Priya Raman

Delancey Haig / BB-Demo – Demo

Callcompleted

Delancey Haig: documents logo Delancey Haig: documents · 2024-04-30 09:45

Demo on Delancey Haig's own data. Saskia Mendes and Jess Ferrand found it useful, but Saskia needs a money-and-time case for sign-off. £53,800 quoted as Growth deal value, signature target 19 Jun 2024.

made from

What was said

What this says

Current to 11 Oct 26

Demo on Delancey Haig's own data. Saskia Mendes and Jess Ferrand found it useful, but Saskia needs a money-and-time case for sign-off. £53,800 quoted as Growth deal value, signature target 19 Jun 2024.

What happened: Hannah Lowe ran the demo on Delancey Haig's own extracts. Jess Ferrand tested it on a technology client and Saskia Mendes saw the director view.

Customer view: Saskia wants directors to catch contractor invoice disputes earlier. Jess wants one place to see what a client has said, been billed and complained about.

Commercial: Priya Raman quoted £53,800 for Growth, implementation included, as deal value and not an annual figure. Saskia must justify it to the sign-off group in money and time.

Watch: A first-term discount was left open, with no written offer yet. Saskia wants to meet Daniel Okafor before signing and needs security answers for IT.

AI · claude-sonnet-5-5 · 11 Oct 2026

AImade from

Themes

Current to 9 Oct 26
Theme
Growth demo, director visibility
Importance
praise
Sentiment
positive
Voice
champion
AImade from

Who was there

BB-Demo

CRMmade from

Them

CRMmade from

Follow-up

Next steps

Current to 9 Oct 26
  • Priya Raman to send the proposal splitting implementation from subscription, with the Growth service levels, by the end of that week.
  • Hannah Lowe to send the architecture diagram, connector plan and written answer on permissions.
  • Priya Raman to arrange an intro with Daniel Okafor before the proposal discussion.
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Risks

Current to 9 Oct 26
  • Sign-off sits with people Saskia has yet to brief, and they want the case in money and time, not features.
  • The brain cannot see what is not in a connected source, such as the client change Jess only heard about on a call.
  • Directors may not adopt it unless it is quicker than what they do now.
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Opportunities

Current to 9 Oct 26
  • Jess is the heaviest user in waiting and could pull other directors in.
  • Growth has room beyond the first three connectors, with email and the call recorder to follow.
  • Saskia accepted a second admin, and extra users or connectors are available as add-ons later.
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Transcript

  1. Priya Raman
    Priya Raman None
    Morning all, can you hear me alright? I'm on the laptop speakers, so shout if it sounds tinny.
  2. Hannah Lowe
    Hannah Lowe None
    Clear here. Morning, Priya. Morning, Saskia.
  3. Saskia Mendes
    Saskia Mendes None
    Morning! Right, I've got a story before we start, because it's relevant. A client rang me on Friday about a contractor invoice, and it turned out the account director had no idea there was a dispute open. It had been sitting there for two weeks. So, you know, the directors need this.
  4. Priya Raman
    Priya Raman None
    Ha, well, that's the perfect way in. Let me do a quick recap so we're all on the same page. Saskia and I spoke a few weeks back, we agreed the shape of what you're after, and today is the demo on your own data. Hannah's driving. The plan is that by the end of the hour you can tell us whether it does what the directors need, and then, if we can get this over the line by 19 June 2024, we keep momentum and you're live in good time. Happy to make this easy.
  5. Saskia Mendes
    Saskia Mendes None
    Good. And Jess is joining us, she's the one who'll actually live in it.
  6. Jess Ferrand
    Jess Ferrand None
    Sorry, sorry, I'm here. Just come out of another meeting. I've got a review with one of my technology clients this afternoon, so honestly I'm looking at this through that lens. Is that okay?
  7. Hannah Lowe
    Hannah Lowe None
    That's exactly the lens I'd want. Before I share anything, what do you most need to know by the end of this? Because I can go wide or I can go deep, and I'd rather go where it's useful.
  8. Jess Ferrand
    Jess Ferrand None
    Whether I can walk into a review and know what the client has said, what they've been billed and what they've complained about. Without opening five tabs.
  9. Saskia Mendes
    Saskia Mendes None
    And for me, the same thing but across all the directors. Plus catching the contractor invoice disputes early. That's the thing that keeps biting us.
  10. Hannah Lowe
    Hannah Lowe None
    Right. Then that's the order I'll go in. One thing to say first, so it doesn't surprise anyone later: the brain is built and runs inside your own Snowflake account. So what you're about to see is your data, sitting where your data already sits, not a copy that we hold somewhere else.
  11. Saskia Mendes
    Saskia Mendes None
    That'll matter to our IT people. Keep saying that.
  12. Hannah Lowe
    Hannah Lowe None
    I'll put it in writing as well. Okay, sharing now. Can you see a page with a search box?
  13. Jess Ferrand
    Jess Ferrand None
    Yep. Bit small. Oh, that's better.
  14. Hannah Lowe
    Hannah Lowe None
    So, the short answer to how this works is that it reads from the systems you've connected, your CRM, your accounting system, the helpdesk where complaints land, and it indexes them into one layer you can ask questions of. The longer answer is that each source has its own connector, and each connector refreshes overnight, so in the morning you're looking at yesterday's picture.
  15. Jess Ferrand
    Jess Ferrand None
    Is this up to date, though? That's my first question, always. I've been burnt before by tools that say they're live and then it's last week's numbers.
  16. Hannah Lowe
    Hannah Lowe None
    Fair, and I'll be precise about it. It's a nightly refresh, not real time. There's a timestamp on every source, so you can see when it last loaded. I'll show you where.
  17. Hannah Lowe
    Hannah Lowe None
    Here. See the small label under each record? That's the last refresh for that source. If a connector fails, that label stops moving, and that's how you'd spot it.
  18. Jess Ferrand
    Jess Ferrand None
    Okay. I like that it tells me. Most things just look confident.
  19. Priya Raman
    Priya Raman None
    Hannah, can I jump in? Just to say, this is the sample environment we loaded from the extracts Saskia's team sent over, so it's your real shapes, vacancies, placements, invoices, complaints.
  20. Saskia Mendes
    Saskia Mendes None
    Yes, and I'll admit I was nervous about the extract. It was a bit scruffy.
  21. Hannah Lowe
    Hannah Lowe None
    It was scruffy, honestly, but that's useful. It means what you see is realistic. We had to match a couple of client names that were spelled two different ways, and I'll show you where that bit up.
  22. Jess Ferrand
    Jess Ferrand None
    Can you just pull up the client I mentioned? The technology one, the one I'm meeting this afternoon.
  23. Hannah Lowe
    Hannah Lowe None
    Go on, tell me how you'd ask for it, and I'll type it as you say it.
  24. Jess Ferrand
    Jess Ferrand None
    Just, what's going on with them. Open vacancies, recent placements, anything outstanding on invoices, any complaints.
  25. Hannah Lowe
    Hannah Lowe None
    Okay, it's thinking. Give it a few seconds. There. So, you get a summary at the top, and underneath it shows its sources, so every line points back to a record.
  26. Jess Ferrand
    Jess Ferrand None
    Oh, that's, yeah. That's what I'd normally spend twenty minutes assembling. It's got the open vacancies and the placements from last quarter. Wait, scroll down. Is that an invoice query?
  27. Hannah Lowe
    Hannah Lowe None
    It is. A contractor invoice that the client has questioned. It's picked up the note from the helpdesk and linked it to the invoice in the accounting system, which is the join you've been doing by hand.
  28. Saskia Mendes
    Saskia Mendes None
    That's the one. That is literally the Friday story. What did the client actually say, though? Does it show their words?
  29. Hannah Lowe
    Hannah Lowe None
    It does. If I open the source, you get the original message. So the summary gives you the gist and the record gives you the exact wording, and you can check the one against the other.
  30. Jess Ferrand
    Jess Ferrand None
    I used it this morning, well, I used the thing you gave us access to, and it was quicker than what I do now. I mean it. But I want to know what it gets wrong.
  31. Hannah Lowe
    Hannah Lowe None
    Good, because I'd rather tell you. It's only as good as the sources. If someone logs a complaint in a free-text note and never tags the client, the brain may not link it. We saw that with a couple of your records. It surfaced them as unmatched, and I'd suggest a short tidy-up on your side early on.
  32. Saskia Mendes
    Saskia Mendes None
    Which is fine. Better to see it than not.
  33. Priya Raman
    Priya Raman None
    And we'd build that clean-up into the first weeks, so it's not left with you.
  34. Saskia Mendes
    Saskia Mendes None
    Okay. Can we see the director view? Not one client, the whole list.
  35. Hannah Lowe
    Hannah Lowe None
    Yes. This is the dashboards builder, which comes with the Growth tier. I'll build a quick one live so you see how much effort it takes.
  36. Hannah Lowe
    Hannah Lowe None
    So I'm picking the client list, then adding open invoice disputes and complaints in the last month. Now I'll group by account director. Give it a moment.
  37. Saskia Mendes
    Saskia Mendes None
    Right, so that's every director with their clients and what's open. Can we make it simpler, though? Could it just show me the ones with something wrong?
  38. Hannah Lowe
    Hannah Lowe None
    Yes, add a filter. Open disputes greater than zero, and it drops the rest. There.
  39. Saskia Mendes
    Saskia Mendes None
    Oh. That's a short list. That's good, a short list is good. That's what I'd send round on a Monday.
  40. Jess Ferrand
    Jess Ferrand None
    I'd want mine on my phone, honestly. Quick messages, quick look, then into the meeting.
  41. Hannah Lowe
    Hannah Lowe None
    The pages work in a browser on a phone, and you can ask in plain English from there. I won't oversell it, it's a browser, not a dedicated app. But for a quick look before a review it holds up.
  42. Jess Ferrand
    Jess Ferrand None
    Fine by me. As long as it doesn't take me through a manual.
  43. Hannah Lowe
    Hannah Lowe None
    There's no manual you need to read. You ask it things. The training session is optional, and I'll put in the plan that nobody has to wait for it.
  44. Saskia Mendes
    Saskia Mendes None
    Okay, a harder one. Say a placement was made and the contractor timesheet is late and the client's holding payment. Can it tell me that's about to become a dispute?
  45. Hannah Lowe
    Hannah Lowe None
    To be precise, it won't predict a dispute for you. What it can do is show you the combination: placement live, timesheet outstanding, invoice unpaid past terms, and a complaint or a query on the same client. You decide it's a dispute. But you see the pattern a week earlier than you do now.
  46. Saskia Mendes
    Saskia Mendes None
    A week earlier is worth it. Honestly, a week earlier is the whole thing.
  47. Priya Raman
    Priya Raman None
    Can I just flag, Saskia, that's the kind of use I'd want us to capture in the business case. So when it goes upstairs you can say what it earns its keep on.
  48. Saskia Mendes
    Saskia Mendes None
    Yes, I'll need that. I'll have to take this to the people who sign it off, and they'll want it in terms of money and time. Not features.
  49. Jess Ferrand
    Jess Ferrand None
    Can I try something? Let me ask it for a client I know has had a bad quarter. I know what the answer should be, so I can test it.
  50. Hannah Lowe
    Hannah Lowe None
    Please do. That's the best test. Type it, I'll stay out of your way.
  51. Jess Ferrand
    Jess Ferrand None
    Okay. It said they've had two complaints and a late payment, which is right. But it hasn't mentioned that they cut a requirement last month. I know that because the client asked me straight out about it.
  52. Hannah Lowe
    Hannah Lowe None
    Right, and that's a good catch. Where did you hear about it?
  53. Jess Ferrand
    Jess Ferrand None
    On a call. It's not written down anywhere really, I think I put it in an email.
  54. Hannah Lowe
    Hannah Lowe None
    Then the answer is it can't know what isn't in a connected source. If that email is in a mailbox we connect, it would find it. If it's only in your head, it won't. That's one reason the email connector is worth having alongside the CRM.
  55. Jess Ferrand
    Jess Ferrand None
    Hm. Fair. That's honest, at least.
  56. Saskia Mendes
    Saskia Mendes None
    It's also a nudge for the directors to log things. Which they should be doing anyway.
  57. Priya Raman
    Priya Raman None
    Sorry, I'll just add, that's an adoption point and your customer success manager would help with that once you're live.
  58. Hannah Lowe
    Hannah Lowe None
    Let me show you the admin side next, because someone on your side will own it. This is where you see connectors, what's configured, whether each one loaded, and how many records came in.
  59. Saskia Mendes
    Saskia Mendes None
    And that would be me, or someone in my team. We'd need a named admin. Can there be two?
  60. Hannah Lowe
    Hannah Lowe None
    Two is sensible, and I'd push for it. If you have one admin and they go on holiday or leave, you've got a blind spot. Two means the connectors don't go quiet unnoticed.
  61. Saskia Mendes
    Saskia Mendes None
    Noted. Never lets a question go more than a day, so I'd be the one. But yes, a second.
  62. Jess Ferrand
    Jess Ferrand None
    How many connectors would we start with? Because I don't want to wait for everything before I can use it.
  63. Hannah Lowe
    Hannah Lowe None
    Start with the ones that answer your first question. The CRM, the accounting system and the helpdesk. That gets you the client picture. Email and the call recorder can follow. Growth has room for more than that, so you're not squeezed.
  64. Saskia Mendes
    Saskia Mendes None
    Okay. That sounds like a phased thing. Which suits us, honestly.
  65. Priya Raman
    Priya Raman None
    Yes, and I'd keep the first phase tight so there's a visible win early, to keep momentum.
  66. Hannah Lowe
    Hannah Lowe None
    Let me show one more thing, search across everything. If I type a contractor's name, it shows every mention. Placements, invoices, a note, an email.
  67. Jess Ferrand
    Jess Ferrand None
    That's handy. That's actually the thing I'd use day to day. Search then click.
  68. Saskia Mendes
    Saskia Mendes None
    Can I ask about permissions? Not every director should see every client. Some of the finance placements are sensitive.
  69. Hannah Lowe
    Hannah Lowe None
    Yes. The short answer is you can restrict what people see. The longer answer is that it follows access in the underlying setup, so it's worth us sitting down with whoever looks after access on your side and mapping it. I won't promise anything on a call that I'd want to check. I'll put it in writing.
  70. Saskia Mendes
    Saskia Mendes None
    Good. I'd rather have the careful answer.
  71. Jess Ferrand
    Jess Ferrand None
    Hannah, can you do the invoice thing again, but for contractors rather than clients? Which contractors are being queried?
  72. Hannah Lowe
    Hannah Lowe None
    Sure. Let me ask it.
  73. Hannah Lowe
    Hannah Lowe None
    There we go. It's grouped by client and then the contractor. Three of these look like the same underlying issue. A rate that was changed after the placement started.
  74. Saskia Mendes
    Saskia Mendes None
    Oh, I know that one. That's the thing we keep fixing one by one. So if I could see the pattern, I could fix it once.
  75. Hannah Lowe
    Hannah Lowe None
    Exactly. That's the sort of question that's hard when the facts live in three places.
  76. Priya Raman
    Priya Raman None
    That's a good moment to talk through commercials, if everyone's happy. Then we can come back to questions.
  77. Saskia Mendes
    Saskia Mendes None
    Go on.
  78. Priya Raman
    Priya Raman None
    So we're looking at the Growth tier, because you've several teams and the dashboards builder and the quarterly reviews are what you'd want. The total on the table is £53,800, and that's all in, implementation included. It's the deal value, so not an annual subscription figure on its own. I'll split it out properly in the proposal so your finance team can see the one-off and the recurring part separately.
  79. Saskia Mendes
    Saskia Mendes None
    Okay. That's clearer than I expected. So the fifty-three eight isn't what we pay every year.
  80. Priya Raman
    Priya Raman None
    Correct. Once the implementation's done, the subscription carries on at the recurring part. I'll show that in black and white.
  81. Saskia Mendes
    Saskia Mendes None
    Good. Because the first thing they'll ask me is what it costs next year.
  82. Jess Ferrand
    Jess Ferrand None
    Is there a discount? I'm not saying we need one, I'm just curious.
  83. Priya Raman
    Priya Raman None
    There's some room on the first term, but I'd only put it in writing with a date attached, so it's a proper offer rather than a vague one. Let's see how the rest of today goes and I'll come back with it.
  84. Saskia Mendes
    Saskia Mendes None
    Fine. That's fair.
  85. Hannah Lowe
    Hannah Lowe None
    Can I add something on the implementation side, since that's the part that worries people? We'd configure the connectors, check the data against what you know to be true, and train the people who'll use it. You'd have a named person from our side through it.
  86. Saskia Mendes
    Saskia Mendes None
    Is that Daniel? I think Priya mentioned him.
  87. Priya Raman
    Priya Raman None
    Daniel Okafor, yes, he's the customer success manager. He'd be with you once it's signed and through the quarterly reviews.
  88. Saskia Mendes
    Saskia Mendes None
    Good. I'd like to meet him before we sign, if that's possible.
  89. Priya Raman
    Priya Raman None
    Easily done. I'll set up a short intro.
  90. Jess Ferrand
    Jess Ferrand None
    Can I go back to freshness for a second? You said it refreshes overnight. What time is it done by, roughly? Because if I'm in at half seven I want it to be ready.
  91. Hannah Lowe
    Hannah Lowe None
    To be precise, it's designed to be complete by 07:00 on business days. So by half seven it should be there. If it's not, the refresh label will show it and that's something you raise with us.
  92. Jess Ferrand
    Jess Ferrand None
    Okay. Good. Seven. I can work with seven.
  93. Saskia Mendes
    Saskia Mendes None
    And if it's late, what happens? Who do I ring?
  94. Hannah Lowe
    Hannah Lowe None
    You raise a ticket, and there's a response time depending on tier. I'll put the exact service levels for Growth in the proposal pack so you're not relying on my memory.
  95. Saskia Mendes
    Saskia Mendes None
    Perfect. Okay, I think I'm largely there on the product. I'm more worried about whether my team will actually use it.
  96. Jess Ferrand
    Jess Ferrand None
    They will if it's quicker than what they do now. That's all it takes. I'll use it. The others will follow me if I keep saying it's quicker.
  97. Saskia Mendes
    Saskia Mendes None
    Which is why you're the one I wanted on the call. Heaviest user in waiting.
  98. Hannah Lowe
    Hannah Lowe None
    That's a useful point for the rollout. Start with Jess and a couple of other directors, let them find what's missing, and then widen. Adoption sticks when people see a colleague use it in a real review.
  99. Priya Raman
    Priya Raman None
    And that dovetails with the timeline. If we agree the proposal in the next few weeks, we're comfortably inside the date.
  100. Saskia Mendes
    Saskia Mendes None
    What's the date again?
  101. Priya Raman
    Priya Raman None
    We've pencilled 19 Jun 2024 as the target to have it signed. It's a target, not a deadline from our side, but it's a sensible one.
  102. Saskia Mendes
    Saskia Mendes None
    Okay. That gives me time to get the sign-off. I'll need the security answers for IT as well.
  103. Hannah Lowe
    Hannah Lowe None
    Send me the questionnaire, or whatever they want filled in, and I'll answer it properly. If there's anything I'm not certain of, I'll check it rather than guess. I'd rather it be right first time.
  104. Saskia Mendes
    Saskia Mendes None
    That's all I ask. I'll ask them today.
  105. Jess Ferrand
    Jess Ferrand None
    One more demo thing, if there's time. Can it do a timeline for a client? Like, a sequence of what happened and when?
  106. Hannah Lowe
    Hannah Lowe None
    Yes. I'll ask for it as a timeline, and you can see it in date order.
  107. Hannah Lowe
    Hannah Lowe None
    So that's the last six months. Placement, invoice, query, resolution, the lot. You could read that out in a review.
  108. Jess Ferrand
    Jess Ferrand None
    That's, yeah, that's exactly what I'd want. I'd take a screenshot of that. Though I'd want to check the first entry, it's dated a bit early.
  109. Hannah Lowe
    Hannah Lowe None
    Open the source and check. If the record date is wrong, it's wrong at source, and that's worth knowing.
  110. Jess Ferrand
    Jess Ferrand None
    Ah, it was a data entry thing. Fine. Source is wrong, brain is right to its source.
  111. Saskia Mendes
    Saskia Mendes None
    Which is the correct behaviour, honestly. I'd be more worried if it hid it.
  112. Priya Raman
    Priya Raman None
    Right. Shall we use the last bit for questions, and then agree who sends what?
  113. Saskia Mendes
    Saskia Mendes None
    Yes. My questions are mostly commercial and process now. How long from signature to something Jess can actually use?
  114. Hannah Lowe
    Hannah Lowe None
    A matter of weeks, not months. The first connectors come up fast, and the longer part is the checking, because I want you to trust it. I'll give a proper plan with dates in the proposal.
  115. Saskia Mendes
    Saskia Mendes None
    And if we want more users later?
  116. Priya Raman
    Priya Raman None
    There are add-ons for extra users and extra connectors, and an upgrade path if you outgrow the tier. No need to decide now. I'd rather you start in the right place.
  117. Saskia Mendes
    Saskia Mendes None
    Good. I don't want to buy room I don't need.
  118. Jess Ferrand
    Jess Ferrand None
    Can I ask a last cheeky one? Can it write the review brief for me? Just a first draft I can edit.
  119. Hannah Lowe
    Hannah Lowe None
    It can draft a summary from the facts it holds. Read it before you use it, same as you would with a junior's note. But as a starting point it saves you the assembly.
  120. Jess Ferrand
    Jess Ferrand None
    That's all I need. I don't want it to be clever, I want it to be quick.
  121. Saskia Mendes
    Saskia Mendes None
    Right. I think I've got what I need. Priya, what's the shape of next steps?
  122. Priya Raman
    Priya Raman None
    I'll send the proposal with the split between implementation and subscription, and the Growth service levels, by the end of the week. Hannah, you're sending the architecture diagram and the connector plan?
  123. Hannah Lowe
    Hannah Lowe None
    Yes. The diagram, the connector list in order, and the written answer on permissions. I'll also pull the unmatched records from today's sample into a short list so your team can see what a tidy-up involves.
  124. Saskia Mendes
    Saskia Mendes None
    And from me, the security questionnaire from IT, and a view on who the second admin would be. And I'll start talking to the people who sign this off.
  125. Priya Raman
    Priya Raman None
    Brilliant. And I'll get that intro with Daniel in the diary. Would a call before the proposal discussion work, or after?
  126. Saskia Mendes
    Saskia Mendes None
    Before. I'd like him in the room when I take it upstairs.
  127. Priya Raman
    Priya Raman None
    Done. I'll find a slot next week.
  128. Jess Ferrand
    Jess Ferrand None
    Can I keep access to the sample? I'd like to try it before the review properly, and again afterwards.
  129. Hannah Lowe
    Hannah Lowe None
    Yes, I'll leave it open for you. Tell me if anything looks off and I'll look at it.
  130. Jess Ferrand
    Jess Ferrand None
    Will do. I'll tell you straight, I always do.
  131. Saskia Mendes
    Saskia Mendes None
    She does. Okay. Thank you both, that was genuinely useful. Better than I thought it would be, and I had high expectations.
  132. Priya Raman
    Priya Raman None
    Thanks, Saskia, that's lovely to hear. Speak next week, and Jess, good luck this afternoon.
  133. Jess Ferrand
    Jess Ferrand None
    Cheers. Right, off I go, bye.
  134. Hannah Lowe
    Hannah Lowe None
    Thanks, everyone. Bye.
  135. Priya Raman
    Priya Raman None
    Sorry, still on the line. Recording off in a second, bye.
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