The 90-second aha, three times over.
Three working demos, one goal: the person across the table says “I need this — I need to talk to BISTEC.” This guide gives you the script, the pains to name, the questions to ask, and the answers to the objections you will hear. Everything on screen is synthetic data calibrated to published Australian industry benchmarks — you can say that sentence with confidence, because it is true.
Before you demo
Set up your iPad once
- Save the three demo files to the Files app (or open the hosted links once), then open each in Safari. They run entirely offline — meeting-room Wi-Fi cannot hurt you.
- Every demo has a ▶ Guided demo button in the header. It walks you step-by-step with the exact line to say on each step, and it drives the screen for you. If you remember nothing else: tap Guided demo and read the captions aloud.
- Theme: light on a projector or bright room, dark when handing the iPad across the table. The moon/sun button toggles it.
- The brand mark in the header can show BISTEC alone or BISTEC × Paragon APAC — tap the brand area to switch before the meeting.
- Rehearse each demo's guided tour twice the night before. The numbers never change between runs — they are seeded, so what you rehearse is exactly what you present.
The rules that win the room
- Never criticise their current system. Someone in the room chose it. Our line, always: “This is an intelligence layer that runs alongside what you have. It replaces nothing.”
- Listen before you demo. Open with two questions, capture their words verbatim (their words become BISTEC's proposal). Then show the demo that answers what they just said.
- Numbers over adjectives. Every headline stat in the demos has a small ⓘ that names the published source. Use it when someone leans in sceptically — disclosing your sources is a credibility move, not a risk.
- Don't oversell the demo. The line is: “This is a working concept built on synthetic data in days, not months. Imagine it on your data — that's the workshop we'd propose.”
- The goal of the meeting is not a contract — it's the four wins at the end of this guide.
1 · GP clinic founders
nexus-clinics.html · “Nexus Clinics”You're talking to an owner, not a doctor. Their P&L question is margin per site; their nightmare is payroll tax; their opportunity is the November 2025 bulk-billing reforms and care-plan revenue nobody captures.
Pains to name (they'll nod)
| Pain | What to say |
|---|---|
| The full bulk-billing decision | “Since November 2025 every practice is doing napkin maths on flipping to full bulk-billing — the 12.5% incentive program changed the equation, and it's different per site.” |
| Payroll tax on contractor GPs | “In NSW the payroll-tax rebate is coupled to your bulk-billing rate — 80% metro. Most owners can't see per-site BB% in real time. That's an audit exposure ticking quietly.” |
| Medicare indexation vs costs | “Rebates indexed 2.6% against 4%+ cost inflation — margins only survive on operational intelligence.” |
| GP shortage | “Every unfilled session is roughly two thousand a week walking out the door — and you can't hire your way out.” |
| Care-plan revenue left behind | “Only about a third of eligible chronic patients have a current care plan nationally. The new item numbers pay $160.60 up to three times a year — that's real money already sitting in your patient base.” |
The 90-second run (or tap Guided demo — it says all this for you)
Open on Group pulse.
Say: “Six clinics, synthetic data — but calibrated to published Australian benchmarks. This is your world.”
Point at the benchmark chart.
Say: “Same brand, same systems — Parramatta earns A$48 an hour less than Chatswood. The AI tells you why, not just that.”
Go to Billing strategy. Flip one site to Full BB.
Say: “Watch the payroll-tax lamp. That rebate is coupled to your bulk-billing rate — nobody shows owners this in one view.”
Tap the “CDM catch-up program” scenario.
Say: “That's a million dollars a year of care your patients are entitled to and you're not capturing. Margin goes 11.5 to 14.”
Let Sally finish typing. Hand over the iPad.
Say: “Play with the sliders. It runs alongside Best Practice or Medical Director — replaces nothing.”
Discovery questions
- “How many sites, and which PMS — Best Practice, Medical Director?”
- “Have you modelled full bulk-billing since the November changes? Per site, or across the group?”
- “How are you tracking the NSW payroll-tax bulk-billing thresholds today?”
- “Who chases care-plan recalls now — and do you know your capture rate?”
- “If you could see one number across all your sites every Monday morning, what would it be?”
Objections you'll hear
| “My GPs already use AI scribes.” | “Perfect — scribes save your doctors two hours a day. This saves the owner the margin. Different layer entirely.” |
| “We have Cubiko / practice dashboards.” | “Great foundation. Dashboards tell you what happened; this simulates decisions — billing strategy, payroll-tax exposure, care-gap revenue — before you make them.” |
| “Patient data privacy?” | “Everything you just saw is synthetic. In production it's your data, in your tenancy, Australian-hosted — that's exactly what the discovery workshop scopes.” |
| “What does it cost?” | “A fixed-scope discovery first — we define success criteria before anyone commits to a build. BISTEC will bring numbers to that conversation.” |
2 · Insurance brokerage CEOs
nexus-broking.html · “Nexus Broking”The hard-market tailwind is over — Pacific commercial rates fell ~13% last quarter, so commission falls with them. A broking CEO grows now through retention, cross-sell and productivity — and 35% of them plan to sell within five years, so every dollar of EBITDA is ~9–11 dollars of exit value.
Pains to name
| Pain | What to say |
|---|---|
| Rate softening eats revenue | “When premiums fall 13% at renewal, a broker who does nothing loses 13% of that commission. Doing nothing is now a strategy — a bad one.” |
| Can't hire brokers | “The under-30s are 11% of the profession. You can't hire your way to growth — you have to give each broker more capacity.” |
| Admin buries advising | “Your best people spend 12-plus hours a week re-keying and preparing renewals instead of advising clients.” |
| Underinsurance in the book | “Construction costs are up 27% since 2021; most sums insured never moved. That's an E&O exposure and unbilled premium, in the same rows of your book.” |
| Compliance evidence (DBFO) | “Informed-consent records for commissions since July 2025 — audit-ready evidence, zero broker minutes, as a by-product.” |
The 90-second run
Open on Renewal radar.
Say: “A $50M-GWP brokerage, the shape Macquarie's benchmarking says a good mid-size firm looks like. A$419k of the next 90 days is quietly at risk.”
Flip Diary order → AI-prioritised.
Say: “Same book, same team — just re-ordered by AI. The ordering alone is worth about A$290k a year.”
Tap the “Soft market lands” scenario. Pause while everything re-ticks.
Say: “That's Marsh's actual Q2 Pacific rates hitting your P&L. Seven hundred grand, gone, if nobody acts.”
Go to Broker capacity, run the copilot.
Say: “Forty minutes of renewal prep in six. Watch it read the schedule and catch the flood cover that quietly disappeared.”
CEO view. Point at the valuation ticker.
Say: “And every dollar of EBITDA this defends is nine-fifty on your exit. That's the real multiple on this.”
Discovery questions
- “What's your renewal retention — and do you know which clients are at risk before renewal month?”
- “Policies per client across the book? The top quartile holds 3.6.”
- “How do your brokers prepare a renewal comparison today, and how long does one take?”
- “When did sums insured last move across your property book?”
- “Which broking system — WinBEAT, CBS, INSIGHT, JAVLN? We layer on top of any of them.”
Objections
| “Steadfast/AUB give us tech.” | “They give you placement plumbing — quote-and-bind. Nobody gives you book intelligence: who's at risk, who's underinsured, where revenue leaks. That's the whitespace this fills.” |
| “Our brokers won't trust it.” | “Every score explains itself in plain words — the brokers stay the advisers, the AI just orders their Monday. And clients are ahead of us: most SMEs already say they're comfortable with AI-assisted quoting.” |
| “We're mid-migration / too busy.” | “That's exactly why it's an overlay — secure extracts, no replatforming, nothing touches your system of record.” |
| “Cost?” | “Fixed-scope discovery first; success criteria defined before anything is built. If the at-risk number we find in your real book isn't multiples of the fee, don't proceed.” |
3 · Underwriting managers
nexus-underwriting.html · “Nexus Underwriting”Their world: 60% of submissions never get quoted, most arrive incomplete, brokers now expect answers in 24–48 hours, and underwriters spend ~40% of their time on admin. The demo turns a Monday-morning inbox into an appetite-ranked queue in about sixty seconds — that's the whole pitch.
Pains to name
| Pain | What to say |
|---|---|
| Submission overload | “Globally, sixty percent of submissions never get quoted — and the ones that do aren't always the right ones. Triage is risk selection.” |
| Turnaround loses brokers | “Turnaround is now the number-one reason brokers place elsewhere. They expect 24 to 48 hours; mid-market property runs at days.” |
| Re-keying eats 40% | “Accenture and Capgemini both put underwriter admin at forty-plus percent of the day. That's four underwriters out of ten doing data entry.” |
| Appetite opacity | “The top broker complaint in the Australian surveys: ‘we want to see everything’, followed by unexplained declines. Appetite-referenced declines build loyalty instead of burning it.” |
| Portfolio drift & CPS 230 | “Mix drifts off plan quietly — and since July 2025, APRA expects evidenced control over delegated underwriting. Explainability is now a compliance asset.” |
The 90-second run
Open on Triage — the raw Monday inbox.
Say: “Forty-three submissions since Friday. Most incomplete, a third being shopped to other markets. Every manager's Monday.”
Tap “Run AI triage”. Say nothing while it works.
Say (after): “Sixty seconds. Extracted, deduplicated, scored against your appetite statement — the rules are right there on screen.”
Open a Quote-now card.
Say: “The twelve worth your underwriters' morning — with the appetite rule quoted back and a suggested line. Explainable enough for your reinsurers.”
Tap a Fast-decline card, let the email type itself.
Say: “Even the declines are fast, courteous and appetite-referenced — the brokers' top complaint, solved as a by-product.”
Portfolio steering tab, then the “Appetite shift” scenario.
Say: “Change appetite once, every submission re-scores instantly. Try doing that with an email to forty underwriters.”
Discovery questions
- “How many submissions a week, and what share gets quoted?”
- “What's your median time to first response, by line?”
- “Where does your appetite statement live — and how do brokers experience it?”
- “How do you evidence delegated-authority decisions for your capacity providers and CPS 230 today?”
- “If your quoted share went from 41% to 52% with the same headcount, what does that do to plan?”
Objections
| “We're evaluating Federato / big platforms.” | “Those are excellent — for top-five carriers with platform budgets. We build the same intelligence fitted to your workflow and your PAS, at agency scale, in weeks.” |
| “Underwriters won't trust a model.” | “Neither would we. Every score shows its drivers and the appetite rule that fired — the underwriter always decides. Trust comes from explainability, not accuracy claims.” |
| “Our data is a mess.” | “Everyone's is — the AI reads the messy emails and PDFs as they are. That's the point of it.” |
| “APRA / auditors?” | “Every AI-assisted decision writes an audit trail — data used, rule fired, human override. That's the CPS 230 tab; it's built for the regulator from day one.” |
Closing the meeting & after
A win is these four things — not a contract
- Their pains, verbatim. Write down their exact words — “we lose brokers on turnaround”, “payroll tax keeps me up at night”. These become BISTEC's proposal language.
- A discovery workshop agreed — a short, scoped session on their real data and workflows.
- A named sponsor — who owns this internally? Get the name in the room.
- Permission to send a proposal within 48 hours. Ask for it explicitly: “If we send you a short proposal this week, will you read it?”
The closing lines
The bridge: “Everything you just touched was built by BISTEC in days on synthetic data. The workshop puts your numbers in it — that's when it stops being a demo.”
The ask: “Who else should be in the room when we do this on your data?”
Send back to BISTEC after each meeting
- The verbatim pain list (photo of your notes is fine) → Marlon / Malcolm.
- Their systems (PMS / broking system / PAS), site or team counts, and who the sponsor is.
- Which demo moments landed — and any number they challenged (we re-verify and reply with sources within a day).
- Agreed next step and date.