Thornwick Haulage / BB-Demo – Discovery
Callcompleted
Thornwick Haulage: documents · 2023-11-28 12:00
Tom Ashdown ran discovery with Dan Firth and Emma Firth on 28 Nov 2023. He positioned Starter at £22,000 a year plus a £6,000 implementation. Emma asked about cost, trial and support. A demo was proposed.
What was said
What this says
Current to 11 Oct 26Tom Ashdown ran discovery with Dan Firth and Emma Firth on 28 Nov 2023. He positioned Starter at £22,000 a year plus a £6,000 implementation. Emma asked about cost, trial and support. A demo was proposed.
What happened: Tom Ashdown ran a discovery call with Dan Firth, Head of Insight, and Emma Firth, Finance Director, on 28 Nov 2023. He pitched the brain as one plain-English query layer across CRM, calls, emails and accounting.
Customer view: Dan asked whether it needs technical skill and how it differs from the CRM. Emma asked about cost, a trial and what happens if something goes wrong.
Commercial: Tom positioned Starter at £22,000 a year with a £6,000 implementation and a one-year commitment. He also promised quarterly check-ins with Marcus, whereas Starter includes a six-monthly check-in.
Watch: The evidence does not show an order form or a booked demo date. Tom proposed a demo on data like theirs.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to book a demo on shipment and customer data with Dan and Emma.
- Tom Ashdown to confirm the check-in cadence before any proposal is issued.
Risks
Current to 9 Oct 26- Tom quoted Starter at £22,000, which matches the later v2 list rather than the £19,500 v1 list, so the price may need settling in the order form.
- Tom promised quarterly check-ins on Starter, which includes a six-monthly check-in.
- Emma Firth probed the trial and exit terms, so value must show early in a one-year term.
Opportunities
Current to 9 Oct 26- Dan and Emma both engaged, with ops and finance named as the likely first users of a Starter brain.
Transcript
Tom Ashdown NoneDan, Emma, thanks for making the time. How's it going?
Dan Firth NoneGood, thanks Tom. We're keen to hear about this.- Tom Ashdown NoneRight. So I'll give you the elevator pitch. You've got a CRM, calls, emails, all the data about your customers and your operations. The brain lets your team ask questions across all that without logging into multiple tools.
Emma Firth NoneLike what kind of questions?- Tom Ashdown None'Which customers are overdue on payment', 'show me all shipments in the last month with issues', 'who called in about pricing last week'. Anything you'd normally dig through systems for.
- Dan Firth NoneAnd it's in plain English? Not technical?
- Tom Ashdown NonePlain English. No SQL, no coding. Just ask what you want to know.
- Emma Firth NoneWho would use it?
- Tom Ashdown NoneYour ops team, finance, customer service, anyone who needs to pull data together quickly. You'd probably start with your operations lead and finance.
- Dan Firth NoneHow is this different from what we could do in our CRM?
- Tom Ashdown NoneYour CRM is good for sales data. The brain brings in emails, calls, your accounting, everything. One query, one answer. Your CRM would make you search three places.
- Emma Firth NoneOkay. What's the cost?
- Tom Ashdown NoneThere's a one-off implementation fee and an annual subscription. For Thornwick, I'd say Starter is the fit: that's up to fifteen users, four connectors, and you get search, chat, pages. Starter is twenty-two thousand a year, implementation is six thousand.
- Dan Firth NoneAnd how long to set up?
- Tom Ashdown NoneFour weeks. We handle the heavy lifting: connecting your systems, testing, making sure it all works, training your people.
- Emma Firth NoneWhat if we just want to try it?
- Tom Ashdown NoneIt's a one-year commitment on the subscription. You've got the full year to see if it works. After that, thirty days to say you want to end it. But most companies see value within the first couple of months.
- Dan Firth NoneWho would we be working with?
- Tom Ashdown NoneI'm your main point of contact for commercial stuff. For implementation, you'd get Hamza, who's really good at getting people up and running. And then Marcus, our CSM, would do quarterly check-ins with you to make sure things are working.
- Emma Firth NoneAnd if something goes wrong?
- Tom Ashdown NoneYou raise a ticket. Starter gets a four-business-hour response time. We're pretty responsive.
- Dan Firth NoneRight. What's next?
- Tom Ashdown NoneI'd like to do a demo. Show you the brain on data like yours: shipments, customer interactions, that kind of thing. Then if you're interested, we talk proposal. When's good for you both?