Wexmoor Property Group / BB-Demo – Discovery
Callcompleted
Wexmoor Property Group: documents · 2025-09-19 15:15
Discovery call with Wexmoor Property Group on a pencilled Growth deal of £62,000 total value, target signature Friday 16 January 2026. Dana Whitaker moved from sceptical to willing to sell it internally; Snowflake and data quality are open.
What was said
What this says
Current to 11 Oct 26Discovery call with Wexmoor Property Group on a pencilled Growth deal of £62,000 total value, target signature Friday 16 January 2026. Dana Whitaker moved from sceptical to willing to sell it internally; Snowflake and data quality are open.
What happened: Priya Raman ran discovery on the pencilled Growth deal, £62,000 total value, with a target signature of Friday 16 January 2026. Tyler Brooks, Chief Operating Officer, left after about fifteen minutes and delegated detail to Dana Whitaker.
Customer view: Dana wants tenants with repeated issues and a lease up for renewal in one view, across helpdesk, calls and contract drive. She came in sceptical but said she could sell it internally if it starts small.
Commercial: Finance and legal need sight of the terms at proposal stage, and invoicing is in sterling. The evidence does not show whether the deal signed.
Watch: Dana does not know whether Wexmoor has a Snowflake account. Tenant names are inconsistent across sources, and the call is dated well before the as-of date.
Themes
Current to 9 Oct 26Theme
Growth discovery, tenant retention
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya to send the recap and standard security information the same day.
- Priya to book a demo early the following week on Wexmoor data or a representative sample, with the IT colleague attending.
- Dana to name the finance and legal contacts who should receive the paper.
Risks
Current to 9 Oct 26- Dana does not know whether Wexmoor has a Snowflake account, and the brain is built inside the customer's own account.
- Tenant names differ between helpdesk and drive, which will complicate the implementation.
- Finance and legal review could cost weeks if left to the end, as happened on a past purchase.
Opportunities
Current to 9 Oct 26- Growth deal pencilled at £62,000 total value, built around one headline question on repeated issues and lease renewals.
- Property managers could be added after operations managers and analysts prove value.
Transcript
Priya Raman NoneAfternoon, Dana. Can you hear me? It's mid-afternoon here, so I'm guessing it's still morning with you.
Dana Whitaker NoneMorning from Chicago, yes. We can hear you fine. Tyler's just joining, he's finishing something. Oh, there he is.
Tyler Brooks NoneHere. Quick check on time first, Priya. How long have we got?- Priya Raman NoneJust under three quarters of an hour in the diary, Tyler, but I know your time's tight, so I'll keep the first part sharp and you can drop off when you need to.
- Tyler Brooks NoneGood. I can give you fifteen minutes or so, then I'll loop in Dana for the detail. What's the bottom line?
- Priya Raman NoneHappy to make this easy. So a quick recap of where we are. We've had the first conversations, Dana and I, and we've pencilled a Growth deal for the company brain, with a total value of £62,000. The date we're working towards for a signature is Friday 16 January 2026, and if we can get this over the line by then, you'd have a proper runway before the new year's lease renewals bite. Today is the discovery piece: I want to make sure the scope we've pencilled is actually the right one, and I do that by asking you rather than telling you.
- Tyler Brooks NoneFine. Keep it moving. Dana, you're the one who knows the detail.
- Dana Whitaker NoneSure. So, the short version of our problem. We manage office and light-industrial portfolios across the Midwest, and the operations team sits on three bodies of information that don't talk to each other. Tenant tickets are in our helpdesk. Lease-renewal conversations are in recorded calls. And the service contracts, who cleans which building, who services the lifts, are in a shared drive, in folders, some of which are better kept than others.
- Priya Raman NoneMm. And when you want to see all three about one tenant, what happens today?
- Dana Whitaker NoneSomeone in my team does it by hand. They open the helpdesk, search the tenant, go to the drive, find the contract, and then if there's a call about the renewal they listen to it or ask the property manager what was said. It takes a morning, sometimes more, and it's only ever done when something's already gone wrong.
- Priya Raman NoneRight. So it's reactive. Tyler, does that match what you see from your side?
- Tyler Brooks NoneIt does. For me it's tenant retention. If a tenant has had a run of problems and their lease is coming up, I want someone to know before the renewal call, not after. At the moment we find out when they tell us they're leaving.
- Priya Raman NoneThat's very clear, and it's exactly the kind of thing the brain is built for. Can I check one thing, Dana? The renewal calls, do they get recorded and kept somewhere, or is it patchy?
- Dana Whitaker NoneMostly recorded, in the call recorder. Patchy in the sense that not every property manager uses it every time. I'd be honest about that. It's better for the larger tenants than the smaller ones.
- Priya Raman NoneHonest is good, it helps me get the scope right. And the helpdesk, is that used for every tenant request, or are some going through email?
- Dana Whitaker NoneMostly the helpdesk. A few go by email, especially for the older buildings, and those end up in a shared mailbox that someone triages. I'd not lose sleep over those at the start.
- Priya Raman NoneUnderstood. So the first picture might be the helpdesk, the call recorder and the drive, with the CRM alongside if you have one for the tenants. That's three or four sources, and Growth gives you comfortable headroom for that.
- Tyler Brooks NonePriya, what does Growth actually give me? Plain English.
- Priya Raman NonePlain English: it's built for several teams rather than one. You get the brain across your connected systems, you can ask it questions in chat, search, build pages, and there's a dashboards builder, plus a quarterly review with us so we check it's earning its keep. For you, Tyler, the point is a person in operations can ask which tenants have open tickets and a lease coming up, and get an answer with the source behind it.
- Tyler Brooks NoneGood. And it's our data, not yours?
- Priya Raman NoneEntirely. It's built and run inside your own Snowflake account, so the data doesn't leave your environment. That's one of the questions I'd ask you in a moment, actually, whether you have a Snowflake account today.
- Dana Whitaker NoneI'm not sure. I'd have to ask a colleague in IT. We have a data platform of some kind, I just don't know what's under it.
- Priya Raman NoneNo problem at all. That's one for the next conversation, and I'd suggest your colleague in IT joins it. If you don't have one, it's something we'd cover in scoping, not a blocker.
- Tyler Brooks NoneRight. Let me ask the money question, then I'll leave you to it. Is the total you quoted everything? Or is there more coming?
- Priya Raman NoneThe £62,000 is the total value of the deal as we've pencilled it, Tyler. I'd rather not pull it apart into annual pieces on a discovery call, because the scope may still move a little once we've heard more from Dana. What I'll do is put it in writing, with the pieces separated, in the proposal. No surprises.
- Tyler Brooks NoneThat works. I'm not going to read the detail anyway. Dana will. Loop in Dana on anything that needs my time, and let's keep it moving.
- Priya Raman NoneWill do. One last thing before you go: is there anything in your own mind that would stop you signing, if the rest worked?
- Tyler Brooks NoneOnly that it has to show up for the team and not be one more thing I'm asked to chase. If Dana's happy, I'm happy. I'll drop off now. Thanks, Priya.
- Priya Raman NoneThanks, Tyler. Really useful.
- Dana Whitaker NoneHe does that. Short and then gone. But he means it, if I'm happy, it goes through.
- Priya Raman NoneGood to know. Right, Dana, shall we go a bit deeper? Let me ask about the people. Who'd be asking the brain questions in the first few weeks?
- Dana Whitaker NoneMy team, mostly. The operations managers for each portfolio, and a couple of analysts. Then the property managers, eventually, if it proves itself. I don't want to start by giving it to everyone. I'd rather a few people use it properly.
- Priya Raman NoneThat's the right instinct, and it helps adoption. What would the first question be? If you could ask it anything on day one.
- Dana Whitaker NoneWhich of our tenants have raised repeated issues and have a lease up for renewal this year. That's the one. Then, for a given tenant, what did we say we'd do, and what does the service contract actually promise. People argue about that a lot.
- Priya Raman NoneThat's a good one, because it needs all three of your sources together, which is where the value is. Can I note that as the headline use case?
- Dana Whitaker NonePlease do.
- Priya Raman NoneHow do you decide today which tenants are at risk? Is there a scoring, or is it people's gut?
- Dana Whitaker NoneGut, honestly. The property managers know their tenants, and when one of them goes, we find out afterwards what we missed. There's no formal list. I'd love one, and I'd love it to be based on what actually happened rather than what someone remembers.
- Priya Raman NoneMm. Which is why I wouldn't oversell it as a risk score on day one. It's more that people can look at the evidence properly, fast. The scoring can come later if you want it.
- Dana Whitaker NoneThat suits me better, honestly. I've been burned by tools that promise a score and then nobody trusts it.
- Priya Raman NoneFair. What about data quality? How tidy are the tenant names across the helpdesk and the drive? Same name, same spelling?
- Dana Whitaker NoneNot at all, no. A tenant might be a trading name in one place and a legal entity in another. That's going to be a mess, I think.
- Priya Raman NoneIt's very common, and it's usually the first thing we work through together. I wouldn't treat it as a showstopper. It's something to plan for in the implementation, and it's why we ask for someone on your side who knows the tenants well.
- Dana Whitaker NoneThat'd be me, or one of my operations managers. I'd have to check who has the time.
- Priya Raman NoneTotally. So for a Growth implementation we'd typically talk about about eight weeks, and your involvement is a few short sessions rather than a full-time commitment. I'd want to be clear about the time ask up front, so there's no sting later.
- Dana Whitaker NoneEight weeks I can plan around. What would be the earliest we'd see something we could actually use?
- Priya Raman NoneEarly, usually. The first source connected gives you something to ask within the first couple of weeks, and then it builds as the others come on. I don't want to promise a day on a discovery call, so I'll put a proper plan in the proposal.
- Dana Whitaker NoneThat's fine. Can I ask about security? My IT colleague will ask me the first time I mention a new vendor, and I'd like to have something to hand him.
- Priya Raman NoneOf course. The architecture itself helps, because it sits inside your Snowflake account, so you keep control of the data and the access. I'll send you our standard security information after this call, and your colleague in IT can come back to me with questions. I'd rather he asked early.
- Dana Whitaker NoneGood. That'll save me a week.
- Priya Raman NoneHappy to. Let me ask about the contract side. Who else, besides Tyler and you, would need to sign off? Legal, finance?
- Dana Whitaker NoneFinance would want to see the terms. Tyler leaves that to our finance lead, and legal would look at the paper. I don't think it's a long process, but I'd not promise anything.
- Priya Raman NoneThat's useful. I'd suggest we get your finance contact and legal sight of the paper at the proposal stage, not at the end, to keep momentum. People tend to lose weeks right at the finish.
- Dana Whitaker NoneAgreed. Last time we bought something I did exactly that, left it to the end, and it cost us a month.
- Priya Raman NoneThen let's not do that again. Right, one more area, and then I'll pull the steps together. How are you invoiced and paid? Do you prefer annual in advance, or something else?
- Dana Whitaker NoneI'd have to ask finance. Annual is probably fine. I'm not the right person for that.
- Priya Raman NoneNo problem. I'll pose it in the recap and let your finance lead answer. And just to be transparent, we invoice in sterling, so that'll be something they'll want to look at.
- Dana Whitaker NoneNoted. I'll flag it.
- Priya Raman NoneGreat. So what I'd propose as next steps, if that works for you. First, I send you a recap of everything we discussed today, plus the security information, by the end of today. Second, we book a demo early next week on a sample of your own data, so your team sees it with real tickets rather than slides. Third, you bring your colleague in IT to that demo, so we can settle the Snowflake question. And fourth, you let me know who in finance and legal I should send the paper to.
- Dana Whitaker NoneThat all works. On the demo, would it be on our data, or yours?
- Priya Raman NoneYours, as far as we can. If we can get a small extract of tickets and a few contracts, it'll mean far more. We'd agree exactly what's in it beforehand, so nothing goes anywhere you're not comfortable with.
- Dana Whitaker NoneI'd have to check with IT what I'm allowed to send. Can we say we'll try for it and fall back to a sample if not?
- Priya Raman NoneAbsolutely. Try for yours, fall back to a representative sample if it's a problem. Either way you'll see the thing working.
- Dana Whitaker NoneGood. I'll be honest, Priya, I came into this call fairly sceptical. We've had a couple of data projects that went nowhere. But the way you've framed this, starting with a few people and a single question, I think I can sell it internally.
- Priya Raman NoneThat means a lot, thank you. And please keep being sceptical. If it can't answer the question you opened with, I want you to tell me.
- Dana Whitaker NoneI will. Can you also include in the recap the first question, the repeated issues and the lease renewals? I'd like to show it to my team.
- Priya Raman NoneAlready in my notes. I'll put it in the first paragraph. And I'll put the target date for signature in there too, Friday 16 January 2026, so we're all working to the same thing, but only as a target, we'll see how the demo goes.
- Dana Whitaker NoneThat's fine. I'd not want to commit to a date before IT has looked at it, but as a target, yes.
- Priya Raman NonePerfectly fair. Anything else on your mind? Anything I should have asked?
- Dana Whitaker NoneI don't think so. Oh, actually, one thing. Who would be my contact at your end once we're running? Will it be you?
- Priya Raman NoneI'd be with you through the commercial side, and once you're a customer there's a customer success manager who looks after you day to day, that's Elena Novak. I'll introduce you properly at the demo, so you've met her before anything is signed.
- Dana Whitaker NoneGood, I'd like that. I don't like being handed to someone I've never spoken to.
- Priya Raman NoneNobody does. Right, I'll let you get on with your morning. Thanks, Dana, this has been really helpful. Recap with you today.
- Dana Whitaker NoneThanks, Priya. Speak next week. Bye.
- Priya Raman NoneBye, Dana. Best of luck with the rest of the day.
Callsmade from