Quillmark Health / BG-Demo – Proposal
Callcompleted
Quillmark Health · 31 Mar 2026 15:00
Procurement Director Tasha Greene will not negotiate commercial terms until security clears. Follow-up security questions are still open, and no decision date was promised beyond a target of end of June.
What was said
What this says
As at Fri 9 Oct 2026Procurement Director Tasha Greene will not negotiate commercial terms until security clears. Follow-up security questions are still open, and no decision date was promised beyond a target of end of June.
What happened: On 31 Mar 2026 Jordan Pike walked Ben Kowalski and Tasha Greene through the Enterprise proposal, scope, implementation phases and pricing. Tasha confirmed a decision target of the end of June.
Customer view: Tasha said commercial terms are not negotiated until security has cleared, and she would not comment on the figure. Ben said he does not override security and cannot promise a decision date.
Commercial: Jordan stated £155k is the total of subscription plus one-off implementation, not an annual price. Tasha wants the order form to show the two components separately.
Watch: Security follow-ups on access control, logging and healthcare data are open, and BG-Demo owes clearer answers. Jordan could not say whether anything would block clearance.
Themes
As at Fri 9 Oct 2026Theme
Proposal, security gating decision
Importance
neutral
Sentiment
neutral
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan Pike to send Tasha Greene the scope summary, a draft order form with subscription and implementation split, and the open security items list this week, copying Ben.
- Ben Kowalski to name connector owners and the first client-services team.
- Jordan Pike to give each open security item a named BG-Demo owner and honest timings.
Risks
As at Fri 9 Oct 2026- Security follow-ups on access control, logging and healthcare data are open, and no commercial negotiation happens until they clear.
- Tasha would not comment on the £155,000 figure, so price acceptance is untested.
- The 30 Jun 2026 close is a forecast, and the customer promised no decision date.
Opportunities
As at Fri 9 Oct 2026- Ben Kowalski remains a supportive sponsor and is drafting connector owners and a first client-services team.
- Enterprise implementation includes security review support, which Ben valued against a past vendor experience.
Transcript
Jordan PikeHi Ben, hi Tasha. Can you both hear me okay?
Ben KowalskiLoud and clear, Jordan. Hey Tasha.
Tasha GreeneGood afternoon, both. Yes, I can hear you.- Ben KowalskiSorry, give me one second, I'm shutting a door. It has been pouring in Boston since this morning and my shoes are still wet. Is it any better in New York?
- Jordan PikeHa, no, same grey here. I'll still take it over snow. Okay, here's the one-line agenda: we walk through the proposal, cover where the security review stands, and agree next steps, all inside about half an hour. I'll keep an eye on the clock.
- Tasha GreeneThank you, Jordan. Before we begin, I'd like to confirm the evaluation timeline as I have it. The proposal is under review at this time, the security review remains open, and our target for a decision is the end of June. Is that consistent with your side?
- Jordan PikeYes, that matches. Our forecast has the expected close at 30 Jun 2026, so we're aligned. Here's where we are: discovery is done, the demo on your own data is done, the proposal is in front of you today, and security is in progress.
- Tasha GreeneUnderstood. Per our process, I want to be clear that we do not negotiate commercial terms until security has cleared. I would rather say that now than have it be a surprise later.
- Jordan PikeTotally fair, and I wouldn't ask you to. What I'd like today is to make sure the proposal is complete and that you have everything you need to document it. And at the end I'll ask what would make this a yes from your side.
- Ben KowalskiLove it. And just so it's said, I stay out of the commercial side. That's Tasha's. I'm here for the use case, and for helping Jordan's team get through security.
- Jordan PikeAppreciated, Ben. Okay, I'm sharing my screen now. Can you see the proposal document?
- Ben KowalskiYep, I see it.
- Tasha GreeneI can see it as well. Could you make the text a little larger?
- Jordan PikeSure. Is that better?
- Tasha GreeneYes, thank you.
- Jordan PikeGreat. So page one is the problem as Ben described it in discovery. Your client-services teams have to open several systems to understand one hospital client: the CRM, the helpdesk, the call recorder, the finance data. The proposal is for the Enterprise tier of B-Glass, which gives those teams one place to ask a question and get an answer about a given client.
- Ben KowalskiThis is exactly the gap. Right now somebody builds a spreadsheet before every client review, and by the time it's done it's already out of date.
- Jordan PikeRight. And that's what we saw in the demo, when we ran it on your data. One question, one answer, with the sources underneath so people can check it.
- Ben KowalskiMm. The sources piece is what my people liked most. They don't trust a number if they can't see where it came from.
- Tasha GreeneJordan, can you take me through the scope section? I need to be sure I understand what is included.
- Jordan PikeYes, scrolling down now. The scope has three parts. One, the brain itself, built and run inside your Snowflake account. To be transparent about why that matters for you: your data stays in your environment, BG-Demo doesn't copy it out to a separate store. Two, the connectors to the systems we agreed in discovery. Three, the Enterprise features, which include single sign-on and user provisioning through your identity provider, and an executive sponsor on our side.
- Tasha GreeneAnd the executive sponsor. What is that person's role in practice?
- Jordan PikeSomeone senior at BG-Demo who knows your account, joins the reviews, and is the escalation point if something isn't going right. I'd have that named in the order form so it's not a vague promise.
- Tasha GreeneI would want that in writing, yes.
- Jordan PikeIt will be. Next section is implementation. It's a one-off, fixed fee, and for Enterprise it includes support for your security review. So the review isn't extra work you pay for separately.
- Ben KowalskiThat was a big thing for me. The last vendor we onboarded, the security back and forth turned into a whole separate statement of work.
- Jordan PikeYeah, we'd rather it be part of the deal. Okay, the pricing page. Tasha, this is yours, so I'll just describe it and you tell me what's unclear. The total deal value in the proposal is £155k. And I want to be careful how that's read: that's the total, the subscription plus the one-off implementation fee. It is not an annual price.
- Tasha GreeneThank you for clarifying. I would like the order form to show those two components separately, so that I can record the recurring cost and the one-off cost in the vendor file.
- Jordan PikeYes, the order form separates them. The annual subscription is one line and the implementation is another, and the two together make the £155k.
- Tasha GreeneGood. I am not going to comment on the figure at this time. I will take it into our review once security has cleared.
- Jordan PikeUnderstood. No pressure on that today.
- Ben KowalskiCan I jump in on timing? Not price, just timing. What does the implementation look like once there's a signature? My teams are going to ask me.
- Jordan PikeSure. Implementation is phased. Connectors first, then the brain gets built on your data, then training for your client-services teams. The proposal lays out the phases and the connector commitments a couple of pages on. Each connector we promise carries a live-by commitment in the order form, so you're not relying on my word.
- Ben KowalskiLove that. So which connectors go first?
- Jordan PikeYour CRM and the helpdesk, because that's where most of the client context lives. Then the call recorder and the finance data. That's what we scoped in discovery, so if your team wants a different order, tell me and I'll update the plan.
- Ben KowalskiI think that's right. Let me socialise it internally and come back if the order changes.
- Tasha GreeneJordan, turning to security. Where does the review stand?
- Jordan PikeHere's where we are, and I'll be straight about it. Your security team has the documentation pack and the questionnaire. They sent back follow-up questions, and we owe them some clearer answers and supporting evidence. Those aren't closed yet. I'd rather you hear that from me today than find it in a status report.
- Tasha GreeneI appreciate that. Which areas are the follow-ups in?
- Jordan PikeMostly how access is controlled and logged, and how the brain handles the healthcare data. I don't want to overstate it. Those are the ones I know are open, and your security team may have others.
- Ben KowalskiYeah, they've got a list. I've been trying to keep it moving, but I don't override them. They set the bar, and rightly so, we're dealing with sensitive data.
- Jordan PikeRight, and that's how it should work. My commitment is that every answer goes to your security team directly, with nothing softened. If something is a limitation, we say it's a limitation.
- Tasha GreeneThat is helpful. For our documentation, I will need a consolidated list of the open items and who is answering each of them.
- Jordan PikeUnderstood. I'll send the list of open items with the owner on my side for each one. On timing, I'll commit to what I know we can hit rather than give you optimistic answers.
- Tasha GreeneThank you. Is there anything on your side that you believe could prevent security from clearing?
- Jordan PikeHonestly, I can't say yet. Your team hasn't told me anything is a blocker and I wouldn't guess for them. If it were, I'd want to know early, and I'd tell you the same.
- Ben KowalskiAnd that's fair. I'm not going to promise a decision date either, that's not mine to promise.
- Tasha GreeneNoted. For the record, our process has the decision following the security outcome and the procurement review. The outcome will be communicated in writing.
- Jordan PikeUnderstood. And if the answer isn't a yes, I'd still ask for feedback. We'd want to learn from it.
- Tasha GreeneAt this time I can only say that we keep written communications brief. But we appreciate your time and effort throughout this process.
- Jordan PikeAppreciate that, Tasha.
- Ben KowalskiJordan, on the business side, is there anything my team needs to prepare before security finishes? I don't want to lose momentum.
- Jordan PikeGood question. Two things that don't depend on security. First, name the people who'd own each connector on your side, so when we do start, nobody is hunting for credentials. Second, pick the client-services team that goes first, a small group. That makes the rollout much cleaner.
- Ben KowalskiLove it. I'll draft that list and send it over, subject to everything else, obviously.
- Jordan PikeOf course. Tasha, is there anything else you need from me for the file?
- Tasha GreeneA written summary of the proposal scope, with the Enterprise features and the implementation phases listed, and a draft of the order form with the two components separated. I will also need the list of open security items.
- Jordan PikeGot it. Three things: the scope summary, the draft order form with the split, and the open security items. I'll send all three this week and copy Ben.
- Tasha GreenePlease send them to me as the main contact. Ben can be copied.
- Jordan PikeWill do. We have a couple of minutes left. Anything I've missed?
- Ben KowalskiNope, I think we're good. Thanks, Jordan.
- Tasha GreeneNothing further at this time. Thank you both.
- Jordan PikeThanks, everyone. Talk soon.
- Ben KowalskiTalk soon. Bye.
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