Ostwalder Versicherungsmakler / BG-Demo – Discovery
Callcompleted
Ostwalder Versicherungsmakler · 12 Nov 2025 12:00
Klaus Wirtz and Miriam Theisen described manual reconciliation across CRM, claims and spreadsheets. They asked for a proposal and aim to decide by mid-February. Data quality is a stated risk.
What was said
What this says
As at Fri 9 Oct 2026Klaus Wirtz and Miriam Theisen described manual reconciliation across CRM, claims and spreadsheets. They asked for a proposal and aim to decide by mid-February. Data quality is a stated risk.
What happened: Matteo Ricci ran discovery with the managing director and the head of broker operations. Four ops staff lose two or three hours a day pulling data across three places.
Customer view: Klaus wants underwriters finding new business, not reconciling, and a clear view of who is likely to renew. Miriam wants business users to self-serve and free their one overloaded technical person.
Commercial: Matteo indicated Growth, about twelve thousand for implementation over eight weeks, plus a subscription, with precise numbers to follow. Klaus said "Send the proposal."
Watch: Klaus rated data quality as "okay", and Matteo said a data audit usually adds a couple of weeks.
Themes
As at Fri 9 Oct 2026Theme
Broker data reconciliation
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci to send a scoped proposal within a week of the call, with Hannah Lowe.
- Matteo Ricci to book a walk-through call after the proposal is reviewed.
Risks
As at Fri 9 Oct 2026- Data quality is only "okay", which could lengthen implementation by a couple of weeks.
- No price has been quoted yet, so the cost reaction is unknown.
Opportunities
As at Fri 9 Oct 2026- A Growth subscription with an eight-week implementation for about ten core users.
- Go-live before the customer's peak renewal season if they decide by mid-February.
Transcript
Matteo RicciKlaus, Miriam, thank you for the time. To confirm where we are, you're looking to make a decision by mid-February, so we have a few months to explore this. I wanted today to understand your current setup, where the pain is, and whether the brain could help. That sound right?
Klaus WirtzYeah, that's the goal. We're a broker, so we manage policies and claims across maybe a thousand clients. Right now, managing that data is a mess.
Miriam TheisenWe've got our CRM for clients and policies, we've got a separate system for claims management, and then spreadsheets for commissions and renewals. There's no way to say 'show me all clients with open claims' or 'which renewals are due next quarter' without pulling data three places and reconciling manually.- Matteo RicciHow often is your team doing that work?
- Miriam TheisenEvery day. Probably two or three hours a day across the team, maybe four people. It's mostly ops and underwriting pulling and checking.
- Matteo RicciSo you have high data volume, multiple systems, and no single view.
- Miriam TheisenExactly.
- Matteo RicciAnd Klaus, from a business angle, what would better visibility give you?
- Klaus WirtzWe're trying to grow. Right now our underwriters spend time reconciling instead of finding new business. And we can't see pipeline clearly, who's likely to renew, who's at risk. We should be able to see that and reach out proactively.
- Matteo RicciThat's a very common story. And your team, how many people touch this data daily?
- Miriam TheisenOps is four, underwriting is six. So ten core users probably.
- Matteo RicciTechnical, can they query databases, or are they more business users?
- Miriam TheisenBusiness users. We have one technical person, but they're overloaded. If our teams could ask questions themselves without her, it would free her up to work on system integrations and upgrades.
- Matteo RicciI want to be very direct about one thing. What we do requires good data hygiene. Your CRM and claims system have to be feeding accurate information. If records are incomplete or inconsistent, the queries won't work. How confident are you in your data quality?
- Klaus WirtzIt's… okay. We clean it regularly, but we're not perfect. Is that a dealbreaker?
- Matteo RicciNot a dealbreaker. But we need to scope it. Part of our implementation would be looking at your data, identifying issues, and helping you set standards so queries are reliable. It usually adds a couple of weeks to the timeline, but it's essential.
- Miriam TheisenHow long is implementation normally?
- Matteo RicciFor a broker your size, eight weeks typically. That includes the data audit, connector building, training, and a few weeks for your team to settle in. Then you're independent.
- Klaus WirtzAnd cost? What's the investment?
- Matteo RicciI'd rather come back to you with a proper proposal than quote off the cuff. We need to understand your data complexity, your systems, how many connectors you'll need. But it's typically an implementation fee, for you, probably around twelve thousand, plus an annual subscription. I'll come back with precise numbers after I've scoped it properly.
- Miriam TheisenWho would run the implementation on your side?
- Matteo RicciA solutions engineer, that would be Hannah. She's based in London, very thorough, and she's worked with regulated brokers before. She'd co-ordinate with your IT team and make sure connectors are built right and tested before you go live.
- Klaus WirtzOkay. And after we go live, what's the support model?
- Matteo RicciQuarterly check-ins, that's included in Growth. We sit down, review usage, reshape dashboards if needed. And if something breaks, a connector goes down, we fix it. Response time is quick because you're a Growth customer.
- Miriam TheisenSo the next step is you come back with a proposal?
- Matteo RicciYes. I'll co-ordinate with Hannah, we'll scope the data and complexity, and I'll send you a proposal within a week with the breakdown: connectors, implementation timeline, annual subscription, all of it. You review, you raise any questions, and we'll schedule a call to walk through it.
- Klaus WirtzAnd timeline to decision, we're comfortable deciding by mid-February?
- Matteo RicciThat's actually perfect timing. If you decide in mid-February and we start implementation in early March, you'd be live by end of May. That's six weeks before your peak renewal season, so you'd have the visibility you need.
- Klaus WirtzGood. Send the proposal.
- Matteo RicciWill do. I'll have it to you within a week. Thank you both for the time.
- Miriam TheisenThank you.
- Matteo RicciBest regards, and speak soon.
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