Fenmoor Specialty Underwriting / BG-Demo – Negotiation
Callcompleted
Fenmoor Specialty Underwriting · 22 Jun 2026 14:45
Fenmoor is negotiating a move from Growth to Enterprise. Richard Thorne questioned why a licence for 150 is needed when about fifteen people are active. Louise Carver will send a redline, and no signing date was given.
What was said
What this says
As at Fri 9 Oct 2026Fenmoor is negotiating a move from Growth to Enterprise. Richard Thorne questioned why a licence for 150 is needed when about fifteen people are active. Louise Carver will send a redline, and no signing date was given.
What happened: Negotiation on the move from Growth to Enterprise. Louise Carver will send a redline by the end of the week, and no signing date was offered.
Customer view: Richard Thorne asked why Fenmoor would buy a licence for 150 when about fifteen people are active. Owen Tallis agreed the case is not only about headcount.
Commercial: Priya Raman said the £125k deal total includes one-off implementation and is not an annual price. Louise wants sixty-day payment terms against BG-Demo's thirty, and a short Growth extension in case paper is not signed by 30 Jun 2026.
Watch: Usage is steady, so the case rests on the sponsor, single sign-on, connectors and service levels. The board still has to approve.
Themes
As at Fri 9 Oct 2026Theme
Enterprise expansion terms
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- Louise Carver to send a tracked redline by the end of the week.
- Priya Raman to send the split of the total, a connector one-pager, a clean order form and short Growth extension wording.
- Priya Raman to arrange for BG-Demo customer success to walk Richard through the adoption plan.
Risks
As at Fri 9 Oct 2026- Usage is flat at about fifteen active users of forty licensed, so the Enterprise value case is contested.
- Paper may not be signed before the Growth term ends on 30 Jun 2026, leaving a gap in cover.
- Procurement wants sixty-day payment terms and a meaningful service credit, and says list price is only in exchange for something.
Opportunities
As at Fri 9 Oct 2026- Enterprise adds 150 users, single sign-on, an executive sponsor and freshness credits that the capacity providers care about.
- A wider rollout beyond underwriting operations could justify the expansion.
Transcript
Priya RamanHello, hello. Can everyone hear me alright? I've got Owen with me, and I think Louise is already on.
Louise CarverI'm here, yes. I can hear you fine. Richard's just finishing something next door, he said he'd be a minute.
Richard ThorneGood afternoon. Apologies, I'm here now. Can you hear me?- Priya RamanLoud and clear, Richard. Afternoon. Thanks for making the time on a Monday – I know what the diary looks like at this end of the month.
- Priya RamanSo, quick recap of where we are – we're in negotiation on the expansion from Growth up to Enterprise, the current term finishes at the end of this month, and to keep momentum I'd really like to get this over the line by 30 Jun 2026 if we can. Happy to make this easy for everyone.
- Richard ThorneBefore we go further. What decision am I being asked to make today?
- Priya RamanFair question. Honestly, none today – I know you'll want to take it to the board. What we want is to leave this call with the terms clear enough that Louise can come back with a redline and you can take a clean proposal upstairs.
- Richard ThorneGood. Keep it simple, please.
- Louise CarverCan I just confirm which document we're all looking at? I have the order form you circulated last week, with our tracked changes on clauses on the term and on service levels. Is that the one you have?
Owen TallisIt is, Louise. We've got your tracked version open. What's the next dated step, though – that's what I'd like to leave with. Who signs, and when?- Louise CarverSubject to contract, obviously. Our standard position is that Richard signs once legal and I have been through it. I can't give you a date on the call, and I wouldn't want to.
- Owen TallisUnderstood. Let's make sure we're talking about the same numbers first, then. Richard, you asked at the start what this costs you, all in – that's usually your question.
- Richard ThorneIt is. What does this cost us, all in?
- Priya RamanRight. So the deal total on the Enterprise expansion is a hundred and twenty-five thousand pounds. Now, I want to be careful with that, because that's the total value of the deal, and it includes the one-off implementation. It isn't an annual price. I don't want that to be misread when it goes to your board.
- Richard ThorneI see. And what are we paying today?
- Priya RamanToday you're on Growth at forty-four thousand a year, forty users. That's what's been invoiced and that's what's on the current order form, and nothing's overdue.
- Richard ThorneMm. So the difference between the two is the uplift plus the implementation.
- Owen TallisBroadly, yes. I'd rather give you the split in writing than do the arithmetic live and have it quoted back to me wrongly. Priya can put the lines in a short note – subscription, implementation, and what falls away from the Growth term.
- Louise CarverThat would help. I'd want the subscription and the implementation separate on the order form, not blended. We pay for implementation as a one-off against milestones, not annually.
- Priya RamanTotally. We can lay it out that way. Implementation is a fixed fee under the Enterprise tier, so there's no open-ended time and materials.
- Louise CarverGood. Then payment terms. Our standard position is sixty days, not thirty.
- Owen TallisThirty days is our standard, Louise. I'm not going to promise sixty on a call. Tell me what you'd trade for it and I'll take it away.
- Louise CarverThat's a reasonable question. I'll come back to you on that. I'd rather understand the rest of the package first.
- Richard ThorneCan I ask what Enterprise actually gives us that Growth doesn't? In plain terms. I don't need the technology.
- Priya RamanPlain terms. More people can use it – up from forty to a hundred and fifty. More of your systems can be connected. There's single sign-on, so your team log in the way they do for everything else. And there's a named executive sponsor on our side, which I think matters for the capacity providers.
- Richard ThorneThe capacity providers. Yes. That is what they ask me about.
- Owen TallisAnd the service levels step up too. Faster first response on a priority-one issue, and a higher availability commitment. On Enterprise you're also credited if the nightly refresh is late, not only if the service is down.
- Louise CarverWhich is where I want to go next. Clause on the credits. As drafted, the credit is a percentage of one month's fee. I'd like it to be meaningful, and I'd like the freshness commitment to be tied to a time of day in the contract.
- Owen TallisIt is tied to a time of day – seven in the morning, your local time, on business days. I'd want to check the wording before I say anything further about the credit percentage. The standard Enterprise position is what's in the draft.
- Louise CarverThen I'll mark it up and you can tell me what's not acceptable. I'd rather argue over a redline than over the phone.
- Priya RamanThat works for me. Louise, anything you'd want from us before you do that, to make it quicker?
- Louise CarverTwo things. A clean copy of the order form with no tracked changes from your side, so I can compare against it. And the list of connectors you're committing to, with the days by which each goes live.
- Priya RamanBoth fine. The connector commitments are in the schedule – I'll pull them out as a one-pager so you're not hunting through the form.
- Richard ThorneHow many people use this today? Actively.
- Priya RamanAround fifteen on an average month, out of the forty licensed. It's steady – not going up, not going down.
- Richard ThorneThen why would I buy a licence for a hundred and fifty?
- Owen TallisThat's the right challenge, and I'd rather you asked it now than at the board. The honest answer is it's not only about headcount. It's the sponsor, the single sign-on, the connectors and the service levels. If it were only seats I'd tell you to stay where you are.
- Priya RamanAnd to be fair, Richard, the plan would be to roll out beyond underwriting operations – that's what the implementation is for. Daniel on our customer success side has the adoption plan, and I can ask him to walk you through it.
- Richard ThorneI'd want that, yes. I won't commit to anything on this call.
- Owen TallisNobody's asking you to, Richard. What I'd like is the next dated step. Louise sends a redline – when?
- Louise CarverLater this week. I'd rather not name a day, in case legal need longer. Say by the end of the week, and I'll tell you sooner if that moves.
- Owen TallisEnd of the week works. Then we turn it round in a couple of working days, and we're talking again at the start of next week.
- Priya RamanWhich keeps us on track for the end of the month. Though I should say – your current term ends on 30 Jun 2026, and renewal would otherwise fall on 1 Jul 2026. I don't want you caught between two contracts.
- Louise CarverNoted. That's something I need to understand properly. What happens if the new paper isn't signed by then?
- Owen TallisWe'd need to agree a short extension of the Growth terms so there's no gap in service. That's on us to draft, and I'd want it in writing from both sides. I don't want you without cover, and I don't want us supplying without paper.
- Louise CarverThen please send that as a separate short document. I'd like it ready in case we need it, not after.
- Priya RamanWill do. Four lines to come from me, then. The split of the total, the connector one-pager, a clean order form, and the short extension wording.
- Richard ThorneFour. Fine. Is there anything else I need to know before this goes upstairs?
- Owen TallisOnly that I'd keep the discussion of price separate from the discussion of paper. Let's not discount twice. Whatever we land on is for the first term, and I'd rather be clear about that now than surprise you at the following renewal.
- Richard ThorneI appreciate that. I don't like surprises.
- Louise CarverOur standard position is that list price is only in exchange for something. I'll be looking at what Fenmoor gets for the figure, whether that's term, payment or something else. I'll set it out in the redline.
- Priya RamanFair enough, and we'd welcome it. Thanks, Louise, thanks Richard. I think that's a good place to stop – you'll have my note this afternoon.
- Richard ThorneThank you. Regards to you both.
- Owen TallisThanks, all. Speak next week.
- Louise CarverGoodbye, everyone.
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