Hollins Tarrant / B-Brain – Proposal
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Hollins Tarrant: documents · 2023-11-09 12:15
Proposal call on 9 Nov 2023. Tom Ashdown walked Rob Ellery and Jenna Price through the Starter tier and a first-year total of twenty-five and a half thousand. Rob would not sign that day; 13 Dec 2023 is the target date.
What was said
What this says
Current to 10 Oct 26Proposal call on 9 Nov 2023. Tom Ashdown walked Rob Ellery and Jenna Price through the Starter tier and a first-year total of twenty-five and a half thousand. Rob would not sign that day; 13 Dec 2023 is the target date.
What happened: Tom went through the proposal for one team on the Starter tier, built in the customer's own Snowflake account. Jenna confirmed the manual Monday stitching of CRM and helpdesk data goes out of date by Tuesday.
Customer view: Rob asked what the firm would get back and whether the price recurs. Jenna said it is what they need but worried the consultants will be slow to adopt it and that she has little time for the connecting work.
Commercial: Tom quoted a first-year total with set-up included of twenty-five and a half thousand, with a lower subscription afterwards, shown as two lines. Rob said he is not signing anything today.
Watch: The evidence does not show whether an order form followed. The Snowflake question for their IT supplier was parked.
Themes
Current to 9 Oct 26Theme
Starter proposal and pricing
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
B-Brain
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the written proposal the next day with two price lines and notes on the Snowflake question.
- Tom Ashdown to book a short follow-up call the following week to go through questions.
- Marcus Bell to plan the short connection sessions with Jenna Price if the deal proceeds.
Risks
Current to 9 Oct 26- Rob Ellery deferred any decision and is focused on price and what the firm gets back.
- Jenna Price expects slow consultant adoption and has little time for the connecting work.
- The Snowflake question for their IT supplier is unresolved.
Opportunities
Current to 9 Oct 26- Jenna Price sees the Starter tier as what the firm needs and values removing her Monday stitching job.
- Starting with one small team gives a low-risk first adoption path.
Transcript
Tom Ashdown NoneHello, hello. Rob, I can see you. Jenna, are you on? I can see you're in the room but I can't hear you yet.
Jenna Price NoneSorry, sorry, I'm here. Sorry I'm late, the team's stretched and I got caught on a phone call. Can you hear me now?- Tom Ashdown NoneLoud and clear. No drama. How's your week been, both of you?
Rob Ellery NoneFlat out, to be straight with you. How long is this going to take, Tom?- Tom Ashdown NoneHalf an hour, perhaps a bit more. I'll keep it tight. The idea is we go through the proposal, you ask whatever you like, and then we agree what happens next.
- Rob Ellery NoneFine.
- Tom Ashdown NoneSo, quick recap of why we're here. You said you wanted one place to see client accounts, the placements pipeline from your CRM, and the tickets clients raise with you. At the moment someone's stitching that together by hand. Jenna, that's right, isn't it?
- Jenna Price NoneYes. Every Monday, basically. It's me, or one of the senior consultants, going between the CRM and the helpdesk. It takes ages and by Tuesday it's out of date.
- Tom Ashdown NoneRight. So that's what the Starter tier is for. One team, one view. You'd have pages, chat and search over the lot, built inside your own Snowflake account.
- Rob Ellery NoneWhat's Snowflake got to do with us? We don't have anything like that.
- Tom Ashdown NoneFair question, and Jenna, shout if I get this wrong. The brain sits in a data account that's yours. We set that up and run it, so you're not buying anything separate. It's part of the work.
- Jenna Price NoneI think that's what we talked through last time. I'd need to check what it means for our IT supplier, but I don't think it's a problem. Can we park that for now?
- Tom Ashdown NoneCourse we can. I'll put a note in the proposal so it's written down. Now, price. Rob, you'll want this.
- Rob Ellery NoneWhat would we be paying for? That's what I want to know.
- Tom Ashdown NoneTwo things. A one-off fee for setting it up and connecting your CRM and your helpdesk. Then the subscription for the year. The total for the first year, with that set-up included, comes to twenty-five and a half thousand. I'll confirm the exact split in writing, I don't like quoting from memory.
- Rob Ellery NoneSo twenty-five and a half. Is that every year?
- Tom Ashdown NoneNo, that's the deal total for the first stretch, set-up and all. After that it's just the subscription, which is lower. I'll show it as two lines so it's not muddy.
- Rob Ellery NoneRight. And what do I get back for it?
- Tom Ashdown NoneTime, mostly. Jenna's Monday job goes. Your consultants stop chasing each other for the state of a client. Rob, you'd see where the placements are without asking anyone.
- Jenna Price NoneThat'd be a help, honestly. I'm not sure the consultants will use it at first, though. They're not great at trying new things when they're busy.
- Tom Ashdown NoneThat's a good point, and it's why we keep the first team small. Starter's built for one team. You don't need everyone on day one. Pick the people who feel the pain, get it working for them, and the rest hear about it.
- Rob Ellery NoneHow many people is that?
- Tom Ashdown NoneThere's a user allowance in the tier, enough for a team, and a limit on how many systems connect. You'd be using two, so you're well inside it. I'll put the exact numbers in the document.
- Rob Ellery NoneAnd if it doesn't work?
- Tom Ashdown NoneThen we'd want to know early. Your customer success manager, Marcus Bell, checks in with you through the first months, and there's a review every six months on Starter. If it's not earning its keep, you'll see it in the usage numbers and so will we.
- Rob Ellery NoneHm. Jenna, what do you reckon?
- Jenna Price NoneI think it's what we need, really. Sorry, I know that's not very decisive. It's more that I'd want to be sure I've got time to do my part. The connecting bit. Is there a lot for me to do?
- Tom Ashdown NoneNot a lot, no. Mostly access. You tell us who to speak to for the CRM and the helpdesk, give us the right permissions, and we do the heavy lifting. I'd say a few short sessions rather than anything big. Marcus will plan that with you.
- Jenna Price NoneOkay. That's reassuring. Thanks.
- Rob Ellery NoneI'm not signing anything today. I'll talk to Jenna and have a proper look.
- Tom Ashdown NoneWouldn't expect you to, Rob. We've pencilled in 13 Dec 2023 as the date we're aiming at, so there's a good bit of time. No pressure.
- Rob Ellery NoneThat's fine. Send me the thing and keep it short.
- Tom Ashdown NoneShort as I can make it. Written proposal by tomorrow, two price lines, and the notes on the Snowflake question for Jenna. Then let's get something in the diary for a short call next week to go through any questions.
- Jenna Price NoneNext week is better than this week. Sorry. I'll look at the document properly before then.
- Tom Ashdown NonePerfect. Cheers both. Speak soon.
- Rob Ellery NoneThanks, Tom.
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