Marrowby Foods / BB-Demo – Proposal

First commercial conversation with Marrowby Foods: a £62,000 Growth deal at the CRM demo stage, with the Finance Director attending. Neither earlier call showed a price, a budget holder or a decision process.

Context: Marrowby Foods is a prospect with no order form, no invoices and contracted ARR of £0. Kirsty Priestley, Operations Director, was positive at the 17 Sep 2026 demo. Asif Illingworth, Finance Director, has attended only the 20 Aug 2026 discovery call.

Approach: Lewis Kerr should present Growth sized for forty to fifty users, above the 40 Growth includes. He should anchor the value on Asif's margin goals before price. He should then ask about budget, decision process, timeline and Ed Eccles' procurement steps.

Watch for: The 20 Sep 2026 security questionnaire offers SSO at Growth, but the tier list places SSO at Enterprise. The evidence does not show whether Hannah Lowe has corrected that answer, or whether Theo Gallagher has confirmed that the production system tracks inventory.

AI · claude-opus-5-5 · 11 Oct 2026