Trevanion Marine / BB-Demo – Demo
Callcompleted
Trevanion Marine: documents · 2023-10-19 14:00
On 19 Oct 2023 Tobias Renwick demoed the brain to Ian Nuttall, Operations Director. Ian liked it and named Chris, the MD, as the commercial sign-off. Tom Ashdown promised a proposal that week.
What was said
What this says
Current to 11 Oct 26On 19 Oct 2023 Tobias Renwick demoed the brain to Ian Nuttall, Operations Director. Ian liked it and named Chris, the MD, as the commercial sign-off. Tom Ashdown promised a proposal that week.
What happened: Tobias showed the brain querying Salesforce, calls, tickets and emails in the customer's own Snowflake account. Ian asked about English-language questions, setup time, support and add-ons.
Customer view: Ian found the commitment-capture example useful and said the team misses such things sometimes. He raised no objection on the call.
Commercial: Tom positioned Starter with four connectors and fifteen users. Chris is the MD and will join the commercial discussion.
Watch: Tobias described the Starter check-in as quarterly, while the Starter tier is defined with a six-monthly check-in. The call does not show a security questionnaire being returned.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown sends the proposal and security questionnaire that week.
- Tom books a commercial call with Ian and Chris for the following week.
Risks
Current to 9 Oct 26- The quarterly check-in described for Starter differs from the six-monthly check-in in the tier definition.
- Chris, the MD, had not yet seen the brain and holds the commercial sign-off.
Opportunities
Current to 9 Oct 26- Ian asked about extra connectors and users, which are add-ons beyond Starter's four connectors and fifteen users.
- Commitment capture from calls resonated with Ian and can anchor the value case.
Transcript
Tom Ashdown NoneRight, Ian, can you hear Tobias okay?
Ian Nuttall NoneYep, loud and clear.- Tom Ashdown NoneGood. Tobias is our CTO, he built the brain, and he's going to walk you through how it works on your data. Tobias, over to you.
Tobias Renwick NoneThanks, Tom. Hi Ian. So what I'm going to show you is how the brain indexes your Salesforce, your call recordings, and your helpdesk into a single queryable layer. To be precise, the brain runs inside your own Snowflake account. You control it completely. We never have a copy of your data.- Ian Nuttall NoneGood. And I can ask it questions in English?
- Tobias Renwick NoneExactly. Let me show you. I've loaded a sample of your Salesforce and a couple of weeks of call recordings. So I'm going to ask the brain: show me all the conversations where a client mentioned expanding their project scope in the last month.
- Tobias Renwick NoneAnd it's found seven conversations. You can drill into any one, like this call here from a week ago where the customer said they wanted to add another vessel to the contract. You can listen to the exact moment they said it, see what your team replied, and check whether it's been actioned.
- Ian Nuttall NoneThat's very useful. We miss things like that sometimes.
- Tobias Renwick NoneRight. The honest answer is that's the biggest value: you're capturing commitments as they're made, in the customer's voice, and you're not relying on someone to write it down in a ticket afterwards. Another example: show me which of our clients have had more than three touchpoints in the last quarter but haven't made a purchase.
- Ian Nuttall NoneAnd that works across calls and emails as well as Salesforce?
- Tobias Renwick NoneAcross everything. Salesforce, calls, tickets, emails. The trade-off is we're building this on your data, so the quality of what you get out depends on the quality of your data going in. But we can work with you on that.
- Ian Nuttall NoneHow long does it take to set up?
- Tobias Renwick NoneFour weeks from signature. Week one is a kickoff call where we agree on which systems to connect and who does what. Weeks two and three, we connect your systems and start indexing the data. Week four, you're live.
- Ian Nuttall NoneAnd after that, what does support look like?
- Tobias Renwick NoneOn Starter you get a quarterly check-in. If there's an issue, you can submit a ticket and we'll respond during business hours. The brain also refreshes nightly, so your data is fresh each morning.
- Ian Nuttall NoneOkay. And what about if we want to add more connectors later, or more users?
- Tom Ashdown NoneThat's an add-on conversation. Starter comes with four connectors, so Salesforce, calls, tickets, and emails cover you. If you wanted to pull in another system later, that's an extra connector. Same with users, you've got fifteen included on Starter.
- Ian Nuttall NoneGot it. So what's the next step here?
- Tom Ashdown NoneI'll put together a proposal with the scope, the terms, and the timeline. I'll also send over a security questionnaire, just standard stuff, your IT team will look at it. Then we'd have a call with you and Chris, I imagine he'd need to sign off?
- Ian Nuttall NoneYeah, Chris is the MD. He'll want to be involved on the commercial side.
- Tom Ashdown NoneGood. I'll get that proposal over to you this week, and we can get something in the diary with Chris for the following week.
- Ian Nuttall NoneSounds good. Cheers, Tom, and thanks Tobias.
- Tobias Renwick NoneThanks, Ian. Speak soon.