Vossberg Logistik / BB-Demo – Discovery
Callcompleted
Vossberg Logistik: documents · 2025-09-15 11:30
First discovery call with Vossberg Logistik. Insight and Finance want one query layer over Salesforce, the WMS and email. Enterprise was quoted; EU data residency is a must; Finance said it is worth exploring.
What was said
What this says
Current to 11 Oct 26First discovery call with Vossberg Logistik. Insight and Finance want one query layer over Salesforce, the WMS and email. Enterprise was quoted; EU data residency is a must; Finance said it is worth exploring.
What happened: Sophie Ling ran discovery with Lena Vogel, Head of Insight, and Julia Krause, Finance Director. Lena's three-person team joins Salesforce, WMS, email and call notes by hand, which takes days.
Customer view: Julia asked what it solves and costs, and called the price significant. Lena sized the audience at about fifty people, and said EU residency is required.
Commercial: Sophie recommended Enterprise because Growth caps at 40 users and would be tight. She quoted one hundred and fifty-five thousand for year one, covering subscription and implementation, with a 12 week build.
Watch: Julia is the cost gatekeeper and was comparing Growth. The call was held on 15 Sep 2025 and the evidence does not show a decision.
Themes
Current to 9 Oct 26Theme
Enterprise scope and price
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Sophie Ling to send the call summary and follow up the following week if Vossberg does not reply.
- Detailed discovery with the customer's IT team on architecture and security, then a security review.
Risks
Current to 9 Oct 26- Finance called the first-year figure significant and asked about Growth, so price could push the deal down a tier.
- EU data residency is a stated requirement and must be committed in the order form.
Opportunities
Current to 9 Oct 26- About fifty users would exceed the 40 included in Growth, which supports Enterprise.
- Lena asked about adding connectors after a couple of months, which points to add-on sales.
Transcript
Sophie Ling NoneLena, Julia, good morning. Thanks for joining. Have you both got about forty-five minutes?
Lena Vogel NoneWe've got it. Julia's joining from finance, she needs to understand the investment side.
Julia Krause NoneMorning. I'm keen to understand what this solves and what it costs.- Sophie Ling NonePerfect. So I want to learn about you first. Lena, you're in Insight, can you walk me through what that means at Vossberg?
- Lena Vogel NoneYeah, so we're trying to build an analytics function for the logistics side. We have warehouses, distribution routes, customer contracts. But the data lives in different places: the WMS, Salesforce for customer data, spreadsheets, email. My team is trying to pull this together to give operations visibility.
- Sophie Ling NoneHow big is your team?
- Lena Vogel NoneThree people including me. We're small, so we're pretty stretched.
- Sophie Ling NoneAnd what's the biggest pain right now, where are you spending the most time?
- Lena Vogel NoneHonestly, integration. We're trying to join customer info from Salesforce with performance metrics from the WMS, and then layer in email and call notes because a lot of our deals are verbal. Right now, that's manual. It takes days.
- Sophie Ling NoneAnd what would happen if you could do that in an afternoon?
- Lena Vogel NoneOps would get dashboards faster, and they could actually see account health in real time instead of waiting for me to dig through systems.
- Julia Krause NoneWhat's the cost of this, is it software, is it people?
- Sophie Ling NoneSo BB-Demo is a software subscription that sits in the middle. You point it at your systems, Salesforce, the WMS, email, Slack, whatever, and it builds a unified query layer. Your team asks questions in plain English and gets answers that pull from all those systems at once. No coding, no data team required.
- Julia Krause NoneWhere does it run?
- Sophie Ling NoneInside your Snowflake account. We handle the connectors and the query engine, you own the data and the account. It's your infrastructure.
- Lena Vogel NoneAnd how long would it take to get something working?
- Sophie Ling NoneFor an Enterprise tier, which I'd recommend given your scope and compliance needs, it's typically twelve weeks. That's eight weeks of building connectors and working with your teams, four weeks of security review because regulated customers need that, and onboarding.
- Julia Krause NoneWhat's the pricing?
- Sophie Ling NoneEnterprise for the first year all-in is one hundred and fifty-five thousand. That covers the subscription and the implementation upfront.
- Julia Krause NoneThat's significant. What would change if we did Growth instead?
- Sophie Ling NoneGrowth is lower: but it's forty users max, eight connectors, less intensive support. Enterprise gives you one hundred and fifty users, twenty connectors, premium support, and dedicated resources.
- Lena Vogel NoneHow many users would we realistically need?
- Sophie Ling NoneThat depends. Who's going to be using the brain?
- Lena Vogel NoneOps leadership, my team, probably parts of sales, maybe fifty people total across those groups.
- Sophie Ling NoneThen Growth would probably be tight. You'd hit forty pretty fast. Enterprise gives you the headroom and the connectors to pull in more systems. Plus, you get a named support engineer available most of the day.
- Julia Krause NoneWhat does regulated mean in that context?
- Sophie Ling NoneLogistics handles sensitive customer data. There might be compliance requirements, GDPR in Europe, data residency, audit trails. Enterprise includes security review support and we can commit to EU data residency.
- Lena Vogel NoneWe would need EU residency. We're in Hamburg, most of our data is in Europe.
- Sophie Ling NoneThat's a standard request for us. We can commit to that. It's included in the Enterprise tier.
- Julia Krause NoneOkay, so one hundred and fifty-five thousand for year one, then what, lower in year two?
- Sophie Ling NoneYes. Year two onwards, you renew at the Enterprise subscription price. The implementation is one-time. After that, you renew every year and you've got the option to upgrade, add more users or connectors, or change tiers.
- Lena Vogel NoneWhat if we want to pull in more connectors later, say after a couple of months?
- Sophie Ling NoneThat's an add-on. You can discuss during the contract what you might need and bundle it, or add them as you go.
- Julia Krause NoneSo if we wanted to go ahead, what does the next step look like?
- Sophie Ling NoneWe'd do a more detailed discovery: dive into your systems, talk to your IT team about architecture and security. Then we'd run a security review with your team. Once that's signed off, we'd get an order form together and kick off implementation.
- Lena Vogel NoneWhen are you thinking?
- Sophie Ling NoneIf we move fast, we could start in November, go live in January or February. But no pressure, I wanted to get this on your radar and see if it's worth exploring.
- Julia Krause NoneIt is. Let me talk to the team and we'll loop back with next steps.
- Sophie Ling NonePerfect. I'll send over a summary of what we talked about, and I'll follow up next week if I don't hear from you. Sound good?
- Lena Vogel NoneSounds good. Thanks, Sophie.
- Julia Krause NoneThanks.
- Sophie Ling NoneCheers, both. Speak soon.
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