be answered in writing.
- Callum Reid said commercial approval sits with Richard, who was not on the call.
Opportunities
As at Fri 9 Oct 2026- Growth to Enterprise with SSO and SCIM, security review support and an executive sponsor, quoted as a deal total including implementation.
- Scoped auditor views by binder could serve as a worked example for the capacity provider audit trail.
Transcript
Priya RamanHello, hello. Can you hear me all right? Callum, I can see you, Nadia, hang on, there you are.
Callum ReidHear you fine. Nadia's just joining, I can see her in the lobby.
Nadia OseiGood afternoon, everyone. Sorry, I was finishing another call. Can you hear me?
Hannah LoweLoud and clear. Good afternoon, Nadia, good afternoon, Callum. Hannah here, I'll be doing the driving today.- Priya RamanBrilliant, so we're all here. Quick recap, just so we're all starting from the same place – you're on Growth today, forty users, and we've been talking about Enterprise for a few weeks now. Today is the demo on your own data, so nothing canned – and then, to keep momentum, the aim is to have the proposal settled by the end of September. Happy to make this easy on that front.
- Callum ReidFine. What I need out of this is simple. Can the brain answer a capacity provider's oversight question without my team spending a week on it. That's it. Everything else is secondary.
- Hannah LoweUnderstood. Before I share, can I ask what each of you most needs to know? Callum, I've got that. Nadia?
- Nadia OseiThank you. I have a short list. One, where the data physically sits. Two, who can see what, and how that is controlled. Three, what I can put in front of our capacity providers for the audit trail. I will need that in the questionnaire format, not on a call.
- Hannah LoweThat's fair, and I'll put all of it in writing. The short answer on the first one is that it sits in your own Snowflake account. The longer answer is that I'll show you what that means in practice in a few minutes, because it changes the other two questions quite a lot.
- Nadia OseiMm. Can you evidence that, though? Not today, I mean afterwards.
- Hannah LoweYes. Afterwards, in the pack. Right, let me share my screen. Can you see it?
- Callum ReidYeah, we've got it. That's our submissions view, is it?
- Hannah LoweIt is. This is your live brain, the one you use now on Growth. I've kept it that way on purpose, so you can see that the Enterprise features sit on top of what you already have rather than replacing it.
- Priya RamanWhich is the point really, nobody's re-learning anything.
- Hannah LoweExactly. So, Callum, you mentioned oversight questions. Give me a real one. Something that came in recently from a capacity provider.
- Callum ReidOkay. Typical one: for marine cargo, show me every bordereaux query raised against a binder this quarter, which ones are still open, and whether there's a claims ticket tied to the same risk. That's a capacity-provider question. They ask it every time.
- Hannah LoweRight, let me type it as you said it. Marine cargo, open bordereaux queries against a binder, linked claims tickets. Give it a moment.
- Callum ReidThat's slow. Is that slow?
- Hannah LoweA little, because I'm on a screen share and I've asked it to show its working. Normally it's quicker. There. So it's pulled the open queries, and here's the list, and each line links back to the claims ticket and the CRM activity for that broker.
- Callum ReidThat's right. That's actually right. Two of those I'd have missed, to be honest. They were sitting under a different broker contact.
- Hannah LoweWhich is the joining across systems doing its job. Now, the thing I want to show you is what Enterprise adds, and it's less about the answers and more about who gets to see them. Nadia, this is for you really.
- Nadia OseiGo on.
- Hannah LoweSo on Growth, access is managed in the brain itself. On Enterprise you get single sign-on and SCIM, which means your identity provider is the source of truth. Someone leaves Fenmoor, they're deprovisioned centrally and their access to the brain goes with it. No separate list to remember.
- Nadia OseiThat is helpful, genuinely. Two questions. First, is deprovisioning immediate or on a schedule? Second, is there a log of it that I can export?
- Hannah LoweTo be precise, I don't want to overstate the first one. It depends on how your identity provider pushes the change, and I'd rather confirm the exact behaviour with our security lead than guess. The log, I believe so, but again I'll check and put it in writing, with the exact wording.
- Nadia OseiThank you. I would rather have an honest I'll check than a confident answer I cannot use. Please add both to the questionnaire.
- Hannah LoweWill do. Let me show the role setup, because that's the other half.
- Hannah LoweSo here's the access view. You can see roles for underwriting operations, for the claims team, for the people who just need dashboards. Because the brain runs inside your Snowflake account, these roles map onto the roles you already manage there. I'm not inventing a parallel permissions world.
- Callum ReidCan I cut in? Does that mean I can give a syndicate's auditor a view that only shows their binder?
- Hannah LoweIn principle yes, scoped by binder or by line of business. I'd want to design that with Nadia so it's evidenced properly rather than just configured. Nadia, would that be something you'd want in the pack as a worked example?
- Nadia OseiYes, absolutely. For the audit trail I would want the configuration and a record of who approved it. A screenshot alone is not enough.
- Priya RamanAnd that's the sort of thing the Enterprise security review support covers, isn't it, Hannah? It's part of the implementation, you're not buying it separately.
- Hannah LoweIt's included, yes. The security review support is part of the Enterprise implementation. Right, let me move on to the executive sponsor piece and the bigger dashboards, because Callum will want to see those.
- Hannah LoweThis is the dashboard builder, which you have already. What changes with Enterprise is the headroom. More users, more connectors, so you could bring in more of your sources. At the moment you're using submissions, bordereaux queries, claims tickets and CRM activity. Enterprise gives you room to add, say, your finance data or more of the broker correspondence, without hitting the connector limit.
- Callum ReidWe're not near the connector limit now, are we?
- Hannah LoweNo, you're comfortable. I'll be straight about that. The case for Enterprise isn't that you're out of room. It's the identity controls, the security review support, and having a named executive sponsor on our side.
- Priya RamanAnd that's really the proposal – Growth to Enterprise, with the implementation, comes to a hundred and twenty-five thousand all-in. That's the deal total with the implementation fee included, so not an annual number. I'll send the breakdown properly.
- Callum ReidRight. That's Richard's side of the house, not mine. Just send it to me and I'll pass it on. What I need is the demo to hold up and the pack to land with Nadia.
- Priya RamanOf course, no problem. Happy to make that easy.
- Hannah LoweOne more thing before questions. I want to show the nightly refresh, because Callum, you've said before what matters is that dashboards are right at 07:00.
- Callum ReidYeah. If the numbers are wrong at 07:00 I've got an underwriter on my back by ten past.
- Hannah LoweSo this is the refresh status page. Each connector shows when it last loaded and how many records came in. If a source stops loading you'd see it here before anyone complained. That applies on every tier, by the way, the nightly refresh is complete by 07:00 on business days.
- Callum ReidGood. That's what I wanted to see.
- Nadia OseiI have one more, if I may. On data residency. You said Snowflake in our account. Which region is that, and is there any copy outside it?
- Hannah LoweThe region is whichever your Snowflake account is in, because we run inside it. As for copies, the short answer is no, we don't take a copy out. The longer answer is that I want to give you the exact data-flow diagram, including what happens with the language-model calls, rather than summarise it. That goes in the pack.
- Nadia OseiThat is the part I most need. The data-flow diagram, with each hop labelled. I would not sign off a control on a verbal description, you understand.
- Hannah LoweCompletely, and I wouldn't want you to.
- Nadia OseiAnd I cannot give you a sign-off date until our capacity providers have seen the pack. I would rather say that now than have it surprise anyone later.
- Priya RamanThat's useful, thank you for saying. Let me think about how we line that up – if we can get the pack to you this week, then there's time for the capacity providers to look before the end of September. Does that feel realistic?
- Nadia OseiIt depends what is in the pack. If it is complete, perhaps. I will not promise.
- Priya RamanFair enough.
- Callum ReidBy when will you have it, Hannah? Not this week-ish. A day.
- Hannah LoweThe standard pack I can send by the end of the week. The answers to Nadia's specific questions, the deprovisioning behaviour and the export log, I'll chase and send as a follow-up, and I'll tell you by Wednesday exactly when.
- Callum ReidGood. Wednesday.
- Priya RamanI'll put the dates in the follow-up email so nobody has to remember. Anything else you'd like to see today, either of you?
- Callum ReidNot from me. That was useful. The bordereaux answer was the one I came for.
- Nadia OseiNothing further today. I will wait for the pack. Thank you, Hannah, for being candid about what you needed to check.
- Hannah LoweThank you, Nadia. That's what I'd want from a supplier too.
- Priya RamanWonderful. So: pack by end of week, follow-up answers confirmed by Wednesday, proposal breakdown from me today. Thanks all, speak soon.
- Callum ReidCheers. Speak soon.
- Nadia OseiThank you. Goodbye.
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