Trevanion Marine / BB-Demo – Discovery
Callcompleted
Trevanion Marine: documents · 2023-10-02 16:15
Ian Nuttall, Operations Director, described stitching Salesforce, calls, emails and tickets by hand and losing follow-ups. Tom Ashdown pitched Starter and agreed to arrange a demo on Trevanion's own data.
What was said
What this says
Current to 11 Oct 26Ian Nuttall, Operations Director, described stitching Salesforce, calls, emails and tickets by hand and losing follow-ups. Tom Ashdown pitched Starter and agreed to arrange a demo on Trevanion's own data.
What happened: On the 2 Oct 2023 discovery call Ian described manual stitching across four systems and field and office teams on different tools. He expects ten to fifteen users.
Customer view: He said the company is losing follow-ups and commitments and wants to see what is available. He asked whether data stays in their systems and was told it runs in their own Snowflake warehouse.
Commercial: Tom positioned Starter, four weeks from signature, quoting twenty-eight thousand pounds all-in for year one. These are spoken figures on a discovery call, not contract terms.
Watch: The evidence does not show whether the demo took place or what followed.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send Ian a short brief on the access and sample data needed.
- Tom Ashdown to book a demo with Hannah on Trevanion's own data for the following week.
Risks
Current to 9 Oct 26- The year-one price was quoted verbally and the renewal remark about next year's pricing was left for later, so price expectations are not settled.
Opportunities
Current to 9 Oct 26- Starter fits ten to fifteen users across Salesforce, calls, emails and tickets, with a clear pain around lost follow-ups.
Transcript
Tom Ashdown NoneIan, how's it going? How's the week been?
Ian Nuttall NoneGood, good. Busy with the yard operations, but looking forward to this call.- Tom Ashdown NoneNo drama. So I'd like to understand a bit more about how you're managing data at Trevanion right now. What's your biggest headache when it comes to getting a view across your systems?
- Ian Nuttall NoneHonestly, it's the manual work. We've got our CRM: we use Salesforce: we've got call recordings from our sales team, we've got emails, tickets in a helpdesk system. When we need to know something like, how many of our clients have asked about a certain service or what the trend is, we have to pull data from multiple places and stitch it together manually.
- Tom Ashdown NoneRight, so you're not really getting a single view of the customer across those systems.
- Ian Nuttall NoneExactly. And we've got engineers in the field, project managers in the office, all of them using different systems. There's no real way to see, say, what's been discussed with a customer across all our interactions.
- Tom Ashdown NoneYeah, that makes sense. How many people would need to use something like this?
- Ian Nuttall NoneI'd say ten, maybe fifteen people across the team. Managers, project leads, some of the senior engineers.
- Tom Ashdown NoneAnd are you looking at this because you think there's a tool that could do some of this automatically, or is there a specific problem you're trying to solve right now?
- Ian Nuttall NoneBoth, really. We're losing things, follow-ups, commitments we've made. And we're spending time on work that feels like it should be automated. I wanted to look at what's out there.
- Tom Ashdown NoneGood. So the brain is essentially an AI layer that sits on top of your Salesforce, your calls, your emails, your tickets. It indexes all that and lets you ask questions across it in plain language. Instead of hunting through four systems, you ask the brain and it searches everything at once.
- Ian Nuttall NoneAnd the data stays in our systems?
- Tom Ashdown NoneYes, it runs inside your own Snowflake warehouse. You own everything.
- Ian Nuttall NoneRight. And how does implementation work?
- Tom Ashdown NoneFor Starter, which would be a good fit for where you're at, it's four weeks from signature. We connect your systems, index the data, and your team gets the brain. The all-in is twenty-eight thousand pounds for year one.
- Ian Nuttall NoneAnd after that?
- Tom Ashdown NoneAnnual subscription. The Starter renewal is nineteen thousand five hundred a year, but that's at next year's pricing. Worth a conversation when you get there.
- Ian Nuttall NoneFair enough. What would be the next step?
- Tom Ashdown NoneI'd like to bring Hannah, she's one of our solutions engineers, in to walk through a demo on your actual data. We'd need a bit of access to your Salesforce, maybe a sample of your calls, so she can show you what the brain would actually do. Would that be something you'd want to do in the next couple of weeks?
- Ian Nuttall NoneYeah, I think so. We'd need to sort the access, but that shouldn't be a problem.
- Tom Ashdown NoneBrilliant. I'll send you a little brief on what we need, and I'll get something in the diary for next week. That work for you?
- Ian Nuttall NoneNext week's good. Cheers, Tom.
- Tom Ashdown NoneCheers, mate. Speak soon.