Fenmoor Specialty Underwriting / BG-Demo – QBR
Callcompleted
Fenmoor Specialty Underwriting · 15 Sep 2026 12:30
At the 15 Sep 2026 QBR, Chief Data Officer Imogen Hartley said both new lines of business will need the brain and that she will sponsor it. The portal feed for one line is unknown and no date has been given yet.
What was said
What this says
As at Fri 9 Oct 2026At the 15 Sep 2026 QBR, Chief Data Officer Imogen Hartley said both new lines of business will need the brain and that she will sponsor it. The portal feed for one line is unknown and no date has been given yet.
What happened: Imogen joined Callum Reid, Daniel Okafor and Hannah Lowe. Active users are in the mid to high teens, up slightly, against 150 seats, with a core operations group doing most of the asking.
Customer view: Imogen told the board both new lines need the brain and will sponsor it at executive level. She wants leadership using it too, and prefers expanding the user base to arguing about price.
Commercial: Daniel said the contracted subscription and invoices both sit at £125k a year, all paid. Renewal is 1 Jul 2027, and he asked to discuss any added teams or sources early.
Watch: One line brings a partner submission portal with no known feed, and broker names need one definition before indexing. Callum said budget sits with Richard, not him.
Themes
As at Fri 9 Oct 2026Theme
New lines expansion sponsorship
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Callum Reid to ask the portal owner this week whether it has an export or an interface.
- Hannah Lowe to send the refresh note and a connector design outline once the portal answer is known.
- Daniel Okafor to write by the end of the following week with proposed times for the working session and leadership session options.
Risks
As at Fri 9 Oct 2026- The partner portal may only offer a download, which would make the connector a design question and could delay the new line.
- Active use is concentrated in a core operations group with little leadership use so far.
Opportunities
As at Fri 9 Oct 2026- Both new lines are to run on the brain, which could add teams and sources under the Enterprise subscription.
- A practical leadership session on real company data could widen use and support the case for expansion.
Transcript
Daniel OkaforHello, can you hear me all right? Lovely. Thank you all for making time, I know lunchtime is never easy. Let me just check who's joined. I can see Callum, and Imogen, and Hannah is on from our side.
Callum ReidI can hear you. Callum. What I need is the usage picture and anything that touches the bordereaux views. If we get that done, I'm happy.
Imogen HartleyAfternoon, Daniel. Afternoon, Hannah. Sorry, I've got a sandwich in one hand, so you'll have to forgive me if I'm slow on the mute button.- Daniel OkaforNot at all, that's the whole point of a lunchtime call. How was the weekend, did you get away at all? You mentioned something about Scotland last time.
- Imogen HartleyI did, a couple of days with family. Wet, obviously. But it was lovely to be somewhere where nobody asked me for a data strategy. Which is rather the point of this call, I suppose, so shall we?
Hannah LoweBefore Daniel starts, can I ask what you most need to know from me today? I don't want to sit here with a connector diagram nobody wants. Is there anything technical on your mind?- Callum ReidOnly one thing. Is the refresh landing by 07:00, every working day. That's it. If my underwriters open a dashboard at the start of the day and it's wrong, I hear about it from the syndicates before I hear about it from you.
- Hannah LoweTo be precise, the nightly refresh is committed to be complete by 07:00 your local time on business days, and on Enterprise it is also covered for freshness, not just availability. I'll put that in writing if it's useful. And I'll check the last quarter's run history while Daniel talks, so I'm not guessing.
- Callum ReidGood. By when?
- Hannah LoweBefore we finish today. It's a quick look.
- Daniel OkaforRight, so let me share my screen and walk through the quarter. Just to close the loop on where we left things last time, we agreed we'd look at who is actually asking questions, and whether the dashboards were being used by more than a handful of people. Can you see the summary page?
- Imogen HartleyYes, I can see it. Go on.
- Daniel OkaforSo the headline is steady. Active users over the last thirty days are in the mid to high teens on average, and that's up slightly on the previous quarter. Not a leap, but moving the right way. You have one hundred and fifty licensed seats under the Enterprise agreement, so there's a great deal of room.
- Callum ReidMid to high teens. Out of one fifty. That's not a lot.
- Daniel OkaforNo, and I won't dress it up. It's a core group using it heavily, mostly in your operations team. The questions are good ones, lots on bordereaux queries and submissions, but it's concentrated. How is the team finding it, Callum? From your side, is it the same people each time?
- Callum ReidSame people. Mostly my team and two of the senior underwriters. The rest of the floor still ask us, and we ask the brain. It works. It's just not on everyone's desktop.
- Imogen HartleyAnd that, if I can come in, is slightly the point of what I wanted to say today. The real question is not whether the current group is happy. They plainly are. The real question is what the business looks like in a year.
- Daniel OkaforPlease, set the context. That's what I'd hoped you'd do.
- Imogen HartleyRight. So, you know we have two new lines of business going live. I'll leave the detail for the working session, but the shape of it is this. Both of them sit on top of the same capacity providers, the same oversight obligations, and the same need to answer questions quickly from one view. Neither of them will work if we try to bolt them on to spreadsheets and email threads.
- Imogen HartleySo I've told the board, and I'll say it plainly here: both new lines will need the brain. Not one of them, both. I've seen this work at the previous place, and I don't intend to rebuild it from scratch with a different tool when we already have it here.
- Daniel OkaforThat's very good to hear, thank you. And I'd say, just so it's clear, it's a pleasure to have someone who knows the product from the other side.
- Imogen HartleyWell, flattery will get you most things. But I do know where it's strong and where I had to push you. So let's make it count.
- Callum ReidCan I ask the practical one? What does that mean for my team. Who does the work of getting these lines in, and when does it need to be ready. I can't have underwriters learning a new view in the middle of a binder renewal.
- Imogen HartleyFair. Callum, I'd expect your team to own the operational definitions, because you know what a clean submission looks like. I'll sponsor it at the executive level, so it doesn't drift. I don't like expansions without a name on them. I'll be the name.
- Callum ReidFine. That's what I need. A name and a date.
- Imogen HartleyThe date I'll bring you. I don't have it yet.
- Hannah LoweCan I ask a couple of questions, from the data side? Because the short answer is that it's very doable, the longer answer is that it depends on where the new lines keep their records. For each of the two lines, where do submissions land, and where do claims or queries get logged? Is it the same CRM and the same helpdesk as today, or something new?
- Imogen HartleyMostly the same, honestly. The CRM and the helpdesk we already have. But one of the lines brings in a partner's submission portal, and I don't yet know whether we can get a feed from it. That's one for Callum's people and our IT team.
- Hannah LoweRight. That's the part I'd want to see before promising anything. If it's a standard export, a connector is straightforward. If it's a portal that only exposes a download, then it becomes a design question, and I'd rather say that now than in six weeks. You have headroom on connectors under Enterprise, so it's not a limit issue, it's a source issue.
- Callum ReidI can find out what the portal does. I'll ask the portal owner this week.
- Hannah LoweThat would be perfect. Even a sentence, like whether it has an export or an interface. I'll build around that.
- Daniel OkaforLet me bring the support picture up, because I did promise you that, Callum. One ticket in the last thirty days, nothing high priority, and it was a how-to about a dashboard filter. It was answered inside the Enterprise response time and it's closed.
- Callum ReidI remember that one. It was one of mine. It was fine. Quick.
- Daniel OkaforGood. And on the commercial side, just to close the loop, everything's paid and nothing is overdue. Your contracted subscription and what we've invoiced both sit at £125,000 a year, so there's nothing to reconcile.
- Imogen HartleyThat's a satisfying sentence. I don't hear it often.
- Daniel OkaforWell, I'll take it. The current term runs to 30 Jun 2027, with renewal on 1 July 2027, so there's plenty of road ahead. But I'd flag, gently, that if the two new lines mean more teams or more sources, it's much nicer to talk about that early than as part of the renewal conversation.
- Imogen HartleyAgreed. And I'd say the quiet part out loud: I'd rather we expand the user base than argue about price at the end. A hundred and fifty seats and a mid-teens active group is not a story I want to tell the board forever.
- Daniel OkaforNo, and that's a useful way to frame it. Adoption first, and then we see what the commercial shape needs to be. Priya will want to be part of that if there's any change in scope, but I wouldn't worry about that yet. I'll bring her in at the right moment.
- Callum ReidDon't bring budget to me. That's Richard's. I'll tell you what the team needs, that's all.
- Daniel OkaforUnderstood, and entirely fair.
- Hannah LoweRight, I've had a look at the run history while you were talking. Over the quarter the nightly refresh finished before 07:00 on every business day, as far as the logs show. I'll put that in a short note so you have it in writing for the capacity providers if they ask.
- Callum ReidGood. That's a capacity-provider question, they do ask. Send it.
- Hannah LoweWill do. And one more thing, since you're adding lines. Where two lines share the same fields, say, a broker name, we should agree one definition before the data is indexed, otherwise the questions return two different answers and people stop trusting it. That's the part I'd spend a morning on with your team.
- Callum ReidYes. Broker names are a mess already. I'll bring two people who know.
- Imogen HartleyCan I ask something slightly different, Daniel? Looking at that page, which questions are people actually asking? I'd like to see whether it's the operational questions or whether anyone is asking the more strategic ones. Because if the new lines are going to matter, I want leadership using it too, not just the operations floor.
- Daniel OkaforMostly operational, I'd be honest. Bordereaux checks, submission status, who has chased what. A few on claims patterns. Very little at leadership level yet. But I think that's an invitation rather than a problem, and I'd be glad to run a short session for your senior group, in whatever format suits.
- Imogen HartleyI'd like that. Something practical, not a demo with a lot of slides. Real questions on our own data.
- Daniel OkaforAbsolutely. Hannah and I can put that together. I'll come back to you by the end of next week with a couple of options.
- Callum ReidAnything else on the agenda. I'd like to get back to the floor.
- Daniel OkaforJust the wrap-up. So, to be sure I have it right. Imogen, you confirm that both new lines will need the brain, you'll sponsor it, and you'll bring a date. Callum, you'll find out what the partner portal can export this week, and bring two people who know the broker names. Hannah, you'll send the refresh note and a short connector design outline once we know the portal answer. And I'll set up the working session and the leadership session. Have I missed anything?
- Hannah LoweOnly that I'd like the note about the portal before I draw anything, so I don't design for the wrong thing. Otherwise that's right.
- Imogen HartleyThat's everything. And I'll make sure it doesn't drift, you have my word.
- Callum ReidFine. By when on the working session?
- Daniel OkaforI'd aim for the next couple of weeks, but I won't promise a day until I've checked diaries. I'll write to you all by the end of next week with proposed times.
- Callum ReidGood. Thanks. Speak soon.
- Imogen HartleyThank you both. Really, it's good to be on this side of it. Best to Priya.
- Daniel OkaforI'll pass that on. Thank you all for your time, and have a good rest of the afternoon.
- Hannah LoweThanks, everyone. Speak soon.
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