Fenmoor Specialty Underwriting / BG-Demo – Exec Sponsor
Callcompleted
Fenmoor Specialty Underwriting · 18 Mar 2026 09:45
Imogen Hartley, new Chief Data Officer, offered to sponsor the stalled move from Growth to Enterprise. Richard Thorne made no commitment and wants Callum and technology comfortable before it goes to the board. Target decision date is 31 Mar 2026.
What was said
What this says
As at Fri 9 Oct 2026Imogen Hartley, new Chief Data Officer, offered to sponsor the stalled move from Growth to Enterprise. Richard Thorne made no commitment and wants Callum and technology comfortable before it goes to the board. Target decision date is 31 Mar 2026.
What happened: Priya Raman framed the decision as Growth to Enterprise, nothing signed. The deal is £125k as total value with implementation included, not an annual price.
Customer view: Imogen said the upgrade had no sponsor and took ownership, with a one-page case for Richard. Richard accepted her owning it but said he makes no commitment today.
Commercial: Usage was put at around fifteen active a day, up nearly a third, against forty licences. Richard sees the platform today as an operations tool, and his test is what the capacity providers receive.
Watch: the Growth term ends 30 Jun 2026 and renews 1 Jul 2026 if no upgrade lands. A high-priority ticket is still to be explained.
Themes
As at Fri 9 Oct 2026Theme
Enterprise upgrade sponsorship
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- Imogen to write a one-page case for Richard and speak to Callum that week.
- Daniel Okafor to send usage and the ticket update by the end of that week and book a working session with Imogen.
- Priya Raman to send the split of the deal between implementation and subscription on paper.
Risks
As at Fri 9 Oct 2026- Richard Thorne made no commitment and needs board approval, Callum's backing and a technology security view first.
- A high-priority ticket is unexplained and could surface mid-negotiation.
- If the upgrade slips, the Growth term renews on 1 Jul 2026 without the move to Enterprise.
Opportunities
As at Fri 9 Oct 2026- Imogen Hartley is a new executive sponsor with the standing to carry Enterprise across the firm.
- Capacity-provider questions that cut across underwriting, claims and finance support a company-wide Enterprise case.
Transcript
Priya RamanMorning, everyone. Can everyone hear me? Imogen, I can see you, Daniel's here too. Richard, are you with us?
Richard ThorneI'm here. Good morning.
Imogen HartleyMorning, Priya. Morning, Daniel, lovely to see you. Richard, I think this is the first time you've been on a screen with the whole group.
Daniel OkaforGood morning, all, and thank you for making the time. Imogen, it's very good to be talking properly again. How are you finding the first weeks at Fenmoor?- Imogen HartleyBusy, in the best way. A great deal to learn and a great deal that's already in good shape. It's a bit odd to be on the customer side of the brain, I'll admit, but it feels right.
- Priya RamanWell, that's the best possible start for this call. Shall I kick off with a quick recap, to keep momentum? Where we are, and the next date.
- Richard ThorneBefore you do. What is the decision I'm being asked to make?
- Priya RamanFair question, Richard, and I'll answer it directly. The decision is whether Fenmoor moves from Growth to Enterprise. Nothing is being signed today. What we'd like is a shared view of what has to be true for that decision to be made in good time.
- Richard ThorneGood. Carry on.
- Priya RamanSo, where we stand. You're on Growth today, at forty-four thousand a year, with forty licensed users. The upgrade to Enterprise is open as a deal with us, in negotiation, and the date we've been working to is the end of March, 31 Mar 2026. The value of the deal is a hundred and twenty-five thousand, and I want to be careful with that number. It's the total value of the deal, implementation included. It's not an annual price.
- Richard ThorneWhat does this cost us, all in?
- Priya RamanAll in, the deal is a hundred and twenty-five thousand. That covers the one-off implementation and the subscription together. Daniel can say what sits inside it and I'm happy to put the split on paper so you're not relying on my memory on a call.
- Richard ThorneI'd want it on paper. Simply.
- Priya RamanSimply. One page. Happy to make this easy.
- Imogen HartleyMay I come in here? Because I think the real question is why this has stalled, and I'd rather say that plainly than have us all tiptoe around it.
- Priya RamanPlease do, Imogen.
- Imogen HartleyI've read the history. The case for Enterprise was made well by Priya and Daniel, and Callum's team has been using the brain properly. But when I arrived, the upgrade had no sponsor on our side. Callum had the day-to-day, Richard had the budget, and nobody had the conversation in between. That's how these things drift.
- Richard ThorneThat is a fair description.
- Imogen HartleySo let me say what I'd like to do. I'd like to take ownership of it. I've seen this work, I know what the brain does when it's company-wide, and I'd rather it were mine to carry than something that sits in everybody's inbox. If Richard is comfortable with that, I'll be the sponsor on our side.
- Richard ThorneI am comfortable with you owning it. I'm not yet in a position to say more than that.
- Imogen HartleyWhich is exactly right, and I wouldn't ask you to. What I can do is bring you a case you can judge.
- Daniel OkaforImogen, if I may, that's very welcome from our side, and I'd say that having a sponsor at your level changes the conversation. Can I add a bit of context on usage, so we're all working from the same picture?
- Imogen HartleyPlease. I'd like to hear it before I write anything.
- Daniel OkaforOver the last month, the average number of people active on a given day is around fifteen, and that's up by nearly a third on the quarter before. So the direction is the right one. It's still well short of the forty licences you have, so there's room in what you've already got.
- Imogen HartleyWhich is useful for both sides of the argument, isn't it. It shows people are adopting it, and it shows there's headroom before you need anything bigger.
- Daniel OkaforIt does, and I wouldn't want to pretend otherwise. The honest way to put it is that Growth isn't failing you. The question is what you want the brain to do next, and whether that's something Growth can carry.
- Richard ThorneAnd what is it that Growth cannot carry?
- Daniel OkaforIn plain terms, Richard, Enterprise is for the company as a whole and for regulated buyers. It brings single sign-on and the user-provisioning side, a named executive sponsor on our side, and support that's quicker to respond on a serious problem. It's also designed for a much larger number of users and connectors than you have now.
- Imogen HartleyAnd the thing I care about, to put it in my language, is that Enterprise is what you'd choose if you thought of this as the data layer for the firm and not a tool for one department.
- Richard ThorneIs it a data layer for the firm, or is it a tool for the operations team?
- Imogen HartleyToday it's the second. The real question is whether we want it to become the first. And my view, for what it's worth, is that the capacity providers are already asking questions that cut across underwriting, claims and finance. One view would answer them better.
- Richard ThorneWhat the capacity providers think matters to me.
- Imogen HartleyI know it does. So let me frame it that way. Not as an upgrade, as a way of being able to answer them without a week's work every time.
- Priya RamanAnd just to add from my side, we've been very mindful of timing. If we can get this over the line by the end of the month, the implementation can start in good order. But I'd much rather we got it right than rushed, and I'll say that to Richard directly.
- Richard ThorneI appreciate it. It would be unwise to rush.
- Daniel OkaforMay I raise one more thing, so there's no surprise later? There was one high-priority ticket in the last month. I don't want to dwell on it, but I'd like to make sure that I close the loop on it with Callum and with you, Imogen, so it isn't something that comes up in the middle of a negotiation.
- Imogen HartleyThank you, Daniel, I'd rather know. Is it something I should worry about?
- Daniel OkaforI'd say no, but I'd be guessing if I told you more, and I'd prefer to give you the proper answer. I'll come back to you by the end of the week with the ticket, what happened and where it stands.
- Imogen HartleyThat's all I'd ask.
- Richard ThorneIs there anything in the contract timing that I should be aware of?
- Priya RamanYes, good question. The current Growth term runs to 30 Jun 2026, and it renews on 1 Jul 2026. So there are two things happening in parallel. The upgrade, which we'd like to settle by the end of March, and the renewal, which will follow its own route if the upgrade isn't done.
- Richard ThorneSo if I decided to do nothing, the Growth contract renews.
- Priya RamanIt would come up for renewal, and Daniel would run that conversation with you. I'd just say that moving to Enterprise before then is cleaner, because you'd be starting the new term on the right footing and not renewing something you'd outgrown.
- Daniel OkaforI'd put it slightly more carefully, if I may. Both routes are open to you, and neither is a mistake. What I'd want to avoid is a decision made in a hurry in June because the date has crept up.
- Richard ThorneThat is helpful. Thank you, Daniel.
- Imogen HartleyRight. So may I propose what I'd do, and you tell me if it's sensible?
- Priya RamanPlease.
- Imogen HartleyFirst, I write a short case for Richard. No more than a page. What we use the brain for today, what changes with Enterprise, what it costs all in, and what the risk of not doing it is. I'll want Daniel's usage and Priya's numbers to put in it, and I'll want them accurate.
- Daniel OkaforYou'll have the usage from me by the end of the week, together with the ticket.
- Priya RamanAnd I'll send the split of the deal, implementation and subscription, so the total is never in doubt. I'll make sure there's nothing in it that I haven't put a date against.
- Imogen HartleySecond, I'd like us to agree who in the business has to be happy before it reaches the board. Richard, you'll tell me if I've missed someone.
- Richard ThorneI'll need to take that to the board. Before that, I'd want to hear from Callum that the operations team will use it. And I'd want our own people in technology to be content with the security side.
- Imogen HartleyGood. Then Callum is a conversation I'll have this week, and security is something I'll raise with our own people myself. Daniel, would your team be able to support a review if it came to it?
- Daniel OkaforYes. Security review support is part of how Enterprise is set up, and I'd make sure the right person from our side is available to your colleagues. I'll come back to you on who that would be.
- Imogen HartleyLovely. Third, and this is for me as much as anyone: I'd like a regular rhythm. A short call every couple of weeks until this is decided, the four of us, so it doesn't drift again.
- Priya RamanI'd be very happy with that. It keeps momentum, and honestly it makes my life simpler.
- Richard ThorneShort, and with an agenda.
- Imogen HartleyShort, with an agenda, circulated beforehand. Agreed.
- Daniel OkaforI'll take the agenda, if that's helpful. I'd like to keep it to what's decided, what's open and who owns it, so each call starts where the last one left off.
- Imogen HartleyPerfect.
- Richard ThorneCan I ask something about the capacity providers?
- Imogen HartleyOf course.
- Richard ThorneIf we were to say to them that we are on this platform, across the firm, would that be received well? Or is it a detail they would not care about?
- Imogen HartleyI can't promise how any one syndicate would react. What I can say is that what they care about is the speed and the consistency of what we tell them. If the brain makes the answers quicker and the numbers match, that's what they'll notice. They won't notice the tier.
- Richard ThorneThen the argument must be about the answers and not the product.
- Imogen HartleyPrecisely. Let's make it count on that basis.
- Priya RamanThat's a really clear framing, and I'll make sure the numbers I send follow it. Anything else from anyone before we pin down dates?
- Daniel OkaforJust one, if I may. Imogen, I'd like to book a working session with you, an hour, to go through the data and connectors together. You know the brain well, so I don't expect to teach you much, but it'd be good to agree what the first phase would be.
- Imogen HartleyI'd welcome that. Do it before the next call and I'll arrive with a view.
- Daniel OkaforI'll send some times today.
- Priya RamanBrilliant. So, to close, let me play it back. Imogen takes ownership on your side and writes the one-page case. Daniel sends usage and the ticket update by the end of the week, and sets up the working session. I send the split of the deal on paper. Richard, you take it to the board in your own time, and we aim to have a decision around the end of March, 31 Mar 2026, without anyone being rushed.
- Richard ThorneThat is acceptable. I make no commitment today.
- Priya RamanUnderstood, and entirely fair.
- Imogen HartleyI'd add that the commitment today is mine, which is that this won't drift. You have my word.
- Richard ThorneNoted. Thank you, Imogen.
- Daniel OkaforThank you all. Imogen, welcome properly to the Fenmoor side of the table. Best wishes to Callum and the team.
- Imogen HartleyThank you, Daniel. Speak soon, everyone.
- Priya RamanThanks, all. Talk next week.
- Richard ThorneRegards. Goodbye.
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