Wendover Kast Insurance Group / BB-Demo – Proposal
Callcompleted
Wendover Kast Insurance Group · 2026-09-30 16:30
Proposal call with Wendover Kast's COO and VP Agency Operations. Frank Delgado put the security review first and asked for a reference. Target signature is 8 Jan 2027, described as a target, not a promise.
What was said
What this says
Current to 11 Oct 26Proposal call with Wendover Kast's COO and VP Agency Operations. Frank Delgado put the security review first and asked for a reference. Target signature is 8 Jan 2027, described as a target, not a promise.
What happened: Jordan Pike walked Heather Bauman and Frank Delgado through the Enterprise proposal. Frank asked for the security review before anything else and for a reference, not a brochure.
Customer view: Heather listed three conditions for a yes: security clears it, Frank is comfortable on vendor management, and her underwriting operations team sees a demo on real agency data. She said the date slips if the reinsurers' questions get dragged in.
Commercial: the proposal figure is £155k, the all-in figure with implementation included, not a yearly subscription number. The proposal is an open item, not executed paper. Jordan promised an order form breakdown splitting the one-off and annual parts.
Watch: Jordan admitted the US insurance reference list is young. Heather wants a clearer line on who looks after them after go-live.
Themes
Current to 9 Oct 26Theme
Enterprise proposal, security gate
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Jordan Pike sends the security review pack and the order form breakdown.
- Jordan Pike arranges the reference call and the underwriting operations session.
- Heather Bauman sends names for each session by the end of the week.
Risks
Current to 9 Oct 26- Security review and vendor management must clear before signature, and reinsurer questions could push the 8 Jan 2027 target.
- BB-Demo has a young US insurance reference list, which Frank Delgado probed.
- Heather Bauman wants post go-live ownership named before Frank asks.
Opportunities
Current to 9 Oct 26- Enterprise with SSO, SCIM and an executive sponsor, with security review support included.
- A short session for the underwriting operations group on real agency data could widen internal support.
Transcript
Jordan Pike NoneHey Heather, hi Frank. Good afternoon. Can you both hear me okay?
Heather Bauman NoneLoud and clear. Hi Jordan. Frank's just getting his camera sorted.
Frank Delgado NoneI'm here. What's the decision needed today?- Jordan Pike NoneStraight to it, I like that. Here's where we are. One agenda item, really: walk through the Enterprise proposal, agree what's still open, and get a path to a signature. We've got about forty minutes, so I'll keep an eye on the clock.
- Heather Bauman NoneBefore we start, quick story, because it's why I'm on this call. An agency over near Toledo rang our service desk last week about a certificate request. Three different people on our side had touched it. Nobody could see the others' notes. The agent was on hold while we hunted through three systems.
- Jordan Pike NoneYeah, that's the story I keep hearing from carriers. And that's the one view of each agency you were after, right?
- Heather Bauman NoneRight. What does the agent see, at the end of it? That's still my question. Walk me through it.
- Jordan Pike NoneSure. So the brain sits over your CRM, your helpdesk, your email, your call recordings. It runs inside your own Snowflake account, so the data doesn't leave your environment. Your agency team asks it a question in plain language, say, what's the history with this agency in the last quarter, and it answers from all of those sources at once, with links back to the records.
- Frank Delgado NoneInside our Snowflake. Not yours.
- Jordan Pike NoneCorrect. Yours. To be transparent, that's the part your security team will want to look at closely, and we welcome it.
- Frank Delgado NoneBring me the security review first. Before anything else.
- Jordan Pike NoneUnderstood, and that's already built into the plan. Enterprise includes support for your security review. I'd rather it started early than land as a surprise in December.
- Heather Bauman NoneFrank, I'm not pushing past that. Security goes first. I just want us to be ready on the other side of it.
- Frank Delgado NoneFine. Go on.
- Jordan Pike NoneOkay, so the proposal. You're looking at Enterprise. That gets you company-wide use, single sign-on and SCIM so your identity team stays in control of access, and an executive sponsor on our side. The total deal value in the proposal is £155,000. To be clear, that's the all-in figure, the implementation is included in it. It isn't a yearly subscription number on its own.
- Heather Bauman NoneOkay, I'm glad you said that out loud, because Frank's going to ask. So the one fifty-five covers getting it built and running, plus the subscription.
- Jordan Pike NoneThat's how the deal amount is set up, yes. I'll send the order form breakdown in writing so nobody is working from memory. Splitting it into the one-off part and the annual part, clearly labelled.
- Frank Delgado NoneWho else in insurance uses you?
- Jordan Pike NoneFair question. Honest answer: I joined to open the US market this year, so our US customer list is young. We have insurers on the UK and European side, and I can arrange a reference conversation with one of them. I won't pretend there's a long US insurance roster yet.
- Frank Delgado NoneAppreciated. A reference. Not a brochure.
- Jordan Pike NoneNot a brochure. A call with someone in a similar seat to yours, about operational risk and how they got comfortable.
- Heather Bauman NoneThat would help me too. Let's keep this moving, but I'd like to hear how their service team uses it day to day.
- Jordan Pike NoneDone. Heather, can I ask about timing on your side? What would make this a yes?
- Heather Bauman NoneHonestly? Three things. Security clears it. Frank is comfortable with the vendor management side. And my team sees a demo on a real agency, not a clean sample. We did the demo already, but my underwriting operations people weren't all in the room.
- Jordan Pike NoneGot it. I can run a short session for the underwriting operations group, built on the same agency data we used before. Keep it tight.
- Heather Bauman NoneTight is good. I don't like demos that run long, and neither do they.
- Jordan Pike NoneHa, noted. Twenty minutes, tops.
- Frank Delgado NoneTimeline.
- Jordan Pike NoneSo the date I'm working to for signature is Friday 8 January 2027. That's the expected close on our side. It leaves room for the security review and vendor management through the autumn, and I'd rather not squeeze either.
- Frank Delgado NoneIs that realistic, Heather?
- Heather Bauman NoneIf the security paperwork comes back clean, yes. If our reinsurers' questions get dragged in, it slips. I'd rather say that now.
- Jordan Pike NoneI appreciate that. Then let's treat 8 January 2027 as the target, not a promise, and I'll flag early if anything moves.
- Frank Delgado NoneRegulators ask where the data sits and who can see it. I need a clear answer written down.
- Jordan Pike NoneThat's exactly what the security pack covers: where it runs, who has access, how access is removed. I'll put it in plain language, not just technical appendices, so you can forward it as is.
- Frank Delgado NoneGood. Anything else for me, Heather?
- Heather Bauman NoneNo, I'll take the rest. Thanks, Frank.
- Frank Delgado NoneThen I'll drop. Jordan, send the review. Heather, update me Friday.
- Jordan Pike NoneWill do. Thanks, Frank.
- Heather Bauman NoneOkay, he's off. That went better than I expected, honestly. He doesn't say much when he's comfortable.
- Jordan Pike NoneGood to know. So, what's the one thing you'd change in the proposal if you could?
- Heather Bauman NoneA clearer line on who looks after us after go-live. Frank will ask who picks up the phone. Walk me through that.
- Jordan Pike NoneYou'd have the executive sponsor from our side, and your day-to-day contact for adoption and reviews. I'll name them in the order form pack so there's no ambiguity.
- Heather Bauman NonePerfect. That's what I'll tell him.
- Jordan Pike NoneGreat. So, next steps. I send the security review pack and the order form breakdown. I set up the reference call and the underwriting operations session. You get me the names of who should be on each. Does that sound right?
- Heather Bauman NoneThat's it. I'll send names by the end of the week.
- Jordan Pike NonePerfect. Thanks, Heather. Talk soon.
- Heather Bauman NoneThanks, Jordan. Bye now.
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