Brackwell Freight Ltd / BB-Demo – Proposal
Callcompleted
Brackwell Freight Ltd: documents · 2023-10-23 15:00
Liam Doherty is sold on the idea and wants the Starter proposal for revenue ops only, with Growth written in as a later option for the depots. The mail connector is undecided. Expected close is 17 Nov 2023.
What was said
What this says
Current to 11 Oct 26Liam Doherty is sold on the idea and wants the Starter proposal for revenue ops only, with Growth written in as a later option for the depots. The mail connector is undecided. Expected close is 17 Nov 2023.
What happened: Tom Ashdown walked Liam Doherty through the Starter proposal on 23 Oct 2023. Liam wants revenue operations live first, then the depots.
Customer view: Liam's main reason is spotting an at-risk retail contract before the customer rings. He wants the Growth route as an option, not a commitment.
Commercial: the deal figure is twenty-five and a half thousand pounds, which Tom said includes the one-off implementation fee. Liam fears his boss will read it as a yearly price, so a two-line split was promised in writing.
Watch: Liam's IT team is wary of the mail connector, so that fourth slot stays open. A finance reviewer is not yet named, and Liam wants proposals sent only to him.
Themes
Current to 9 Oct 26Theme
Starter proposal, Growth path
Importance
upsell
Sentiment
positive
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the written proposal to Liam within a couple of days, with setup and yearly lines split and Growth as an option.
- Tom to diary a security conversation with Liam's IT team for after the order form is sorted.
- Tom to confirm in writing how moving from Starter to Growth works.
Risks
Current to 9 Oct 26- The deal total could be misread by Liam's boss as a yearly price unless the written proposal splits setup from subscription.
- Liam's IT team is wary of the mail connector, so the fourth Starter connector may stay unused.
- The finance reviewer is not yet named and Liam wants everything sent only to him.
Opportunities
Current to 9 Oct 26- Growth tier for the depot account managers, written into the proposal as an option once revenue ops has proved the brain.
- The mail connector could be added later once Liam's IT team has had a security conversation.
Transcript
Tom Ashdown NoneLiam, hiya. Good afternoon. How's your week been? Is it all kicking off in Trafford Park or is it a quiet one?
Liam Doherty NoneAfternoon, Tom. Ha, you know how it is. Monday and already two retail customers on the phone about late drops. Same old. Love a Monday. Anyway, I've got a list, so shall we crack on?- Tom Ashdown NoneGo on, I'm all ears. I've got the proposal open here so we can look at it together, and I'll talk you through it, but you first. What's on the list?
- Liam Doherty NoneRight. One, is it big enough for what we need, two, how does it get into the depots, three, what's the deal with the mail connector, and four, when do we start. In that order, roughly.
- Tom Ashdown NoneBrilliant, that's a proper list. Let me do the first bit. So what you're looking at is the Starter tier. One team, which in your case is revenue operations. Fifteen users to begin with, and four connectors. Pages, chat and search across everything you connect.
- Liam Doherty NoneFifteen. Hmm. Okay. Because I've got me and my team, that's a handful, but then I've got the depot account managers, and that's the whole point. One view, that's the point. Can we get the depots on it?
- Tom Ashdown NoneRight, so, honest answer, and I'm not going to dodge it. Starter is one team and fifteen users. The depots are another matter. If you want the account managers across all the depots, that's several teams, and that's where Growth comes in, which is a different tier with more users and more connectors.
- Liam Doherty NoneYeah, I figured. But I can't go to my boss and say we want the whole thing on day one. What I can say is, start with revenue ops, prove it works, then take it to the depots.
- Tom Ashdown NoneAnd that's a very normal way to do it, no drama. Plenty of folk start on Starter with the one team, show it works on their own data, then step up. You don't lose anything by doing it that way. The upgrade is a conversation for later, and we'd do it properly.
- Liam Doherty NoneLove that. So what happens to what we've set up if we move up? Do we start again?
- Tom Ashdown NoneNo, no. It's the same brain, in your own Snowflake account. You'd just have more room. More people, more connectors. Nothing to rebuild. I'll confirm the mechanics of that in writing, though, because I don't want to say something off the cuff that I'd have to take back.
- Liam Doherty NoneFair enough. Honest. Okay, so what are we connecting? Because that's list item three.
- Tom Ashdown NoneYeah. So, from what we've talked about, it's the CRM, the helpdesk where your delivery-exception tickets sit, and the call recorder. That's three. Which leaves one of the four spare, and the one we haven't pinned down is the mail connector.
- Liam Doherty NoneThe mail. Yeah. That's the one I'm not sure about. Our IT lot are wary about opening up the mailboxes. And I get it, there's a lot of stuff in there that isn't about accounts.
- Tom Ashdown NoneRight, and that's a reasonable worry, so let me say how that works. It runs inside your Snowflake account, so the data doesn't go off somewhere else. And you decide what's connected. You don't have to switch the mail on. The brain will do plenty with the CRM, the tickets and the calls.
- Liam Doherty NoneSo it's not a deal-breaker if we leave it.
- Tom Ashdown NoneNot at all. Honestly, I'd put it as a maybe. We could leave that fourth connector slot open and decide once you've seen it working. If your IT folks want to talk to someone about the security side, I can set that up.
- Liam Doherty NoneYeah, let's do that. Get me a conversation with them, but later. Not this week. I've enough on.
- Tom Ashdown NoneLeave that with me. I'll put something in the diary for after the order form's sorted, so it's not hanging over you.
- Liam Doherty NoneGood. Now the money. Because I'll have to take a number to my boss. What are we looking at?
- Tom Ashdown NoneSo the number on the deal as it's written at the moment is twenty-five and a half thousand. And I want to be careful what that means, because it's easy to read it wrong. That's the total value of the deal. It includes the one-off implementation fee, so it isn't the yearly subscription on its own.
- Liam Doherty NoneRight. Hang on. So it's the lot. Setup and the first year.
- Tom Ashdown NoneThat's it, the all-in figure, setup included. And I'll break it into the two parts in the written proposal so your boss can see them side by side. I don't want to quote you the split from memory and get it wrong. I'll confirm the lot in writing.
- Liam Doherty NoneYeah, please do. Because if he sees one big number and thinks that's every year, I'll never hear the end of it.
- Tom Ashdown NoneHa, no, I'll make it plain. Two lines. What you pay once to get set up, and what you pay each year. No fog.
- Liam Doherty NoneBrilliant. And is it negotiable? I'm not being funny, I just have to ask.
- Tom Ashdown NoneYou're allowed to ask, and I'd think less of you if you didn't. There's a bit of room on the first term, within limits. Let's see what the written proposal looks like and then have a proper chat about it. I'm not going to make something up on a Monday afternoon.
- Liam Doherty NoneFair. Okay. So when do we start? That was list item four.
- Tom Ashdown NoneSo, expected close on the deal is Friday 17 November 2023. That's what we've got in the plan. Once you've signed, there's an implementation period, a matter of weeks, where we connect everything and check the data's loading. I'll give you the exact length in the proposal.
- Liam Doherty NoneMid-November. That works. I'd like to have it running before the Christmas peak, to be honest. That's when the retail contracts get tight, and that's when I need to see who's at risk.
- Tom Ashdown NoneThat's exactly the use I had in mind. Spotting the at-risk contract before the customer rings you. That's what you said right at the start, back at the first call, and it's stuck with me.
- Liam Doherty NoneYeah. That's the whole reason. I got caught out last year. A big retailer, we'd had a run of late deliveries, lots of exception tickets, and nobody joined it up. Then they rang my boss. Not a fun morning.
- Tom Ashdown NoneI remember you saying. So, with the tickets and the calls and the account record in one place, you'd see that run of exceptions against that account before the phone goes. That's what the brain's for.
- Liam Doherty NoneLove that. Okay, I'm sold on the idea. I need the paperwork, and I need to get the depot question in front of the right people so I'm not blindsided later.
- Tom Ashdown NoneRight. So can I just make sure I've got what you're after? Starter, revenue ops only to begin with. Three connectors for definite, the mail one left open. Two lines on the money, the setup and the yearly. And you'd like the Growth route written down as a later step, so you can show your boss there's a path to the depots.
- Liam Doherty NoneYes. That's it. Exactly that. Put the Growth bit in as an option, not a commitment.
- Tom Ashdown NoneOption, not commitment. Got it. Is there anyone else who needs to see this before it comes back to you? Finance, say?
- Liam Doherty NoneMy boss, and then someone in finance will look at it. I'll tell you who when I know. Don't send it to them directly, send it to me.
- Tom Ashdown NoneTo you, always. Right. Let's get something in the diary for a catch-up once it's with you. A bit later this week is possible, but I'd rather get it right than quick. I'll get it to you in the next couple of days.
- Liam Doherty NoneCouple of days is fine. Thanks, Tom. I'll have a read.
- Tom Ashdown NoneCheers, Liam. Good talking. Speak soon.
- Liam Doherty NoneCheers. Bye.
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