Kronfeld Assekuranz / BB-Demo – Discovery
Callcompleted
Kronfeld Assekuranz · 2025-10-31 13:30
Discovery call with Stefanie Lange, who wants one view of broker activity across four systems. She is cautious after past data projects, needs a security review and IT and compliance sign-off, and has budget this year.
What was said
What this says
Current to 13 Oct 26Discovery call with Stefanie Lange, who wants one view of broker activity across four systems. She is cautious after past data projects, needs a security review and IT and compliance sign-off, and has budget this year.
What happened: Matteo Ricci ran discovery with Stefanie Lange on 31 Oct 2025. She described broker submissions, calls and claims scattered across email, a portal, Salesforce, Gong and a case management system.
Customer view: She called the current picture fragmented and said none of the earlier data projects had stuck. She flagged that Kronfeld is regulated and needs data security and compliance confirmed.
Commercial: Matteo set out a security review before signing, a technical demo in mid-December and a contract aimed for the end of March. A regulated buyer with a security review points to Enterprise, though the call names no tier.
Watch: Sign-off also needs the IT director and probably compliance. The evidence does not show what happened after the call.
Themes
Current to 9 Oct 26Theme
Regulated broker data discovery
Importance
neutral
Sentiment
mixed
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Matteo to send a high-level overview of the brain and use cases from other insurers by the end of the week.
- Matteo to confirm Hannah Lowe's availability for a technical demo in mid-December.
- Stefanie to set up a meeting with her IT director and compliance contact once the demo phase is through.
Risks
Current to 9 Oct 26- Stefanie is cautious because earlier data projects at Kronfeld did not stick.
- As a regulated buyer, Kronfeld needs a security review passed before it signs.
- Stefanie called the end of March target tight and needs sign-off from the IT director and compliance.
Opportunities
Current to 9 Oct 26- Stefanie said budget is set aside this year for modernising the data stack.
- Overlapping the security review with the demo could save a couple of weeks.
- Four systems to connect and regulated status point to a larger tier such as Enterprise.
Transcript
Matteo Ricci NoneGood afternoon Stefanie. Thank you for making time. I know you're busy, so let me be direct about what we're hoping to achieve today. We want to understand your workflow, the pain points with your current systems, and whether the brain is a fit for Kronfeld.
Stefanie Lange NoneYes, that sounds good. We've been through a few data projects and frankly, none of them have stuck, so I'm a bit cautious.- Matteo Ricci NoneI understand. Let me ask, what does your day look like at the moment? How are you managing broker relationships?
- Stefanie Lange NoneIt's quite fragmented, to be honest. We have brokers submitting business through email, through our portal, through calls. And then my team has to chase them for documents, reconcile submissions with what landed in the system, follow up on claims, it's a lot of manual work.
- Matteo Ricci NoneSo you've got submissions coming in, but you need to track whether they've been processed, and follow the broker through the whole lifecycle?
- Stefanie Lange NoneExactly. A broker might submit a case, we underwrite it, issue a quote, the broker might call back with questions, and we need to know all of that: who called, what they said, what we quoted. Right now it's emails, spreadsheets, the case management system, calls in Gong. It's scattered.
- Matteo Ricci NoneAnd your underwriters or the claims team, are they pulling that same information together themselves?
- Stefanie Lange NoneYes, and they complain about it all the time. They'll ring me and ask 'what did that broker submit on Tuesday?' and I have to go digging.
- Matteo Ricci NoneRight. So the brain would sit on top of all four systems: the portal submissions, Salesforce, Gong, and your email, and let your team ask 'show me everything from this broker' and they'd see the whole picture.
- Stefanie Lange NoneThat would be useful. But we're regulated. We need to know that the data is secure and compliant.
- Matteo Ricci NoneCompletely fair. That's why I'd rather you heard it from me: we'll need to go through a security review before you sign. We have that process down: it usually takes a couple of weeks: and at the end of it, your IT team and your compliance team get a full picture of how the brain works, where your data lives, encryption, audit logs, everything.
- Stefanie Lange NoneWho does that review?
- Matteo Ricci NoneOur solutions engineer, Hannah Lowe. She's done this for other insurers in Europe. She would be your point of contact. She works with your IT security team and checks off all the boxes.
- Stefanie Lange NoneOkay, so assuming we're happy with that, what's the timeline?
- Matteo Ricci NoneSo we'd do discovery, we're doing that now. Then a technical demo, where Hannah walks you and your team through how the brain would work with your specific systems. Then we'd run the security review in parallel, and if all that goes well, we'd aim for a contract by the end of March.
- Stefanie Lange NoneThat's tight. Can we move it?
- Matteo Ricci NoneWe can try. I'd need to check with Hannah and our implementation team on the review, but if you want to move faster, the security review can overlap with the demo. That'd save you a couple of weeks. Would that work?
- Stefanie Lange NoneI think we could do that.
- Matteo Ricci NoneGood. One question, who else needs to be involved? Are you the person signing off, or do we need your CFO, your CIO?
- Stefanie Lange NoneI'm driving it, but yes, I'd need sign-off from our IT director and probably our compliance person. I can set up a meeting with them once we're through this demo phase.
- Matteo Ricci NonePerfect. And roughly, you know I have to ask, what's the budget situation? Are you looking at this as a one-off investment, or is this year's priority?
- Stefanie Lange NoneIt's this year. We have a budget set aside for modernising our data stack. This would be part of that.
- Matteo Ricci NoneGreat, that helps. So what I'd like to do is send you a high-level overview of the brain: what it does, how it connects to your systems, some use cases from other insurers. Then we'll schedule a technical demo with Hannah for mid-December.
- Stefanie Lange NoneThat works.
- Matteo Ricci NonePerfect. I'll send that overview by end of week, and I'll let you know what Hannah's availability is. Any questions before we wrap?
- Stefanie Lange NoneNot right now.
- Matteo Ricci NoneGood. I'll be in touch, and thanks again for your time. Cheers.
- Stefanie Lange NoneCheers.
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