Brakkevoort Logistics / BB-Demo – Discovery
Callcompleted
Brakkevoort Logistics: documents · 2025-01-16 11:00
Discovery with Pieter van Dam and CFO Marloes Hendriks. Pieter wants shipper tickets and calls in one view. Marloes will not discuss price until the fifty-six thousand pounds is split into implementation and subscription, and agrees nothing verbally.
What was said
What this says
Current to 11 Oct 26Discovery with Pieter van Dam and CFO Marloes Hendriks. Pieter wants shipper tickets and calls in one view. Marloes will not discuss price until the fifty-six thousand pounds is split into implementation and subscription, and agrees nothing verbally.
What happened: Pieter described account managers working across three places with no single view, and a Monday list from operations that is old by Tuesday. Tom Ashdown outlined the brain running in the customer's own Snowflake account.
Customer view: Pieter wants exception tickets surfaced before a shipper complains. He still needs to confirm with his data team that Snowflake is possible.
Commercial: Marloes queried the figure of fifty-six thousand pounds. Tom said it is the whole deal value on Growth, including implementation, and promised a written split. She also asked for quarterly billing in advance.
Watch: A decision was pencilled for 21 Mar 2025. The evidence does not show whether the written split was sent or what Marloes decided.
Themes
Current to 9 Oct 26Theme
Discovery and price breakdown
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- Tom Ashdown sends Marloes Hendriks the written split of implementation and subscription.
- Tom Ashdown sends the data team a note on what the Snowflake side needs.
- Pieter van Dam arranges a data extract so a demo can run on the customer's own data.
Risks
Current to 9 Oct 26- The finance lead will not engage on price until implementation and subscription are shown separately in writing.
- Pieter still has to confirm with his data team that running in the customer's Snowflake account is possible.
- The customer wants quarterly billing in advance, which must be written into the paperwork.
Opportunities
Current to 9 Oct 26- A clear first use case: show exception tickets to account managers before a shipper complains.
- Growth tier fits several account managers working across shipper accounts.
Transcript
Tom Ashdown NoneHello, hello. Morning both. Can you hear me alright? Pieter, Marloes?
Pieter van Dam NoneGood morning Tom. Yes, I hear you. Marloes is here as well.
Marloes Hendriks NoneGood morning.- Tom Ashdown NoneLovely. How's your week been, Pieter? Quiet at the port, or is it all go?
- Pieter van Dam NoneAll go. Always. To be clear, we are busy and I have a shipper review this afternoon, so I am glad we have a proper plan for today.
- Tom Ashdown NoneNo drama, that's what I like to hear. So the plan, if it suits you: I'd like to understand how your account managers work today, what's painful, and what you've got connected. Then we'll see whether the brain's even right for you. Sound fair?
- Pieter van Dam NoneFair. Let me make it concrete. We have shipper accounts. Each account manager has about the same number. They look at the customer system, the exception tickets, and they listen to calls. Three places.
- Tom Ashdown NoneRight, so three places and no one view.
- Pieter van Dam NoneExactly. A shipper calls to complain. The account manager did not know there were three exception tickets the day before. What is the plan? There is no plan, we find out when they shout.
- Tom Ashdown NoneYeah, and that's the one we hear more than any other. Tell me, how do you find out about those tickets today? Is it a report, or a person?
- Pieter van Dam NoneA person. A colleague in operations sends a list on Mondays. It is already old on Tuesday.
- Tom Ashdown NoneMm, I've heard that one. And the calls, do you record them?
- Pieter van Dam NoneSome. Not all. The recordings are in the call recorder, but nobody listens unless there is a dispute.
- Tom Ashdown NoneOkay. So what we do is put all of that in one layer, in your own Snowflake account, so nothing leaves your walls, and your account managers can just ask it: what's going on with this shipper? And it comes back with the tickets, the calls and the account in one go.
- Pieter van Dam NoneIn our Snowflake. Good. I will need to confirm with our data team, but I think that is possible.
- Tom Ashdown NoneLeave that with me, I'll write down what we'd need from them. Marloes, I know you've not got much to do with the product side, so I'm not going to bore you, but I'd value hearing what finance needs to see.
- Marloes Hendriks NoneI have checked the figure that was shared with Pieter, fifty-six thousand pounds. According to the contract process, I need to understand what it is composed of before I say anything else.
- Tom Ashdown NoneFair enough, and I'll be careful here. That figure's the whole deal value, so it includes the one-off implementation fee as well as the first year's subscription. It's on our Growth tier. I'll confirm the split in writing, I don't want to quote it from memory.
- Marloes Hendriks NonePlease send it with the split. Implementation and subscription separately. And the billing. We pay suppliers quarterly in advance, as agreed in our standard terms.
- Tom Ashdown NoneQuarterly, no problem, we can do that on request. I'll put it in the paperwork.
- Marloes Hendriks NoneI do not agree anything verbally. I will review the document.
- Tom Ashdown NoneCompletely understood. That's what I'd want too.
- Pieter van Dam NoneTom, back to the product. What is the timeline? We would like to start before the end of the quarter, if possible.
- Tom Ashdown NoneWe've pencilled in Friday 21 March 2025 for a decision, and implementation on Growth runs about eight weeks once you're signed, so it depends on how quickly your people can give us access. Does that sit alright?
- Pieter van Dam NoneIt is tight but workable. The shipper review is the first use case. I want the brain to show me exception tickets before the shipper complains.
- Tom Ashdown NoneThat's a good, clear starting point. Next step from my side is a demo on your own data, if we can get a sample. Who'd I speak to?
- Pieter van Dam NoneI will arrange an extract with my team. I will send it this week. If I cannot, I will tell you.
- Tom Ashdown NoneBrilliant. And I'll send Marloes the written breakdown, plus a note for your data team about the Snowflake side. Anything else before we wrap up?
- Marloes Hendriks NoneNo. I will wait for the document.
- Pieter van Dam NoneNo. Thank you Tom. Let's make it concrete in the next call.
- Tom Ashdown NoneWill do. Cheers both, speak soon. Bye now.
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