Fairhallow Travel / B-Brain – Discovery
Callcompleted
Fairhallow Travel: documents · 2024-10-03 10:30
Becky Lawton wants one view per client before account reviews. COO Simon Ashworth was terse and sceptical on price and value, and will judge at the end on a demo with their own data. A first-term figure of £51,600 was pencilled.
What was said
What this says
Current to 11 Oct 26Becky Lawton wants one view per client before account reviews. COO Simon Ashworth was terse and sceptical on price and value, and will judge at the end on a demo with their own data. A first-term figure of £51,600 was pencilled.
What happened: Becky described account reviews built by hand from bookings, tickets and call notes, taking a day to prepare. Tom Ashdown positioned the brain as one view by client inside their own Snowflake account.
Customer view: Becky is the champion and wants it moving before the next round of reviews. Simon asked about cost, who else uses it and value, and said he will believe it when he sees it on their data.
Commercial: Tom pencilled £51,600 as the total for the first term including implementation, not final until scoped. A proposal would follow the demo, with paperwork aimed for 13 Dec 2024.
Watch: Simon's only firm condition is that client data stays in their own account, which the Snowflake model meets. His short answers suggest he is the harder sell.
Themes
Current to 9 Oct 26Who was there
B-Brain
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send a short note after the call and offer demo times.
- Becky Lawton to pick a real client for the demo on their own data.
- Tom Ashdown to prepare a proposal after the demo, aiming for paperwork by 13 Dec 2024.
Risks
Current to 9 Oct 26- Simon Ashworth is sceptical on value and price and will judge only on a demo with their own data.
- The £51,600 first-term figure was pencilled and is not final until scoped, so price may be challenged.
Opportunities
Current to 9 Oct 26- Becky Lawton is an eager champion with a clear, costly problem and urgency before the next reviews.
- A demo built around one of her real clients can show value directly to the COO.