Copperwick Logistics / B-Brain – 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 B-Brain side.
Commercial: Jordan gave £62,000 as a deal value for a Growth deal, not a quote, and declined to convert currency because B-Brain 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 26Who was there
B-Brain
Them
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 B-Brain 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.