Copperwick Logistics / BB-Demo – Proposal
Callcompleted
Copperwick Logistics: documents · 2026-03-27 16:00
Proposal call on the Growth tier at £62,000 total deal value. The CFO wants amounts fixed in pounds, a line-by-line ROI and a correct first invoice before he signs, with a target of Friday 15 May 2026.
What was said
What this says
Current to 11 Oct 26Proposal call on the Growth tier at £62,000 total deal value. The CFO wants amounts fixed in pounds, a line-by-line ROI and a correct first invoice before he signs, with a target of Friday 15 May 2026.
What happened: Jordan Pike walked Lauren Pacheco and Mike Delaney through the Growth proposal on 27 Mar 2026. The £62,000 is the whole deal as scoped, not a yearly price.
Customer view: Lauren wants the shipper view she promised her team, and Jordan wrote it as a named deliverable. Mike will test the ROI line by line and wants the invoice right the first time.
Commercial: Mike asked for a dollar figure and was told BB-Demo invoices in pounds. He accepted that, provided the contract fixes the amounts in pounds.
Watch: The close target is Friday 15 May 2026, conditional on the ROI holding and the contract wording. The evidence does not show the outcome.
Themes
Current to 9 Oct 26Theme
Growth proposal, ROI and invoicing
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- Jordan Pike sends the order form draft with sterling amounts and the access note early the following week.
- Mike Delaney reviews the ROI that Lauren Pacheco sent him.
- Lauren Pacheco names the customer owner at kickoff.
Risks
Current to 9 Oct 26- The CFO will only proceed if the ROI holds under his line-by-line review.
- An incorrect first invoice would cost trust with a CFO who has been burned by vendors before.
- The CFO wants a dollar figure that BB-Demo cannot give because it invoices in pounds.
Opportunities
Current to 9 Oct 26- The Growth tier covers sales, operations and support, with shipper pages and the dashboards builder.
- Lauren is a clear champion and will name an owner in operations at kickoff.
- A written access list answers the IT lead's only security request.
Transcript
Jordan Pike NoneHi Lauren, hi Mike. Quick agenda: walk the proposal, take your questions, agree what happens next. We have about half an hour, does that work?
Lauren Pacheco NoneWorks for me. Hard stop at the half hour, I've got a pipeline review right after. Mike's here.
Mike Delaney NoneWhat's the all-in cost?- Jordan Pike NoneStraight to it, I like that. The proposal is the Growth tier, and the total deal value is £62,000. That's the whole deal as scoped, not a yearly price on its own. Page two of the document splits out what's the one-off implementation and what's the subscription.
- Mike Delaney NoneIn USD, what's that?
- Jordan Pike NoneTo be transparent, I still can't give you a dollar figure I'd stand behind, because we invoice in pounds. What I can do is put the sterling amount on every invoice and the payment terms alongside, so your team converts on the day it's due.
- Mike Delaney NoneI'll live with it. But I want it written in the contract that the amounts are fixed in pounds and nothing else moves. No surprises on top.
- Jordan Pike NoneYes. The order form states the amounts, and anything not in it doesn't get billed. If something changes, it changes in writing.
- Lauren Pacheco NoneOkay, can we go through scope? I want to make sure what I told my team is what they get.
- Jordan Pike NoneSure. Here's the scope. Growth covers several teams, so sales, operations and support can all use it. Connectors for Salesforce, your TMS and the helpdesk are all inside the tier. You get pages per shipper, chat, search and the dashboards builder, plus quarterly reviews with your customer success manager, Hollie Grieve.
- Lauren Pacheco NoneCan we see it by shipper, like we talked about? That's the whole reason I'm doing this.
- Jordan Pike NoneYes. That's the demo we did on your Salesforce slice, and the shipper page pulls in loads and tickets once the TMS and helpdesk are live. I've written the shipper view as a named deliverable so it's not left to interpretation.
- Lauren Pacheco NoneGood. What's the time to value now that you've seen the TMS fields?
- Jordan Pike NoneThe custom fields are the long pole, like you warned me. Implementation is a fixed fee and a fixed length on the proposal, and the connectors you're buying carry a commitment to be live within a set number of days. Hollie will walk your owner through the field definitions in the first sessions.
- Lauren Pacheco NoneI've got the owner. It's one person in operations and me. I'll name them in the kickoff.
- Jordan Pike NoneGreat, and that matters more than any feature, honestly.
- Mike Delaney NoneLauren, you owe me an ROI. Where is it?
- Lauren Pacheco NoneI sent it to you last night, Mike, check your inbox. Short version: analysts' hours back, plus shippers we'd catch before they leave. Jordan helped with the method.
- Jordan Pike NoneI built it from your figures, not ours. Every line has an input you gave us and you can change any of them. If a number looks too kind, say so and we'll cut it.
- Mike Delaney NoneI don't take a vendor's word on savings. I'll go through it line by line. If it holds, we talk.
- Jordan Pike NoneThat's all I'm asking. What would make this a yes, in your view? Is it only the ROI, or is there something else?
- Mike Delaney NoneThe ROI. And the invoice being right the first time. I've been burned by vendors who invoice wrong and take two months to fix it.
- Jordan Pike NoneUnderstood. I'll have our finance team confirm the invoice details with yours before anything is issued, so the billing contact and the purchase order are right from day one.
- Lauren Pacheco NoneSecurity. Our IT lead read the document. She's fine with Snowflake, she just wants the access list in writing.
- Jordan Pike NoneGood, I'll add a short note listing who has access to what, and I'll be upfront about anything that's a limit. Nothing hidden.
- Lauren Pacheco NoneLove it. Timeline, though. Mike, are we still aiming at Friday 15 May 2026?
- Mike Delaney NoneIf the ROI holds and the contract says what Jordan just said. Yes.
- Jordan Pike NoneThen here's the plan. I send the order form draft early next week, with the sterling amounts and the access note. Mike reviews the ROI. Lauren names the owner. We check in again before the end of next month in case anything shifts.
- Lauren Pacheco NonePerfect. Thanks! Lauren
- Mike Delaney NoneMike. Talk soon.
- Jordan Pike NoneThanks, both. Speak soon.
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