Bellgrove Pension Trustees / BB-Demo – Discovery
Callcompleted
Bellgrove Pension Trustees · 2026-10-01 12:00
Oliver Pennock and Maxine Ojo, the Chief Executive, described about thirty schemes with data split across four systems. Sophie Ling suggested Growth, and Maxine agreed to a scoping call, then a proposal.
What was said
What this says
Current to 11 Oct 26Oliver Pennock and Maxine Ojo, the Chief Executive, described about thirty schemes with data split across four systems. Sophie Ling suggested Growth, and Maxine agreed to a scoping call, then a proposal.
What happened: Sophie Ling ran the 1 Oct 2026 discovery call with Oliver Pennock and Maxine Ojo. They described about thirty schemes with data spread across a core system, Microsoft 365, SharePoint and Xero.
Customer view: Maxine, the Chief Executive, said slow answers to member queries and audit readiness were the cost of the current setup. She asked about security because of personal member data, then said to move ahead.
Commercial: Sophie positioned Growth with an implementation of eight weeks and promised a proposal with exact numbers. No price was quoted on the call.
Watch: The call does not show a budget, a decision date or any rival. The security answer was high level and will need to hold up in the scoping call.
Themes
Current to 9 Oct 26Theme
New pension trustee prospect
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Sophie Ling to send the ten minute questionnaire and book the scoping call for next week or the week after.
- Sophie Ling to follow the scoping call with a proposal and pricing.
Risks
Current to 9 Oct 26- Security and compliance for personal member data was raised and answered only at a high level.
- No price, budget or decision date was given, so deal timing is unknown.
Opportunities
Current to 9 Oct 26- Growth tier for operations and compliance teams, with an implementation of eight weeks.
- Four sources to connect: core system, Xero, SharePoint and Microsoft 365.
Transcript
Sophie Ling NoneHi Oliver, hi Maxine, thanks for taking the call. Hope you've had a good morning so far.
Oliver Pennock NoneGood thanks, Sophie. Looking forward to learning more about what you do.
Maxine Ojo NoneYes, Oliver's been briefing me. Let's hear what you've got.- Sophie Ling NoneGreat. Just a quick sound check, can you both hear me clearly? Any issues?
- Oliver Pennock NoneCrystal clear.
- Maxine Ojo NoneAll good here.
- Sophie Ling NonePerfect. So, Oliver, in our initial conversation you mentioned managing multiple pension schemes across different systems. Tell me a bit more about the current setup and the pain points.
- Oliver Pennock NoneRight. So we chair and run about thirty occupational schemes. We've got member data in our core system, trustee communications in Microsoft 365, scheme documents in SharePoint, and financial information in Xero. When we need a full picture for a scheme audit or member query, we're moving between systems and it's time-consuming.
- Sophie Ling NoneHow many people on the trustee operations team are doing this kind of work?
- Oliver Pennock NoneIt's six of us, but queries come from across the organisation, compliance team, colleagues managing specific schemes.
- Sophie Ling NoneSo it's several people pulling data. Maxine, from an organisational perspective, what's the impact?
- Maxine Ojo NoneTime to answer questions is a big one. If a member phones with a benefits query, we want to respond quickly. Right now there's a lag while people manually gather information. It also affects our audit readiness, we need to pull scheme history quickly and accurately.
- Sophie Ling NoneThat's really common. The brain works by sitting on top of your existing systems: core system, Xero, SharePoint, Microsoft 365, and creating one queryable layer so anyone on the team can ask questions across all of those without moving things around.
- Oliver Pennock NoneSo we wouldn't need to replace any of our systems?
- Sophie Ling NoneExactly. Everything stays where it is. We just add a layer that joins the dots. For a team like yours, I think Growth is probably the right starting point. Built for several teams, so you could give access to operations, compliance, whoever needs it. Dashboards, quarterly check-ins with us.
- Maxine Ojo NoneWhat about security and compliance? We're dealing with personal member data.
- Sophie Ling NoneGood question. Everything runs inside your own Snowflake account, so data never leaves your infrastructure. You maintain full control and visibility. We can talk through any specific compliance requirements you have.
- Oliver Pennock NoneThat's reassuring. How long would implementation take?
- Sophie Ling NoneFor Growth it's eight weeks typically. We work with your team to map which systems we're connecting: core system, Xero, SharePoint, Microsoft 365, and make sure everything's set up right and your team knows how to use it.
- Maxine Ojo NoneAnd what's the commercial model?
- Sophie Ling NoneThere's a fixed implementation fee for setup, then an annual subscription for the platform. I'll send you a proposal with exact numbers.
- Oliver Pennock NoneWhat would the first few weeks look like in terms of how your team works with us?
- Sophie Ling NoneWe'd start by understanding your data: which systems hold what, any data quality issues, who needs access. Then we build the connectors and test with your team. By week four or five, you'd see data in the system. Then it's training people and helping them understand what questions they can ask.
- Maxine Ojo NoneThat sounds reasonable. What's the next step?
- Sophie Ling NoneI'd like to get you and Oliver together for a scoping call, just a technical discussion to understand your data landscape and what we'd need to connect. I'll send a questionnaire beforehand, takes about ten minutes, and then I'll follow up with a proposal and pricing.
- Oliver Pennock NoneThat works for us.
- Maxine Ojo NoneYes, let's move ahead.
- Sophie Ling NoneBrilliant. I'll get something in the calendar for next week or the week after, and I'll send that questionnaire along. Thanks both, and speak soon.
- Oliver Pennock NoneCheers, Sophie.
- Maxine Ojo NoneThanks.
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