Brackwell Freight Ltd / BB-Demo – Proposal
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Brackwell Freight Ltd: documents · 2024-10-14 13:30
Liam Doherty heard the Starter to Growth proposal on 14 Oct 2024. He is positive but needs it in writing before going upstairs. The £44,000 is a deal total, not like for like with the £19,500 Starter subscription.
What was said
What this says
Current to 10 Oct 26Liam Doherty heard the Starter to Growth proposal on 14 Oct 2024. He is positive but needs it in writing before going upstairs. The £44,000 is a deal total, not like for like with the £19,500 Starter subscription.
What happened: Tom Ashdown and Hannah Lowe walked Liam Doherty through moving Brackwell Freight from Starter to Growth. Liam's three questions were depots, connectors and the commercial case.
Customer view: Liam wants depot account managers on the brain and says Starter's four connectors are used up. He is positive but needs the paperwork before he can say yes upstairs.
Commercial: The £44,000 is the deal total including implementation, set against the £19,500 Starter subscription. Tom promised a one-page split and has not yet confirmed how the current Starter term is treated.
Watch: The term ends on 30 Nov 2024 and signing was pencilled for 18 Nov 2024. The evidence does not show whether that happened.
Themes
Current to 9 Oct 26Theme
Starter to Growth upgrade
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 sends Liam a one-page note with the total, the split and the current Starter figure alongside.
- Hannah Lowe sends the connector plan, the live connector list and the Growth service levels.
- Tom books a follow-up for after Liam has spoken to his leadership.
Risks
Current to 9 Oct 26- The £44,000 deal total could be misread against the £19,500 Starter subscription when Liam takes it to leadership.
- How the current Starter term is treated is not yet confirmed in writing.
Opportunities
Current to 9 Oct 26- Growth gives depot account managers access, with room for more users and four more connectors.
- Dashboards builder and quarterly reviews fit the depot managers' wish for one shared view.
Transcript
Tom Ashdown NoneAfternoon, Liam. Can you hear me alright? I've got a bit of an echo on my side.
Liam Doherty NoneLoud and clear, Tom. Afternoon. Is Hannah on?
Hannah Lowe NoneI'm here, sorry, just unmuting. Afternoon both.- Tom Ashdown NoneGrand. Right, how's your week been, Liam? Still mad down at Trafford Park?
- Liam Doherty NoneMad is the word. Retail peak is starting to build, so every account manager I've got is on the phone from seven in the morning. But good mad, you know. Nobody's complaining about the brain, that's the main thing.
- Tom Ashdown NoneLove to hear it. Well, that's partly why we're here. So the plan for today is I'll walk you through the proposal, Hannah will talk through what it means on the connector side, and then we leave you with next steps. No drama, nothing you haven't already half seen. That alright?
- Liam Doherty NoneYeah, perfect. I've got a list as ever, but go on, you first.
- Hannah Lowe NoneActually, before Tom shares anything, can I ask what you most need to know from today? I'd rather answer your questions than talk at you.
- Liam Doherty NoneFair. Three things. One, can we get the depots on it? Because at the moment it's me and a handful of people, and the depot account managers are the ones who actually hear first when a retailer's unhappy. Two, what happens to the connectors, because we're at the ceiling. And three, how it lands commercially, because I've got to take this upstairs.
- Tom Ashdown NoneThat's a good list. We'll hit all three. Let me share my screen. Can you see that?
- Liam Doherty NoneYep, I can see it. Bit small. Oh, that's better.
- Tom Ashdown NoneSo this is the proposal for moving you from Starter up to Growth. Quick reminder of where you are. You've got fifteen licensed users, which is the Starter number, and you've been using the brain mostly in revenue ops, with a few of the account managers dipping in.
- Liam Doherty NoneDipping in is generous. But yes. It's got busier. We're about six regulars now, which is up on last quarter by a decent chunk, and the others come and go.
- Tom Ashdown NoneRight, and that's the usage story we've been seeing as well, so it lines up. Growth is built for exactly that situation, several teams rather than one. It takes you to forty users and eight connectors, and it adds the dashboards builder and a quarterly review with Marcus rather than the six-monthly check-in you get now.
- Liam Doherty NoneLove that. The dashboards bit, I think, is what the depot managers will actually look at. Nobody wants to type a question at half past six in the morning, they want a picture.
- Hannah Lowe NoneThat's a fair read. To be precise, the dashboards builder is for the people who build them, usually someone like you or one of your analysts, and then the depot managers just open what's been built. So it doesn't need every depot manager to learn the tool.
- Liam Doherty NoneOkay, that's actually better than what I'd assumed. I thought everyone would need to build their own.
- Hannah Lowe NoneNo. The short answer is, one or two builders, many viewers. The longer answer is that you might want a few more builders over time, but start small.
- Tom Ashdown NoneLet's get on to the number, because I know that's what you've got to take upstairs. So the proposal in front of you comes to forty-four thousand pounds. Now, that's the deal total, so it includes the one-off implementation fee as well as the first year's subscription. I'm not going to quote you the split off the top of my head, I'll confirm that in writing so it's exactly right.
- Liam Doherty NoneOkay. So forty-four thousand all in, versus the nineteen and a half we pay now.
- Tom Ashdown NoneYour Starter contract is nineteen and a half thousand a year, yes. That's what's on the order form and that's what's been invoiced. But they aren't like for like, that's the thing. The forty-four is the total for the deal including implementation, the nineteen and a half is just an annual subscription.
- Liam Doherty NoneRight, right. That's the bit I'd have got wrong if I'd just glanced at it. If I'd walked into the room saying it's gone from nineteen to forty-four I'd have had a very short meeting.
- Tom Ashdown NoneExactly, which is why I want it written down properly. Leave that with me. One page, the total, the split, and the current figure alongside.
- Liam Doherty NonePlease. Can you do it so my finance people can read it without needing me in the room?
- Tom Ashdown NoneCourse. Plain English.
- Liam Doherty NoneOkay. Connectors. Go on, Hannah. This is where I'm worried.
- Hannah Lowe NoneSo today you're on Starter, which has a hard limit of four connectors. You've used them. Growth is eight, so you'd have headroom for four more. In your setup I'd expect that to be the helpdesk with the delivery-exception tickets, your CRM, the call recorder, and then whichever finance or depot data source you want next.
- Liam Doherty NoneHang on, which ones are the four we've got live now? I always forget what we turned on first.
- Hannah Lowe NoneI'll put that in writing, because I'd rather give you the exact list than recite it. But the shape is the account data, the tickets, the calls and the email. The new ones would sit on top.
- Liam Doherty NoneFine. And does adding a connector mean another big project, or is it a switch?
- Hannah Lowe NoneThe short answer is it depends on the source. The longer answer is that the ones with a standard connector are quick, a few days, and anything unusual needs a bit of design with your IT people. That's what the implementation period is for.
- Tom Ashdown NoneAnd the implementation on Growth runs for eight weeks. I know that sounds long but it's not eight weeks of you doing work, it's mostly us.
- Liam Doherty NoneEight weeks. Okay. Hang on, where does that land against the contract? Because we're due at the end of November.
- Tom Ashdown NoneGood catch. Your current term finishes on 30 Nov 2024 and renews on 1 Dec 2024. So what we've pencilled in is signing on Monday 18 November 2024, so the upgrade sits cleanly across that boundary and you aren't paying for Starter and then re-signing.
- Liam Doherty NoneThat's the other thing. Does the nineteen and a half just stop? I don't want us paying for Starter and Growth side by side.
- Tom Ashdown NoneNo, it's a move up, not an add-on. My understanding is that Growth replaces Starter. But I'll confirm exactly how the current term is treated in the paperwork, I'm not going to guess on that one.
- Liam Doherty NoneGood. Honest. I prefer that to a confident guess.
- Tom Ashdown NoneCheers. Right, anything on support? Because you did have that one ticket last month.
- Liam Doherty NoneYeah, and it was fine. It was marked high priority because it was holding up a retail account review, and it got sorted. I'd have been shouty if it hadn't. It's one of the reasons I'm comfortable going upstairs with this.
- Hannah Lowe NoneWorth saying, on Growth the response times for the high-priority ones get tighter than on Starter. I'll include the exact service levels in what I send, rather than quoting from memory.
- Liam Doherty NonePerfect. One view, that's the point. If the depots see the same picture I see, I stop being the bottleneck.
- Tom Ashdown NoneI like that. And honestly that's how I'd frame it upstairs as well. It's not more software, it's more people looking at the same thing before a retailer rings you up.
- Liam Doherty NoneYeah. That's the line. Can I steal it?
- Tom Ashdown NoneIt's yours.
- Hannah Lowe NoneCan I ask one practical thing? Who on your side would own the connectors if we go ahead? Somebody needs to be the person we call when a source changes.
- Liam Doherty NoneMe, at least to start. I'd probably want one of my analysts as a deputy. And someone in IT for access, obviously, a colleague of mine there.
- Hannah Lowe NoneThat's all I need for now. I'll draft a connector plan with you as owner and we can fill in the deputy later.
- Liam Doherty NoneBrilliant. Right, my list. Dashboards, done. Connectors, done. Commercial, done. Did we cover user numbers? Forty is plenty for now?
- Tom Ashdown NoneForty is plenty. You're at fifteen licensed, you'd have room to roll to the depot managers and still have spare. If you ever outgrow it we can talk about extra blocks of users, but I'd not worry about that today.
- Liam Doherty NoneGood. Then I think I'm happy. I need to see it in writing before I can say yes upstairs, but I'm positive. Genuinely.
- Tom Ashdown NoneThat's all I can ask. So, summing up. I send you the one page, total, split, and the nineteen and a half alongside. Hannah sends the connector plan and the service levels. You take it to your leadership, and let's get something in the diary for after you've had that conversation, so we're not chasing each other.
- Liam Doherty NoneYeah. Give me a week or so to get it in front of people.
- Tom Ashdown NoneThen I'll pop something in for next week. Anything else, either of you?
- Hannah Lowe NoneNothing from me. Thanks, Liam. Thanks, Tom.
- Liam Doherty NoneCheers both. Speak soon.
- Tom Ashdown NoneCheers, Liam. Have a good one.
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