Lindqvarn Retail / BB-Demo – Proposal
Callcompleted
Lindqvarn Retail: documents · 2025-03-24 10:15
Tom Ashdown presented the Enterprise proposal at £129k, implementation included. CFO Mats Eklund wants both years on paper, a defensible time-saving figure and security sign-off before agreeing anything. Target decision date is 2 May 2025.
What was said
What this says
Current to 11 Oct 26Tom Ashdown presented the Enterprise proposal at £129k, implementation included. CFO Mats Eklund wants both years on paper, a defensible time-saving figure and security sign-off before agreeing anything. Target decision date is 2 May 2025.
What happened: Tom presented the Enterprise tier, company-wide and built inside the customer's own Snowflake account. The £129k total is the whole first-year commitment, not the subscription alone.
Customer view: Karin Sjöberg, Head of Customer Insight, sponsors the case. She cites hand reconciliation of the same customer across three systems and store reports that arrive a month late.
Commercial: Mats, the CFO, rejected an unquantified return and asked for both years side by side. He will agree nothing on price on the call and will not sign before the security review is satisfied.
Watch: the value case rests on hours Karin's team has still to count. The 2 May 2025 decision date is a target, not a promise.
Themes
Current to 9 Oct 26Theme
Enterprise proposal, return case
Importance
neutral
Sentiment
mixed
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 the written proposal with both years side by side this week.
- Karin Sjöberg sends the security officer's name so Hannah can start the questionnaire.
- Karin counts the hours spent on manual reconciliation before signing.
Risks
Current to 9 Oct 26- The time-saving case has no number yet, and the CFO will not accept one he cannot defend.
- The security review must satisfy the customer's security officer before the CFO signs.
- The 2 May 2025 decision date is only a target and could slip.
Opportunities
Current to 9 Oct 26- A company-wide Enterprise sale covering customer service, e-commerce and stores.
- Karin is a committed internal sponsor who is building the case with her teams.
Transcript
Tom Ashdown NoneMorning, Karin. Morning, Mats, thanks for making the time. I know it's a Monday.
Karin Sjöberg NoneGood morning, Tom. Good morning, Mats. How is everyone? I hope the weekend was restful.
Mats Eklund NoneGood morning. I have the agenda you sent. Scope of the proposal, commercial terms, the return, and timing. Is that correct?- Tom Ashdown NoneSpot on, that's the lot. I'll go through the proposal first, then Karin can say where she thinks the value is, and we'll leave plenty of room for questions.
- Mats Eklund NoneGood.
- Tom Ashdown NoneSo, the proposal is for the Enterprise tier. That's company-wide, so customer service, e-commerce and the stores all on the one brain, with single sign-on, provisioning, and an executive sponsor on our side. It's built and run inside your own Snowflake account. There's a fixed-fee implementation to get you live, then an annual subscription in advance.
- Mats Eklund NoneAnd the figure?
- Tom Ashdown NoneThe total on the proposal is £129k, with the implementation included. Just so it's clear, that's the whole first-year commitment, not the subscription on its own. The subscription is the annual part and it's shown separately in the document.
- Mats Eklund NoneUnderstood. What is the return?
- Karin Sjöberg NoneIf I may. I have tried to write the case together with the teams. At the moment my team and the e-commerce team spend a lot of time reconciling the same customer in three systems. The store managers get a report a month late, and then it is too late to change anything. We should anchor the return in two things: time we do not waste, and decisions the stores can take earlier.
- Mats Eklund NoneTime is not a number. How much time?
- Karin Sjöberg NoneI do not want to give you a figure I cannot defend. What I can say is that the people who prepare the monthly view would stop doing it by hand. I can ask them to count, honestly, before we sign.
- Mats Eklund NonePlease do. I would rather have a smaller number that is true.
- Tom Ashdown NoneAnd that's the right way round, if you ask me. I'd sooner you went in with a number you trust. Happy to help Karin test it.
- Mats Eklund NoneAnd next year?
- Tom Ashdown NoneGood one. The implementation is a one-off, so it doesn't come back. From the second year it's the annual subscription only, which renews each year. I'll put both years side by side in the numbers I send you, so you can see them against your store-investment plan.
- Mats Eklund NoneSend me the numbers first. Both years. Then we discuss.
- Tom Ashdown NoneWill do, no drama. Leave that with me.
- Karin Sjöberg NoneMats, one thing I want to be open about. Our security officer will want the review before we agree. Hannah explained it last time, it is part of the Enterprise path.
- Mats Eklund NoneThat is correct. I do not sign before security is satisfied.
- Tom Ashdown NoneAbsolutely. Hannah leads it from our side, and it's included in the implementation, so there's no extra for it. We can get the questionnaire across this week if Karin gives me the right name.
- Karin Sjöberg NoneI will send you the name today.
- Mats Eklund NoneTiming. When would this go live, if we agree?
- Tom Ashdown NoneEnterprise implementation runs about twelve weeks. So if we were to sign at the start of May, you'd be live before the autumn trade picks up. We're aiming at Friday 2 May 2025 as the date to decide, though I'd say that's a target and not a promise.
- Mats Eklund NoneMy review of the store plan and the e-commerce budget is before then. I can fit it.
- Karin Sjöberg NoneLet us think about it together once Mats has the numbers. I would also like to hear what the stores say about the first pages.
- Tom Ashdown NoneGreat. So, to sum up. I send the written proposal with both years, this week. Karin sends the security name and counts the hours with her team. Mats reviews against the budget, and we meet again before the end of April. Does that sound right?
- Mats Eklund NoneYes. I will not agree anything about price today.
- Tom Ashdown NoneUnderstood, and I wasn't asking you to. Thanks, both. Cheers, Tom.
- Karin Sjöberg NoneThank you. Vänliga hälsningar.
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