Copperwick Logistics / B-Brain – Qbr
Callcompleted
Copperwick Logistics: documents · 2026-10-09 15:30
Copperwick's CFO Mike Delaney questioned paying for forty seats with under nine active users and asked for a one-page ROI before any renewal talk. Usage and questions are rising and the connection is stable.
What was said
What this says
Current to 11 Oct 26Copperwick's CFO Mike Delaney questioned paying for forty seats with under nine active users and asked for a one-page ROI before any renewal talk. Usage and questions are rising and the connection is stable.
What happened: Hollie Grieve ran the QBR with Lauren Pacheco, Mike Delaney and Tyler Nguyen. Usage is up, support is quiet and the refresh lands on time.
Customer view: Mike opened with the all-in cost and asked in USD. He challenged seat utilisation and rejected anecdotes, asking for cost on one side and what changed on the other.
Commercial: Mike asked whether the price stays the same at renewal. Hollie pointed to the order form and made no promise. Tyler asked about adding another system, which is a scoping question under Growth.
Watch: Value is not yet proven in the customer's own numbers, and the CFO has made the ROI a condition of the renewal conversation. Hollie owes the dollar conversion, the questions by shipper view and the rep one-pager.
Themes
Current to 9 Oct 26Who was there
B-Brain
Them
Follow-up
Next steps
Current to 9 Oct 26- Hollie Grieve to get the dollar conversion from finance and send it to Mike Delaney directly.
- Hollie Grieve to send the questions by shipper view and the rep one-pager after the call.
- Lauren Pacheco to supply retention figures and the next reps to bring on, then reconvene on the ROI draft.
Risks
Current to 9 Oct 26- The CFO sees forty licensed seats against under nine active users and will not accept anecdotal value.
- Renewal talk is gated on a one-page ROI that depends on the customer's own retention and cost figures.
- He asked whether the price stays the same, so the renewal price is a likely sticking point.
Opportunities
Current to 9 Oct 26- Questions asked have risen sharply and are no longer from one person, which supports a value case.
- Tyler may connect another system, which Growth has room for.
- More account reps are due to be brought on, which would raise seat use.