Pelham Rowe Insurance Brokers / BG-Demo – Negotiation
Callcompleted
Pelham Rowe Insurance Brokers · 10 Jan 2024 11:15
Pelham Rowe liked the product but Geoffrey Rowe said cost was the sticking point. He asked for a ten or fifteen percent discount for year one only, with signature and go-live targeted for end of January.
What was said
What this says
As at Fri 9 Oct 2026Pelham Rowe liked the product but Geoffrey Rowe said cost was the sticking point. He asked for a ten or fifteen percent discount for year one only, with signature and go-live targeted for end of January.
What happened: Tom Ashdown walked through the Starter proposal with Geoffrey Rowe and Naomi Fordham, with Owen Tallis joining. Naomi described claims staff ringing round several systems and missing things.
Customer view: Geoffrey said they needed to understand the value proposition better and that IT spend is scrutinised. He said a ten or fifteen percent discount could free budget if it is clearly year one only.
Commercial: Owen and Tom agreed to send a revised year-one-only proposal the next day, with a call on Friday to confirm. Implementation was put at four weeks from signature.
Watch: The call does not show the proposal price or the revised figure.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Owen Tallis and Tom Ashdown to send the revised year-one-only proposal the day after the call.
- Tom Ashdown to hold a confirmation call on the Friday.
- Agree signature in time for go-live before the February planning cycle.
Risks
As at Fri 9 Oct 2026- Geoffrey Rowe still questions value and the deal may stall if the revised figure does not meet the discount he named.
- The end of January go-live depends on signing quickly, as implementation takes four weeks from signature.
Opportunities
As at Fri 9 Oct 2026- Naomi Fordham sees clear time savings for the claims team, giving a concrete value case.
- About ten to twelve users fit within the 15 included in Starter, leaving headroom.
Transcript
Tom AshdownGeoffrey, Naomi, happy new year, and thanks for making time. So we've sent over a proposal for the Starter tier, and I wanted to walk through it and see if you've got any questions.
Naomi FordhamThanks, Tom. Yeah, we've had a look. The product makes sense, having all our claims data and client accounts searchable from one place would be really useful.
Geoffrey RoweRight, but the cost is where we're stuck. We need to understand the value proposition a bit better before we commit.
Owen TallisI hear you. Walk me through where the friction is today. Naomi, you mentioned searchability, what does that mean practically?- Naomi FordhamAt the moment, our claims team have to ring round, check different systems, the CRM for client history, email for correspondence. It's slow and we miss things. Being able to ask a single question and get an answer would save us hours every week.
- Tom AshdownAnd that's what the brain does, pulls from your CRM and your email and your claims system so you get one answer instead of three phone calls. How many people on your team would be using it?
- Geoffrey RoweProbably most of the claims team, maybe ten, twelve people.
- Tom AshdownThat's perfect for Starter, we include fifteen users, so you've got some headroom. The subscription covers that, plus connectors for your systems, and quarterly check-ins with Marcus, our customer success manager.
- Owen TallisSo you're looking at an implementation fee, then annual subscription. Geoffrey, is the cost issue the total outlay for the year, or is it the monthly impact?
- Geoffrey RoweBoth, really. We're in a competitive market and IT spend is scrutinised. What would it take to make this work for us?
- Tom AshdownFair enough. So we can be a bit flexible on year one if you're committed to the longer term. What does a reasonable number look like to you?
- Geoffrey RoweIf there's a ten or fifteen percent discount, we could probably find budget. But it needs to be clear that it's just for year one.
- Owen TallisI can work with that. Let me ask: if we bring it down for year one, are you good to sign and go live by end of January?
- Naomi FordhamYeah, that timeline would work for us. We're running a planning cycle in February, so having it in place before then would be good.
- Tom AshdownPerfect. OK so let me chat with Owen off the call and we'll come back with a revised number for year one only. Fair?
- Geoffrey RoweThat works. When can we have it?
- Owen TallisWe'll get you a revised proposal by tomorrow close. You have a look, and we can jump on a quick call Friday to confirm.
- Naomi FordhamGood. And once we sign, how quickly can you implement?
- Tom AshdownFour weeks from signature. We'll do an implementation kickoff, get your connectors live, training, and you're going. End of January, like we said.
- Geoffrey RoweAlright. Shall we call it here and wait for the revised proposal?
- Owen TallisSounds good. We'll send it first thing tomorrow. Any other questions before we go?
- Naomi FordhamNo, I think we're clear.
- Tom AshdownBrilliant. We'll be in touch tomorrow. Cheers, both.
- Geoffrey RoweCheers. Thanks, Tom, Owen.