Pentreath Cold Chain / BB-Demo – Discovery
Callcompleted
Pentreath Cold Chain: documents · 2023-08-16 13:30
Pentreath Cold Chain described half-day manual review packs and slow excursion tracing. Tom Ashdown pointed to Growth at about £55,100 in total including implementation. Data control and a demo on their own data came next.
What was said
What this says
Current to 12 Oct 26Pentreath Cold Chain described half-day manual review packs and slow excursion tracing. Tom Ashdown pointed to Growth at about £55,100 in total including implementation. Data control and a demo on their own data came next.
What happened: Kerensa Trelease said account managers gather helpdesk, CRM and contract data into spreadsheets, taking half a day per pack. A morning excursion took three people and four screens to piece together.
Customer view: Philip Annear, the Finance Director, asked who would use it and wants any saving shown against cost per pallet. He also wants in writing that data stays under their control, as they hold pharmaceutical client data.
Commercial: Tom said the shape points at Growth, with a planning figure of about £55,100 in total including implementation. He said this was not a yearly figure and he would confirm it in the proposal.
Watch: Kerensa wants the technical person at the demo. The decision target is Thursday 23 November 2023, which Philip called workable but secondary to being right.
Themes
Current to 9 Oct 26Theme
Manual review pack effort
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send notes and demo slots, aiming for the month after the call, with the CTO attending.
- Kerensa Trelease to arrange sample excursion tickets and contracts for a demo on their own data.
Risks
Current to 9 Oct 26- Philip needs data control explained and put in writing before he is comfortable.
- No saving has been quantified yet, and Philip wants it shown against cost per pallet.
Opportunities
Current to 9 Oct 26- Growth tier fits several teams and systems, with a planning figure of about £55,100 in total including implementation.
- Flagging clients with repeated excursions before a review gives Kerensa a concrete use case.
Transcript
Tom Ashdown NoneHello, hello. Can you hear me all right? I've got the little bar jumping about so I think we're live.
Kerensa Trelease NoneLoud and clear. Afternoon, Tom. Sorry, I'm a minute behind, I've just come off the phone with a client. We had a pallet of chilled ready meals sit on a dock for far too long this morning.- Tom Ashdown NoneOh no. What happened to the load?
- Kerensa Trelease NoneDoor left open at one of the satellite depots, probe flagged it, and the right people were told about forty minutes after the right people should have been told. Client heard from us first, mind. Tell the client first, always. But it took three of us and four screens to piece it together.
- Tom Ashdown NoneRight, and that's more or less why we're here, isn't it. Philip, good to meet you properly. How's your week been?
Philip Annear NoneBusy, thank you. Month end is never quiet. Before we start, can I ask who would actually be using this? I've been burnt by tools that get bought and then sit there.- Tom Ashdown NoneFair question, and no drama, I'd rather you asked it now. Let me ask Kerensa to paint the picture first and then we'll come back to who and how many. Kerensa, how does an account review work at the moment?
- Kerensa Trelease NoneSo. Each account manager owns a handful of clients. Food, pharmaceutical, a few mixed. Before a contract review they go and gather things. Temperature excursion tickets from the helpdesk, orders from the CRM, the contract and its amendments from a shared folder. Then they build a little pack in a spreadsheet.
- Tom Ashdown NoneAnd how long does a pack take?
- Kerensa Trelease NoneHalf a day if it's tidy. Longer if the ticket history is messy. Which it often is, because the same excursion gets logged twice, once by the depot and once by the client.
- Philip Annear NoneHalf a day, per client, how often?
- Kerensa Trelease NoneQuarterly for the big ones. Facts before feelings, that's the rule. If the review starts with the facts, the conversation goes better. But getting the facts is the slow part.
- Tom Ashdown NoneMm. And the systems those facts sit in. Without going into every one, is there anything awkward? Anything that's custom, or an old export someone runs by hand?
- Kerensa Trelease NoneThere's the temperature monitoring platform, which exports on a schedule. The helpdesk is fine. The CRM is fine, mostly. The finance side I'd leave to Philip.
- Philip Annear NoneThe accounting system is straightforward. What I'd want to know is whether anything leaves our control. We hold pharmaceutical client data and I won't have it going somewhere I can't explain.
- Tom Ashdown NoneGood, and I'll be straight with you, that's the bit where I'd bring our CTO in, because he'll answer it better than I can. But the short version is the brain is built and run inside your own Snowflake account. It doesn't copy your data off to us.
- Philip Annear NoneWe do have Snowflake. That's useful to hear. I'd want that in writing.
- Tom Ashdown NoneLeave that with me. Our technical lead can walk your security people through it, and I'll put it in the proposal.
- Kerensa Trelease NoneCan I ask something? When you say the brain, what does an account manager actually do with it? Because mine are not technical. They'll not write queries.
- Tom Ashdown NoneNo, and they shouldn't have to. They type a question. Something like, show me every excursion for this client in the last quarter, how long each took to resolve, and what the contract says about it. And it comes back with the answer and where it came from.
- Kerensa Trelease NoneWith where it came from. Right. That matters. My people won't quote something they can't point to.
- Tom Ashdown NoneExactly that. Every answer links back to the ticket, the order, the clause.
- Philip Annear NoneWhat does it save us? Put it in plain terms.
- Tom Ashdown NoneHonestly, I can't tell you a number today, and I'd be making it up if I did. What I'd suggest is we take Kerensa's half a day per pack, work out how many packs a quarter, and you tell me what an account manager's time is worth. Then we've got your number, not mine.
- Philip Annear NoneThat's reasonable. Cost per pallet is what I watch. If this takes admin out of the account teams I can see it, but I'd want it shown.
- Kerensa Trelease NoneAnd for me it's the excursion side. If the brain can flag a client who's had three excursions in a month before the review, that's worth having by itself.
- Tom Ashdown NoneThat's a lovely example, I'll use that one. Now, shape of it. From what you've told me, several teams, a few systems, two depots plus the main site, that points at our Growth tier. I won't quote prices off the top of my head, I'll confirm properly, but for planning the deal comes out at about £55,100 in total, implementation included.
- Philip Annear NoneIn total. Not a yearly figure.
- Tom Ashdown NoneCorrect, in total with the one-off implementation in it. I'll split it out line by line in the written proposal so there's nothing to untangle.
- Philip Annear NoneGood. I do not like surprises on an invoice. Send me anything in good time.
- Tom Ashdown NoneWill do. So, what I'd like is a demo, and I'd like it on your own data rather than a made-up company. Kerensa, could you get someone to share a sample of excursion tickets and a couple of contracts?
- Kerensa Trelease NoneI'll sort it. I'd want to be careful which clients. Maybe one food, one pharmaceutical, and nothing from the client we spoke about this morning.
- Tom Ashdown NoneSensible. Let's aim for September. I'll get something in the diary and send a few slots. And we've pencilled Thursday 23 November 2023 as the target to have a decision, but that's only a target, no pressure.
- Philip Annear NoneI'd rather the decision be right than quick. But November is workable.
- Tom Ashdown NoneFair enough. Anything either of you want to add before we wrap up?
- Kerensa Trelease NoneOnly that I'd like the technical person to come to the demo. My team will ask how it's wired and I'd rather not guess.
- Tom Ashdown NoneDone, I'll bring our CTO. Right. Thanks both, I'll send the notes and slots tomorrow. Cheers, speak soon.
- Kerensa Trelease NoneCheers, Tom. Bye, Philip.
- Philip Annear NoneGoodbye.
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