Brakkevoort Logistics / BB-Demo – Proposal
Callcompleted
Brakkevoort Logistics: documents · 2025-02-17 13:15
Tom Ashdown walked Pieter van Dam through the Growth proposal at £56,000 all in, implementation included. Pieter needs the subscription and one-off split for finance, and the signature depends on finance and procurement.
What was said
What this says
Current to 11 Oct 26Tom Ashdown walked Pieter van Dam through the Growth proposal at £56,000 all in, implementation included. Pieter needs the subscription and one-off split for finance, and the signature depends on finance and procurement.
What happened: Tom presented Growth for several teams, with account managers live first. The proposal figure is £56,000, which covers implementation as well, so it is not an annual price on its own.
Customer view: Pieter wants account managers to see problems before the shipper complains. He owns the business case, not the signature.
Commercial: The order form is pencilled for 21 Mar 2025, and this is a proposal, not executed paper. Finance and procurement need a call with Tom and a one-page split of what repeats yearly.
Watch: Pieter wants early warning if the plan slips. His security team's answer is due that week.
Themes
Current to 9 Oct 26Theme
Growth proposal and signing path
Importance
upsell
Sentiment
positive
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send three slots for a finance and procurement call the next morning.
- Tom Ashdown to send the one-page split of the £56,000 with the slots.
- Pieter van Dam to send the security team's answer that week.
Risks
Current to 9 Oct 26- Signature sits with finance and procurement, whom Pieter van Dam does not control, so the 21 Mar 2025 date could slip.
- Finance will question what repeats yearly against the one-off, and the £56,000 split is not yet shown.
Opportunities
Current to 9 Oct 26- Pieter wants account managers live first, then planners, which points to wider rollout across teams.
- Security concerns look light because the data stays in the customer's own Snowflake account.
Transcript
Tom Ashdown NoneAfternoon, Pieter. Can you hear me alright?
Pieter van Dam NoneYes, good afternoon Tom. I hear you fine.- Tom Ashdown NoneBrilliant. How's your week been so far? Busy, I'd imagine, with the port the way it is.
- Pieter van Dam NoneBusy, yes. Monday is always the shipper review, so my head is still in that. Before we start, to be clear, last time you said you would send the proposal and a rough plan for the first weeks. Did it arrive?
- Tom Ashdown NoneIt did, it went over on Friday. I wanted to walk you through it rather than leave it sitting in your inbox. Have you had a chance to look?
- Pieter van Dam NoneI read it on the train. I have questions, but go ahead, you first.
- Tom Ashdown NoneSure, no drama. So, short version. We've put you on Growth, because it's several teams: your account managers, the exceptions desk, and I think your operations planners further down the line. It's the tier with the dashboards builder, and you get the quarterly reviews with our customer success manager, Natalie.
- Pieter van Dam NoneGood. And the number? What is the plan on price?
- Tom Ashdown NoneSo the proposal comes to £56,000 all in. That's the whole deal, implementation included, so it's not an annual price on its own. I'll confirm the exact split between subscription and implementation in the order form, I don't want to quote it from memory and get it wrong.
- Pieter van Dam NoneUnderstood. Fifty-six, implementation included. Then I need the split, because my finance team will ask what repeats every year and what is one time.
- Tom Ashdown NoneFair, and that's exactly the right question. Leave that with me, I'll put it on one page so it's obvious.
- Pieter van Dam NoneGood. Now the implementation. How long, and who does the work on our side? Let's make it concrete.
- Tom Ashdown NoneSo on our side it's an implementation consultant who leads it, she'd be with you from the kickoff. On your side we'd want one person who knows the data sources well, someone technical, plus you as the sponsor for the business questions. The proposal has the weeks laid out, it's a fixed fee, so you know where you stand.
- Pieter van Dam NoneA technical person, yes. I have a BI developer who would be the right one. He knows the CRM and the helpdesk well. The call recorder less so.
- Tom Ashdown NoneThat's fine, that's normal. We connect the three together, and the brain sits inside your own Snowflake account, so the data doesn't go anywhere you haven't already put it.
- Pieter van Dam NoneThat I like. Our security people asked about this. If the data stays in our Snowflake, the conversation is simpler.
- Tom Ashdown NoneRight, and if they want something in writing I can get you a short note on how it's set up. Is that going to be a big review for you, or more of a read-and-tick?
- Pieter van Dam NoneRead and tick, I think. But I do not want to guess. I will ask them this week.
- Tom Ashdown NoneLovely. Now, what's really driving this for you? I know the pitch in the first call, but say it in your words for the proposal.
- Pieter van Dam NoneSimple. An account manager should see the shipper, the exception tickets and the last calls in one place. Today they open three systems, and by the time they see the problem the shipper has already complained. I want to see it before the shipper does.
- Tom Ashdown NoneYeah, that's the use case the demo was built around. And that's why I'd push for the account managers being the first group live, not the last.
- Pieter van Dam NoneAgreed. Account managers first. Then planners if it works.
- Tom Ashdown NoneGood. So timing. You'd mentioned wanting this settled by the end of the quarter, and I've pencilled the order form for 21 Mar 2025. Is that realistic from your side?
- Pieter van Dam NoneIt is possible. But it depends on two people: finance and procurement. I own the business case, I do not own the signature. So what do you need from me to make 21 Mar 2025?
- Tom Ashdown NoneHonestly, the quickest thing is for me to speak to them directly, or at least for you to bring them onto a call with me. Then I can answer the contract and payment questions myself instead of you relaying them.
- Pieter van Dam NoneGood idea. Our finance lead for the money and someone in procurement for the terms. Working backwards, I would want that conversation in the next couple of weeks. Can you send me three slots?
- Tom Ashdown NoneWill do, I'll send slots tomorrow morning. And I'll do the one-page split of the £56,000 at the same time, so they've got it before we talk.
- Pieter van Dam NoneGood. One more thing. If we sign, can the account managers see something quickly, or is it months before they see anything useful?
- Tom Ashdown NoneIt's weeks, not months, that's what the plan in the proposal shows. I'd rather you hold me to the plan than to a promise on a call, so check page three when you're back at your desk.
- Pieter van Dam NoneI will. And if the plan slips, I want to hear it early, not at the end.
- Tom Ashdown NoneFair enough, and that's exactly how I'd want it too.
- Pieter van Dam NoneThen we are aligned. I send you the security answer this week, you send slots and the one page tomorrow.
- Tom Ashdown NoneThat's it. Let's get something in the diary for the finance conversation and take it from there. Thanks, Pieter.
- Pieter van Dam NoneThank you, Tom. Groet.
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