Copperwick Logistics / BB-Demo – Discovery
Callcompleted
Copperwick Logistics: documents · 2026-02-04 17:15
Discovery with Lauren Pacheco and CFO Mike Delaney. Reps lack a joined-up shipper view. Mike pressed on a dollar budget and ROI, and said retention is what he cares about. Jordan carried £62,000 as a placeholder Growth deal value.
What was said
What this says
Current to 11 Oct 26Discovery with Lauren Pacheco and CFO Mike Delaney. Reps lack a joined-up shipper view. Mike pressed on a dollar budget and ROI, and said retention is what he cares about. Jordan carried £62,000 as a placeholder Growth deal value.
What happened: Jordan Pike ran discovery with Lauren Pacheco, then Mike Delaney joined and went straight to price. Lauren described reps guessing across Salesforce, the TMS and the helpdesk, with analysts building reports that are stale by Friday.
Customer view: Mike wants an ROI built on Copperwick's own figures, with the method shown, and a contract he can budget in dollars. Lauren wants a per-shipper page and a named owner on the BB-Demo side.
Commercial: Jordan gave £62,000 as a deal value for a Growth deal, not a quote, and declined to convert currency because BB-Demo invoices in pounds sterling. Mike disliked that. The decision target is 15 May 2026.
Watch: no named owner for TMS field definitions yet, and the IT lead has not been heard from on security. The evidence does not show who signs.
Themes
Current to 9 Oct 26Theme
Discovery, ROI and dollar pricing
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Jordan Pike to email the data questions and book a demo on a slice of Salesforce data.
- Lauren Pacheco to supply retention and analyst-hours figures and draft the business case with Jordan.
- Jordan Pike to put the IT lead on a security call and break out implementation in writing.
Risks
Current to 9 Oct 26- Mike Delaney dislikes a contract he cannot budget in dollars, while BB-Demo invoices in pounds sterling.
- The ROI case must be built on Copperwick's own figures and may not satisfy a sceptical CFO.
- No named owner yet for TMS field definitions, and the IT lead's security questions are open.
Opportunities
Current to 9 Oct 26- A Growth tier deal with per-shipper pages and chat over Salesforce, the TMS and the helpdesk.
- Two analysts spending a day on stale reports gives a concrete value case.
Transcript
Jordan Pike NoneHey Lauren, can you hear me okay? I'm seeing you but the audio looked like it was lagging for a second.
Lauren Pacheco NoneLoud and clear. Hi Jordan! I've got a hard stop in about forty-five minutes, so let's make it count. Mike's going to join in a minute, he's finishing something.- Jordan Pike NonePerfect. Here's where we are. I'd like to spend the time on three things: how your reps see a shipper today, which systems are involved, and what a good outcome looks like for you. Then we agree on a next step. Sound okay?
- Lauren Pacheco NoneLove it. And I know it's late in the day for you, thanks for doing this.
- Jordan Pike NoneNo problem at all, it's been a long week but a good one. Okay, so tell me about the problem. What happens when a rep gets on the phone with a shipper right now?
- Lauren Pacheco NoneHonestly? They guess. We run truckload and intermodal for shippers across the Midwest, and a rep might have Salesforce open, then the TMS in another tab, then support tickets somewhere else. Nobody has the whole picture before the call. They find out the shipper is angry about a late load when the shipper tells them.
- Jordan Pike NoneRight. And that's three separate systems, so three separate places the truth lives.
- Lauren Pacheco NoneYes. Salesforce for the account and the opportunity, the TMS for loads and lanes, and the helpdesk for everything that went wrong. And before you ask, yes, I've tried to stitch it together with reports. It takes someone a day and it's stale by Friday.
- Jordan Pike NoneTo be transparent, that's the most common story I hear. Reports are a snapshot. What you want is something your reps can just ask. Who's pulling those reports today, is that your team?
- Lauren Pacheco NoneMy team. Two analysts, and they hate it. I'd rather they were doing actual analysis.
- Jordan Pike NoneGot it. Let me tell you quickly how we work, then I'll ask more. BB-Demo sits inside your own Snowflake account. We connect your sources, Salesforce, the TMS, the helpdesk, and your reps can ask questions in plain language and get an answer with the source behind it. Nothing leaves your Snowflake.
- Lauren Pacheco NoneOkay, that last part matters. Can we see it by shipper? Like, pick a shipper and see loads, tickets, open deals, all on one page?
- Jordan Pike NoneYes, that's exactly the shape of it. Pages per shipper, plus chat and search over everything underneath. When we do a demo I'd want to do it on your data, not a canned set.
- Lauren Pacheco NoneGood. What's the time to value? Because if it's a year-long project I'll lose this room.
- Jordan Pike NoneFair question. For a team your size on our Growth tier we're talking weeks, not months. I won't promise a number today until I've seen the TMS side. That's the connector I know least about.
- Lauren Pacheco NoneIt's a fairly standard TMS, but we've customised a lot of fields. Our ops team added things over the years. Some of them mean something different depending on who you ask.
- Jordan Pike NoneMm. That's useful to know. So definitions, who owns what a field means. Do you have someone who can speak to that?
- Lauren Pacheco NoneI'd say me, plus one person in operations. I don't have a name I'd put on a contract yet.
- Jordan Pike NoneThat's fine, we'd want a named owner before kickoff, not today. Hey, Mike, is that you?
Mike Delaney NoneIt's me. Sorry. Where are we on the price?- Lauren Pacheco NoneMike, we literally just started. Give him a minute.
- Jordan Pike NoneNo, that's fair, Mike, and I'll be straight with you. We haven't scoped it yet, so anything I say is a placeholder. What I'm carrying in our system for a Growth deal at your size is a total of £62,000. That's the deal value, not a quote, and I'd want to earn the right to put a real proposal in front of you.
- Mike Delaney NoneIn USD, what's that?
- Jordan Pike NoneGood question. We invoice in pounds sterling for every customer, so I'd rather not give you a converted figure that's wrong by the time it lands. Your finance team can convert at the rate on the day. I'll flag it in the proposal so there's no surprise.
- Mike Delaney NoneHm. I don't love a contract I can't budget in dollars. Put that on the list. And what's the all-in cost, implementation included?
- Jordan Pike NoneThe total I just gave you is the all-in figure for the deal as we have it today. I'll break out the implementation piece separately in writing so you can see what recurs and what doesn't.
- Mike Delaney NoneOkay. Then I need an ROI. Not a deck full of adjectives. Bring me the ROI.
- Lauren Pacheco NoneThat's on me, Mike. I'll draft the business case with Jordan. Jordan, what do you need from me for that?
- Jordan Pike NoneThree things. How often you lose or put at risk a shipper and what that costs. How many hours your analysts spend on the reports. And roughly how many reps would use it. Rough is fine.
- Lauren Pacheco NoneI can get you the first two this week. The rep count I'll have to check with the sales director.
- Mike Delaney NoneRetention is the number I care about. Margin per load follows from keeping the good shippers. I don't take anybody's word on savings, so show me the method.
- Jordan Pike NoneUnderstood, and I'd rather show the method than a headline. We'd work from your own figures and you can challenge every line.
- Lauren Pacheco NoneOne more thing. Security. Our IT lead is going to ask where the data sits and who can see it.
- Jordan Pike NoneGood, and I'd rather that came up now. It runs in your Snowflake account, so your access rules apply. I'm happy to put your IT lead on a call and answer anything directly, including the parts that aren't a perfect fit.
- Lauren Pacheco NoneLove this, next step?
- Jordan Pike NoneHere's what I'd propose. I send a short list of data questions today. You pull the retention and analyst numbers. We book a demo on a slice of your Salesforce data. And I'm working to a decision by Friday 15 May 2026, so we have time to do this properly. What would make this a yes for you both?
- Mike Delaney NoneThe ROI, in dollars, and an invoice that's right. That's it.
- Lauren Pacheco NoneAnd a named owner on your side who answers the phone. Thanks, Jordan. Talk soon.
- Jordan Pike NoneDone. Thanks, both. I'll email the questions within the hour.
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