Quillmark Health / BG-Demo – Negotiation
Callcompleted
Quillmark Health · 29 Jun 2026 17:00
Quillmark Health told BG-Demo on the 29 Jun 2026 call that it will not proceed and has selected another vendor. The decision is final for this evaluation, and any future contact goes through procurement.
What was said
What this says
As at Fri 9 Oct 2026Quillmark Health told BG-Demo on the 29 Jun 2026 call that it will not proceed and has selected another vendor. The decision is final for this evaluation, and any future contact goes through procurement.
What happened: Tasha Greene, Procurement Director, said the review was complete and the committee had met. Owen Tallis offered to discuss the first term on the £155k proposal and was told nothing is negotiated until security has cleared a vendor.
Customer view: Megan Alvarez, Chief Information Security Officer, said the outcome rests on risk posture and that she does not accept best effort on remediation. She also said BG-Demo's incident disclosure was complete and came before Quillmark had to find it.
Commercial: Tasha said the client-services need for one view of each hospital client has not gone away. Any future contact goes through procurement, and security would review afresh.
Watch: Quillmark said a vendor that closes its findings with documented evidence is better placed in a fresh review.
Themes
As at Fri 9 Oct 2026Theme
Enterprise deal lost
Importance
cancellation
Sentiment
negative
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 confirms in writing this week that the evaluation environment is wound down, with the removal date and role.
- Owen Tallis marks the deal as lost in the CRM the next day with no close date left on it.
- BG-Demo closes the open security findings with documented evidence, and routes any contact through procurement.
Risks
As at Fri 9 Oct 2026- The Enterprise proposal at £155,000 is lost, and Quillmark will not negotiate commercial terms.
- Megan Alvarez does not accept best effort on remediation timelines, which blocks a future review.
- Contact is restricted to procurement, not the client-services teams.
Opportunities
As at Fri 9 Oct 2026- Tasha Greene said the client-services need for one view of each hospital client persists.
- A fresh review would consider findings closed with documented evidence.
- Quillmark's CISO credited BG-Demo's early and complete incident disclosure.
Transcript
Jordan PikeHi, everybody. Can you hear me okay? I see Tasha and Megan, and I think Owen is just joining.
Owen TallisI'm here, Jordan. Sorry, my audio picked the wrong headset. Better now?- Jordan PikeLoud and clear. Thanks, all, for making the time at the end of the day. I know it's been a long Monday.
Tasha GreeneThank you, Jordan. Before we begin, I'd like to confirm the evaluation timeline, per our process. This call is the final scheduled step ahead of Tuesday 30 June 2026.- Jordan PikeUnderstood. Here's where we are. One-line agenda: commercial terms on the Enterprise proposal, any open items from security, and next steps. We have twenty-five minutes, so I'll watch the clock.
Megan AlvarezIf I may, I'd like to restate scope and the open findings first, for the record. The commercial discussion depends on them.- Jordan PikeOf course. Please go ahead, Megan.
- Megan AlvarezThank you. The scope of the review was the Enterprise offering running inside a customer-controlled Snowflake account, handling data from our client-services teams, which falls under HIPAA. There were three open findings at the last checkpoint. One, the written response on incidents in the last ninety days. Two, the evidence on how access is separated within the customer's Snowflake account. Three, the remediation timeline for the items the review identified.
- Jordan PikeRight. And to be transparent, we sent written responses on all three. On the first one, we disclosed what we had to disclose, and we didn't wait for you to ask twice.
- Megan AlvarezThat is noted, and I'll come back to it. Tasha, I think it's better if you speak to where we are.
- Tasha GreeneYes. Thank you, Megan.
- Tasha GreeneJordan, Owen, I want to be direct, because I think that is fairer to you than a long preamble. The review has been completed and the committee has met. At this time, Quillmark Health has decided not to proceed with BG-Demo. We have selected another vendor.
- Jordan PikeOkay. Mm. Thank you for telling us straight, Tasha. I appreciate that.
- Owen TallisYes, thank you. Can I just confirm I've understood? The decision is final, not a hold pending the findings?
- Tasha GreeneIt is a final decision for this evaluation. You will receive a decision letter in writing. It will be short.
- Owen TallisUnderstood. And you'll forgive me, I'll ask once and then I'll leave it. We had the proposal at £155,000, implementation included. If price had any part in this, I can talk about the first term. What's the next dated step if there is a path?
- Tasha GreeneI appreciate the offer, Owen. Per our process, I don't negotiate commercial terms until security has cleared a vendor, and that is not where this ended. So there is nothing to negotiate at this time.
- Owen TallisFair enough. Understood.
- Jordan PikeCan I ask one question, and tell me if it's out of bounds? What would have made this a yes?
- Tasha GreeneI understand the question. I'm not able to provide detailed feedback on the outcome, and I don't give it in writing either. That is a matter of keeping the process fair to every vendor who took part.
- Jordan PikeSure. That makes sense, and I respect it.
- Megan AlvarezI can add something within my remit. For the record, the outcome rests on our risk posture, and I don't share the scoring of a review with any vendor. I won't depart from that.
- Owen TallisNo, understood, and we wouldn't expect you to.
- Megan AlvarezHowever, I also want it on the record that your disclosure on incidents was complete and was provided before we had to find it ourselves. Many vendors do not behave that way. Jordan was straightforward throughout, and that was not lost on us.
- Jordan PikeThank you, Megan. That means something to me, honestly. We'd rather be the vendor that tells you early.
- Megan AlvarezThat is the correct approach for a vendor handling patient data. Please continue to take it.
- Owen TallisWe will. And I'll say, from my side, I've read the security correspondence, and the team's answers were what they were because the facts were what they were. We don't dress things up.
- Megan AlvarezI agree that they were not dressed up. I'd note, though, that I do not accept best effort as an answer on remediation, and a timeline that depends on best effort is not something I can put in front of the board risk committee.
- Jordan PikeUnderstood. And I'm not going to argue it on this call. That's your call to make.
- Tasha GreeneThank you. I'd like to be clear that the evaluation team valued the time that your people put in. Several demonstrations, the sessions with our client-services teams, the document requests. We appreciate your time and effort.
- Owen TallisThat's kind. Those sessions were useful for us too. The client-services people had a clear picture of what they wanted: one view of each hospital client.
- Tasha GreeneThey did. That need has not gone away, and I would not want you to read this decision as a judgement on the need.
- Jordan PikeThat's helpful to hear. Can I ask about housekeeping, then? A few practical things so we leave your environment tidy.
- Tasha GreenePlease do.
- Jordan PikeFirst, we'll wind down the evaluation environment and any sample data connected to it. I'll confirm in writing when that's done so Megan has it for her file. Second, we'll withdraw the proposal. Third, anything your team shared under the evaluation, we'll treat as confidential, as before.
- Megan AlvarezPlease include in that confirmation the date the access was removed and who performed the removal. I'll need it for the vendor file.
- Jordan PikeWill do. Date and role of the person who did it. You'll have it from me this week.
- Owen TallisAnd I'll make sure our side closes the record properly. I'll mark the deal as lost in our CRM tomorrow, with no hopeful close date left sitting on it.
- Tasha GreeneThat is appreciated. For my part, the decision letter will go out in writing, and the vendor file remains with procurement.
- Jordan PikePerfect. Tasha, one more, and it's a small one. Is it all right if I keep in touch with your team, say, once in a while, not selling, just a note?
- Tasha GreeneI would ask that any contact go through procurement at this time, rather than directly to the client-services teams. If circumstances change, we would begin from the process again, and security would review afresh.
- Jordan PikeUnderstood. We'll go through you.
- Megan AlvarezI would also say, for the record, that a fresh review would consider what has changed in the interval. A vendor that closes its findings with evidence and documents the closure is in a better position than one that does not.
- Owen TallisThat's a fair thing to say, and we'll take it as a to-do on our side. Closing the findings properly matters whether or not Quillmark is the customer.
- Megan AlvarezGood. Then I have nothing further.
- Jordan PikeTasha, anything you need from us for the file before we drop off? Documents, a signed acknowledgement, anything like that?
- Tasha GreeneNot at this time. If I need anything, I will write to you. I would only ask that you not circulate the letter beyond the people on this call.
- Owen TallisOf course. It stays with the three of us.
- Jordan PikeThen I think we're covered, and we're well inside the time. Thank you, both of you. I know this is not the easy call to run for either side.
- Tasha GreeneThank you, Jordan. Thank you, Owen. We appreciate the professionalism.
- Owen TallisLikewise. Take care, both.
- Megan AlvarezGoodbye. Thank you.
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