Dunholm Precision / BB-Demo – Proposal
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Dunholm Precision: documents · 2024-08-27 13:30
Tom Ashdown presented a Growth proposal at a deal value of £51,600, implementation included. Stuart Kenyon is content in principle but will not sign until he has seen it in writing. Ruth Ackroyd's conditions go into the order form.
What was said
What this says
Current to 11 Oct 26Tom Ashdown presented a Growth proposal at a deal value of £51,600, implementation included. Stuart Kenyon is content in principle but will not sign until he has seen it in writing. Ruth Ackroyd's conditions go into the order form.
What happened: Tom presented the Growth tier to Stuart Kenyon and Ruth. He stressed that £51,600 is the whole deal value with the one-off implementation, not a yearly price.
Customer view: Stuart asked what it saves and what the catch is. Ruth gave the lost day on the late batch as the example and refused to estimate monthly volumes until she had counted them.
Commercial: Stuart is content in principle and wants the order form sent to both of them. The working decision date is 25 Oct 2024, though he said no promises.
Watch: Ruth's conditions are part number mapping tested on real parts and a written audit trail, both to be in the order form.
Themes
Current to 9 Oct 26Theme
Growth proposal decision
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the order form and one-page summary to Stuart and Ruth that week.
- Tom Ashdown to include the part number mapping test and written audit trail as conditions before go-live.
- Ruth Ackroyd to count late-batch cases and send the real figure to Stuart.
Risks
Current to 9 Oct 26- Stuart will not sign until he and Ruth have both seen the order form in writing.
- No quantified saving yet: Ruth will count the late-batch cases over the next few weeks.
- The 25 Oct 2024 decision date is a working date, and Stuart gave no promise.
Opportunities
Current to 9 Oct 26- Growth tier with a clear value story around the lost day and audit evidence.
- Ruth's counted figures could support a value case after the first quarter.
Transcript
Tom Ashdown NoneAfternoon, Ruth. Afternoon, Stuart. Thanks for making the time, I know your diary's a nightmare. How's the week treating you both?
Stuart Kenyon NoneAfternoon. Busy, which is better than quiet. What do you need from me, Tom?- Tom Ashdown NoneStraight to it, good. I'd like you to hear the proposal in about ten minutes, ask what you like, and then tell me what's missing. Ruth's been through the detail with Hannah, so I'm not going to rerun the demo.
Ruth Ackroyd NoneHe doesn't need the demo. He needs to know what it costs and what it saves.- Stuart Kenyon NoneThat's about it. Keep it simple.
- Tom Ashdown NoneWill do. So, the proposal is for our Growth tier. That's several teams, forty users, eight connectors, the dashboards builder and a quarterly review with our customer success manager. Daniel Okafor would be yours. The deal value is £51,600, and that's the whole figure for the deal with the one-off implementation included. I'll put the split in the order form so you can see it.
- Stuart Kenyon NoneFifty-one six, all in. Not per year.
- Tom Ashdown NoneThat's the deal total, implementation included. I don't want you reading it as a yearly price. The order form will show the annual subscription separately, and I'll confirm that in writing rather than quote it from memory.
- Stuart Kenyon NoneFine. Good. What does it save us?
- Ruth Ackroyd NoneI'll answer that. The day I lost on the late batch. Two people off the job for a day, for one customer question. I'd get that down to minutes. And for the audits, I'd find the evidence the first time.
- Stuart Kenyon NoneHow many of those a month?
- Ruth Ackroyd NoneI can't give you a number I'd stand behind. I'd be estimating, and I don't like that. What I can do is count them over the next few weeks and send you the real figure.
- Stuart Kenyon NoneThat's the answer I'd expect from you. Do that.
- Tom Ashdown NoneThat's sensible, and it'd help me too, because then we can say how it earns its keep after the first quarter rather than just hoping.
- Stuart Kenyon NoneFine. What's the catch? Is there a long contract, a minimum, extras I'll find later?
- Tom Ashdown NoneNo drama. It's annual, paid in advance, on thirty day terms. More users or more connectors are add-ons, and you'd see them priced before you ever agreed them. Nothing sneaks in. The implementation is a fixed fee, so there's no meter running.
- Stuart Kenyon NoneAnd if it doesn't work?
- Tom Ashdown NoneThen Ruth tells you, and you tell me, and we fix it with Daniel. I can't promise you it'll be a perfect first month. I can promise that you'll know where it stands, because there's a review every quarter.
- Stuart Kenyon NoneRuth will tell me if it's working. That's how I run it. Ruth, are you happy with it?
- Ruth Ackroyd NoneYes. With conditions. The part number mapping has to be tested on real parts before go-live. Nathan flagged it, Hannah agreed. And I want the audit trail written down, not just shown.
- Tom Ashdown NoneBoth go in the order form as things we do before it counts as live. Hannah'll write them up and I'll make sure they're in there.
- Stuart Kenyon NoneThen I'm content in principle. I won't sign until I've seen it in writing, and Ruth has seen it too. Send it to both of us.
- Tom Ashdown NoneAbsolutely. Leave that with me. We've been working to Friday 25 October 2024 for the decision, so I'll aim to get the order form to you well before that. Does that still feel right?
- Stuart Kenyon NoneIt'll do. No promises. Ruth's the one to chase.
- Ruth Ackroyd NoneHe means I'll do the chasing. That's fine. Send it over this week and I'll go through it properly.
- Tom Ashdown NoneCheers, both. I'll get the order form and a one page summary to you shortly. Thanks for your time, Stuart.
- Stuart Kenyon NoneRight. Thank you. Goodbye.
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