Copperwick Logistics / BB-Demo – Negotiation
Callcompleted
Copperwick Logistics: documents · 2026-04-22 14:00
Negotiation call on the £62,000 Growth deal with the CFO, controller and BB-Demo's VP Sales present. Discount room is first term only, invoicing must be right first time, and the ROI is due before signature by 15 May 2026.
What was said
What this says
Current to 11 Oct 26Negotiation call on the £62,000 Growth deal with the CFO, controller and BB-Demo's VP Sales present. Discount room is first term only, invoicing must be right first time, and the ROI is due before signature by 15 May 2026.
What happened: Jordan Pike hosted on 22 Apr 2026 with Owen Tallis joining for pricing and terms. Victor Sandoval, the controller, took part for the first time on these calls.
Commercial: Owen restated £62,000 as the total deal value including the one-off implementation fee. He said discount room exists on the first term only and comes with a signature by 15 May 2026.
Customer view: Mike Delaney wants the ROI against margin per load and a contract he can budget. Lauren Pacheco frames the value as not walking into shipper calls blind.
Watch: Tax treatment of a UK invoice to a Chicago entity is still open. The evidence does not show whether the deal signed.
Themes
Current to 9 Oct 26Theme
Growth deal terms and ROI
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 revised order form, invoice schedule and security one-pager.
- Victor Sandoval marks up the invoice schedule once he has the draft.
- Lauren Pacheco sends Mike Delaney the ROI case against margin per load.
Risks
Current to 9 Oct 26- The CFO signs only after the ROI case, so the deal depends on the customer's own margin per load numbers.
- The first-term discount is tied to signature by 15 May 2026 and does not carry forward to renewal.
- The tax treatment of invoices from London to a Chicago entity is unanswered and could slow the controller's sign-off.
Opportunities
Current to 9 Oct 26- Lauren's retention case for shipper-level visibility gives the CFO a business reason to buy.
- Reps see the Salesforce view early, ahead of the TMS and support connectors.
- Quarterly invoicing on request suits the controller's cash planning.
Transcript
Jordan Pike NoneHey everyone, can you hear me okay? I see Lauren and Victor. Owen's just joining, and Mike, good to see you on the line.
Mike Delaney NoneI can hear you. What's the price?- Jordan Pike NoneHa, straight to it. I'll get there, Mike, I promise. One-line agenda first: we walk the Growth proposal, we talk terms and invoicing, and we agree a dated next step. We've got twenty-five minutes, so I'll keep an eye on the clock.
Lauren Pacheco NoneLove it. Quick heads up, I've got a hard stop at the end of the slot, so let's make it count.
Owen Tallis NoneAfternoon all, sorry, I'm here. Owen Tallis, I run sales at BB-Demo. Jordan's been leading with you, I'm just here because pricing and terms land with me. Jordan, where do we stand against the fifteenth of May?- Jordan Pike NoneTo be transparent, Owen, here's where we are. Proposal is out, Lauren's team has seen the brain on their own Salesforce data, and we're in negotiation. The expected close is 15 May 2026. Today is Wednesday 22 April 2026, so we have a few weeks.
- Mike Delaney NoneOkay. The price. All-in cost.
- Owen Tallis NoneAll-in is £62,000. That's the total deal value on Growth, and it includes the one-off implementation fee. It is not the annual subscription on its own, so please don't read it as a yearly run rate.
- Mike Delaney NoneIn USD, what's that?
- Owen Tallis NoneWe invoice in pounds, always. The dollar number moves with the rate on the day, so I won't give you one I can't stand behind. Victor, your team can convert it on the invoice date and I'd rather you saw it that way.
Victor Sandoval NoneYeah, that's fine, we do that anyway. Mike converts everything, so no surprise there. What I need to know is how it's invoiced. Is it all up front or split between implementation and subscription?- Jordan Pike NoneGood question. Implementation is a fixed fee and it's billed when you join. The subscription is annual, in advance. If it helps your cash planning, quarterly is possible on request.
- Victor Sandoval NoneQuarterly would help. And payment terms?
- Owen Tallis NoneThirty-day terms from invoice. Standard for us, and it's written into the order form.
- Victor Sandoval NoneOkay. And the invoice will come from a UK entity? I want to flag that to our tax people, since we're in Chicago.
- Jordan Pike NoneYes, it comes from BB-Demo in London. To be transparent, I'm not the person to say anything on tax treatment. I'd rather get you that answer in writing from our finance team than guess on a call.
- Victor Sandoval NoneThat works. Put it in the follow-up and I'll pass it along.
- Lauren Pacheco NoneCan I jump in? Mike, I know you want the ROI before anything gets signed. Can we cover that here? I don't want this to stall on the business case.
- Mike Delaney NoneBring me the ROI. I don't take a vendor's word on savings.
- Owen Tallis NoneFair, and I wouldn't ask you to. Let's not do it on our numbers. Lauren, you did the groundwork on this. What does a rep lose today when they go into a shipper call blind?
- Lauren Pacheco NoneTime, mostly. A rep opens Salesforce, then the TMS, then support, and tries to stitch together what happened with that shipper. Half the time they miss a service issue and walk into the call cold. We lose shippers on that kind of thing. Can we see it by shipper? That's the whole point for me.
- Mike Delaney NoneRetention. What's a shipper worth to us?
- Lauren Pacheco NoneDepends on the lane. I can pull it from our own numbers, a couple of the larger Midwest shippers, and what we've lost in the last year. It's our data, so you'd trust it more than anything BB-Demo says.
- Mike Delaney NoneGood. Do that. Put it against margin per load, not revenue.
- Lauren Pacheco NoneGot it. Margin per load. I'll have a first pass before the fifteenth.
- Owen Tallis NoneThat's helpful. Jordan can help you frame it, but the numbers stay yours. Mike, what would make this a yes for you, beyond the ROI?
- Mike Delaney NoneContract in a form I can budget. And invoices that are right the first time. We've had vendors invoice wrong, then spend a month fixing it.
- Jordan Pike NoneThat's fair, and I'll make sure the order form spells out exactly what's billed and when. Victor, I'd like you to read the invoice schedule before anyone signs, so there are no surprises.
- Victor Sandoval NoneHappy to. Send me the draft and I'll mark it up.
- Mike Delaney NoneAny discount?
- Owen Tallis NoneThere's some room on the first term, and only the first term. I'll be clear about that now so nobody's surprised at renewal: it doesn't carry forward. If we use it, it comes with a signature by the fifteenth. I'd rather not discount twice.
- Mike Delaney NoneSo if I sign by the fifteenth, what do I get?
- Owen Tallis NoneLet me bring you a clean number in the revised order form rather than quote one off the cuff. Jordan will send it with the follow-up. What I can say is it stays inside what the tier allows, and it's first term only.
- Mike Delaney NoneFine. I'll read it when it comes.
- Lauren Pacheco NoneOne more from me. What's the time to value? If we sign on the fifteenth, when do my reps actually see something?
- Jordan Pike NoneGrowth implementation runs about two months, and the order form will list the connectors we've promised with a go-live commitment for each. Salesforce first, then the TMS, then support. Your reps see the Salesforce view early, well before the rest.
- Lauren Pacheco NoneOkay, love that. And it runs inside our Snowflake, right? Our security folks will ask.
- Jordan Pike NoneRight. It's built and run inside your own Snowflake account, so your data doesn't leave it. Happy to put a one-pager together for your security people, and if they have questions I'd rather hear them early.
- Lauren Pacheco NonePerfect. Send that over and I'll forward it.
- Owen Tallis NoneLet me read back what I've got. Jordan sends the revised order form, the invoice schedule and the security one-pager. Victor marks up the invoicing. Lauren sends Mike the ROI case against margin per load. And Mike reads it. Who signs?
- Mike Delaney NoneI sign. After the ROI.
- Owen Tallis NoneThen what's the next dated step? I'd like the markup and the ROI back in a week, so we have time to land it by the fifteenth.
- Lauren Pacheco NoneThat works for me. Love this, next step is on us.
- Victor Sandoval NoneFine by me too.
- Jordan Pike NoneGreat. Thanks all, and I'll get that follow-up out today. Thanks, everyone.
- Mike Delaney NoneThanks.
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