Cairnlea Homes / BB-Demo – Proposal
Callcompleted
Cairnlea Homes: documents · 2025-01-17 12:30
On 17 Jan 2025 Neil Metcalfe relayed IT's security questions and asked for a lower total than sixty-two thousand. He wants implementation to start by the end of February if the board signs off within two weeks.
What was said
What this says
Current to 11 Oct 26On 17 Jan 2025 Neil Metcalfe relayed IT's security questions and asked for a lower total than sixty-two thousand. He wants implementation to start by the end of February if the board signs off within two weeks.
What happened: Neil said the team liked the dashboards but IT asked about encryption and data held outside the UK. Tom Ashdown said data sits in Cairnlea's own Snowflake and can be placed in EU or US data centres.
Customer view: Neil asked for flexibility on the total and said something lower would help approval. Tom said there was little room on implementation and would speak to his boss.
Commercial: Tom restated Growth, 40 users, 8 connectors, 8 weeks of implementation. Board sign-off is the gate for a start by the end of February.
Watch: Tom's description of the support contact's hours was unclear and should be corrected in the written proposal.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the written proposal by the following Monday and chase sign-off.
- Tom to agree any pricing response with his manager and come back to Neil early the next week.
- Solutions engineer to send an architecture diagram and meet Cairnlea's IT contact on security.
Risks
Current to 9 Oct 26- Cairnlea wants a lower total and discounts are limited by BB-Demo's own rules.
- IT security questions on encryption and data location are still open and could delay board sign-off.
- A tight timeline to start implementation by the end of February depends on early board approval.
Opportunities
Current to 9 Oct 26- EU or US data residency could be offered as an add-on if IT requires it.
- A start by the end of February would land a Growth implementation early in the year.
Transcript
Tom Ashdown NoneNeil, hi. Good to chat again. I'm assuming you've had a chance to talk to the team about what we showed?
Neil Metcalfe NoneYeah, I have. They were pretty interested in the dashboards side of things. A couple of people had questions though.- Tom Ashdown NoneGo on, then. What's on their minds?
- Neil Metcalfe NoneMainly how secure it is. We're a housebuilder with customer data, so IT has asked about encryption and whether it's held outside the UK.
- Tom Ashdown NoneFair question. So it sits in your Snowflake, which you control. And by default that's UK-based, but we can put it in EU or US data centres if you want. All encrypted in transit and at rest.
- Neil Metcalfe NoneOkay, that's good. And the other thing, there was a question about cost. Is there any flexibility on the total investment?
- Tom Ashdown NoneSo you're looking at sixty-two thousand all-in for the first year. Let me see what I can do on that. Can you give me a sense of what works for you internally?
- Neil Metcalfe NoneWell, ideally something a bit lower would help us get approval.
- Tom Ashdown NoneRight, I hear you. I'll have a chat with my boss and come back to you on that. But I want to be straight with you, there's not a lot of wiggle room on the implementation side.
- Neil Metcalfe NoneFair enough. What else is in the proposal?
- Tom Ashdown NoneSo Growth tier, up to forty users, eight connectors. The implementation is eight weeks. That gets you trained, and all your data flowing. We'd install it on your site and run a training day for the admins.
- Neil Metcalfe NoneAnd the ongoing support? I remember that came up.
- Tom Ashdown NoneYeah, so with Growth you get quarterly business reviews with my team, and a dedicated support contact. He's available seven to eight in the evening, Monday to Friday, and he's there if anything breaks.
- Neil Metcalfe NoneOkay. So what's the next step?
- Tom Ashdown NoneI'm going to send you a proper proposal in the next couple of days, PDF, all the terms, the pricing, service levels. You can share that with your team. Then I'll find a time to sit down with your IT person and walk through the security bits they asked about.
- Neil Metcalfe NoneThat would be good. They'll want to see the architecture.
- Tom Ashdown NoneLeave that with me. I'll get my solutions engineer to send a diagram and answer any technical questions. And I'll circle back on the pricing, yeah? I reckon I'll know more by early next week.
- Neil Metcalfe NoneExcellent. How long does the board need for a sign-off?
- Tom Ashdown NoneNo idea, but you know your process better than I do. What's the timeline you're looking at?
- Neil Metcalfe NoneIf we get everything signed off internally in the next two weeks, we'd want to kick off implementation by the end of February.
- Tom Ashdown NoneThat's tight but doable if you sign off early in the week. I'll get everything to you by next Monday, and then we'll chase it.
- Neil Metcalfe NoneSounds good.
- Tom Ashdown NoneCheers, Neil. Let's speak next week once you've seen the proposal. I'll send it over first thing.