Brannock Medical Supplies / BB-Demo – Discovery
Callcompleted
Brannock Medical Supplies: documents · 2024-02-09 10:45
On the 9 Feb 2024 discovery call, Brannock wanted early sight of trust renewals and delivery queries by trust. The Finance Director pressed on Snowflake cost and renewal pricing. Signature was pencilled for 12 Apr 2024.
What was said
What this says
Current to 11 Oct 26On the 9 Feb 2024 discovery call, Brannock wanted early sight of trust renewals and delivery queries by trust. The Finance Director pressed on Snowflake cost and renewal pricing. Signature was pencilled for 12 Apr 2024.
What happened: Priya Raman ran discovery with Helen Varley and Andrew Pickering. Helen's pain is three screens and a renewals spreadsheet; she wants trust renewals won early, then delivery queries in the same view.
Customer view: Andrew, the Finance Director, is cautious. He worries about missed framework renewals, asked whether Snowflake is an extra cost, and wants the answer and any breakdown in writing.
Commercial: Priya positioned Growth and said fifty-three thousand eight hundred in total, implementation included, was pencilled. Andrew noted it without comment and wants to see what happens at renewal.
Watch: The Snowflake question was left for the technical team and is owed in writing. The evidence does not show whether Brannock has a Snowflake account.
Themes
Current to 9 Oct 26Theme
Renewals visibility discovery
Importance
neutral
Sentiment
neutral
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman to send a recap with the Snowflake question and next steps, then answer it in writing.
- Priya Raman to book the demo with the chief technology officer within a couple of weeks.
- Helen Varley to bring the NHS key-account manager to the demo and supply a sample extract.
Risks
Current to 9 Oct 26- The Snowflake cost question is unanswered and the Finance Director expects it in writing.
- The Finance Director wants a written breakdown and clarity on renewal pricing before committing.
Opportunities
Current to 9 Oct 26- Growth tier with the dashboards builder could deliver a renewals view by trust.
- A demo on a sample extract with the NHS key-account manager could confirm fit before the pencilled signature date.
Transcript
Priya Raman NoneHello, hello. Can you hear me alright? I've got Helen already, and I think Andrew is just joining now.
Helen Varley NoneHear you fine. Morning, Priya. Andrew, I think you're on mute.
Andrew Pickering NoneGood morning. Apologies, I can never find the button first time. Before we begin, may I ask who I'm speaking to, and in what capacity at BB-Demo?- Priya Raman NoneOf course, Andrew, and thanks for making the time. I'm Priya Raman, I'm an Account Executive at BB-Demo, so I look after new customers from the first conversation through to signing. I'll be your point of contact while we work out whether this is a fit.
- Andrew Pickering NoneThank you. You'll forgive me, but I do like to know who our account manager is. I've seen a few come and go at suppliers over the years.
- Priya Raman NoneCompletely fair. Happy to make this easy: I'll be on every call until we've decided one way or the other. Helen, I think you had an agenda?
- Helen Varley NoneYes, three points. One, how my key-account managers work today and where it hurts. Two, which systems hold the information. Three, what a sensible next step looks like. Short and sweet.
- Priya Raman NonePerfect. Let's start with one, then. Helen, talk me through a normal week for one of your key-account managers.
- Helen Varley NoneSo, we distribute clinical consumables to NHS trusts, GP practices and care homes. Every trust has a key-account manager. What they need is orders, delivery queries and contract renewals for their trust, in one place. At the moment that's three screens and a spreadsheet.
- Priya Raman NoneThree screens. Which three, roughly?
- Helen Varley NoneThe order system, the CRM, and the helpdesk where delivery queries land. The contract renewals sit in a spreadsheet that somebody in my team keeps up to date, when they have time.
- Priya Raman NoneAnd when a trust rings up about a late delivery, what happens?
- Helen Varley NoneWhat's driving that, you mean? The account manager rings the warehouse, then checks the order, then goes digging for the contract terms. By the time they call back it's gone cold. I never let a delivery complaint wait, but the tooling makes us work very hard for it.
- Andrew Pickering NoneIf I may add something from the finance side. My concern is renewals. These contracts are on framework terms, the margins are tight, and if we miss a renewal window we can lose the year. In the round, I would say we know most of what is coming up, but not all of it, and not early enough.
- Priya Raman NoneThat's really helpful, Andrew. So early sight of renewals by trust. Helen, is that the thing you'd put first?
- Helen Varley NoneTrust renewals won early, yes. Then delivery queries in the same view. By trust, please, not by product line.
- Priya Raman NoneGot it. So what we sell is the company brain. It sits over your CRM, helpdesk, email, calls and finance data, and it's built and run inside your own Snowflake account, so nothing leaves your control. People ask it questions in plain English and get answers with the source. I won't demo today, that's the next call, I just want to make sure we show you the right thing.
- Andrew Pickering NoneSnowflake. I'm not certain we have one at present. Would that be a cost on top of what you charge?
- Priya Raman NoneGood question, and honestly one for our technical people, so I don't want to guess. Let me take it away and come back to you properly.
- Andrew Pickering NoneI'd like that in writing, if you would. Thank you.
- Helen Varley NoneWhat about the people side? I've got a handful of key-account managers, plus a few of us in commercial operations. I'll take that to the account managers, but would it cope?
- Priya Raman NoneEasily. For several teams our Growth tier is the usual fit. It adds the dashboards builder too, so you could build a renewals view by trust and keep it. Let me not get ahead of myself though, we should see it on your data first.
- Helen Varley NoneMm. And what would you need from us for that?
- Priya Raman NoneJust a sample extract, nothing live. A few trusts, their orders and delivery tickets, and the renewal spreadsheet. Our chief technology officer will join the demo, so he can answer the Snowflake question and anything your security people raise.
- Andrew Pickering NoneMight I ask where this sits commercially, so that I'm not surprised later? I'm not asking you to agree anything today, and I would not agree anything on a call in any case.
- Priya Raman NoneTotally understand. Just so there's no surprise: what we've pencilled for Growth is fifty-three thousand eight hundred in total, with the implementation included. It's early days, and the proposal will break it down properly.
- Andrew Pickering NoneThank you. Noted, with no comment at this stage. I'd want the breakdown in writing, and I'd want to see what happens at renewal.
- Priya Raman NoneAll of that will be in the proposal. Helen, what's the timing on your side? Is there a date that matters?
- Helen Varley NoneWe'd like it working before the next round of trust renewals. So, a decision in the spring. The twelfth of April, I think we said, for signature if it all goes well.
- Priya Raman NoneYes, we've pencilled 12 Apr 2024 as the target. To keep momentum, I'll aim to get the demo in the diary within a couple of weeks and then the proposal after that.
- Helen Varley NoneGood. Bring someone who can show me delivery queries by trust. And I'll get our NHS key-account manager on the demo, he knows the pain better than I do.
- Andrew Pickering NoneThank you both. Priya, I'll expect the written answer on the Snowflake point. I don't tend to chase, I'm afraid.
- Priya Raman NoneUnderstood, you won't need to. I'll send a recap this afternoon with the question and the next steps. Thanks, both, speak soon.
- Helen Varley NoneThanks, Priya. Bye for now.
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