Pentreath Cold Chain / BB-Demo – Demo
Callcompleted
Pentreath Cold Chain: documents · 2023-09-27 11:15
Second demo on Pentreath's own data. Wes was sold on the pharma use case, Dan wants read-only connectors and a one-pager for his IT manager. Price sits with finance. Decision target is the twenty-third.
What was said
What this says
Current to 11 Oct 26Second demo on Pentreath's own data. Wes was sold on the pharma use case, Dan wants read-only connectors and a one-pager for his IT manager. Price sits with finance. Decision target is the twenty-third.
What happened: Tom Ashdown showed the client page and chat on Pentreath's sample extract. Wes Jago's question found two excursion clients where he would have said one.
Customer view: Kerensa Trelease wants the review pack to write itself and does not want another alarm. Dan Hosken accepted the nightly refresh, finished before seven on business days, because live alerts stay with monitoring.
Commercial: Tom stated the deal as it stands is £55,100 in total, with the split to be confirmed. Kerensa said price is not hers and sits with the finance side. Tobias Renwick set out Growth's eight connectors.
Watch: The IT manager was not on the call and will ask the security questions first. Wes's team are wary of new screens.
Themes
Current to 9 Oct 26Theme
Growth demo, pharma reviews
Importance
upsell
Sentiment
positive
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tobias Renwick to send Dan Hosken the one-pager and access model note this week.
- Tom Ashdown to send Kerensa Trelease the plan and figures, including the split between implementation and subscription.
- Tom Ashdown to book the next call for later next month, ahead of the decision target.
Risks
Current to 9 Oct 26- The IT manager has not been on a call and will ask the security questions first.
- Price decision sits with the finance side, which has not been in the room.
- Wes Jago's team are wary of new screens, so adoption needs support.
Opportunities
Current to 9 Oct 26- Growth subscription with implementation, stated as £55,100 in total.
- Food clients could use the same structure as the pharma accounts.
Transcript
Tom Ashdown NoneMorning, all. Can you hear me alright? I've got a bit of an echo on my side.
Kerensa Trelease NoneYes, you're fine. Morning, Tom.
Dan Hosken NoneMorning. Loud and clear here.- Tom Ashdown NoneBrilliant. How's your week been so far? Anything on fire?
- Kerensa Trelease NoneAlways something. A pharma load came in warm on Monday, so that's been most of my week. The driver was fine, it was the unit on the trailer.
- Tom Ashdown NoneAh, no drama, I hope. Did the client hear it from you first?
- Kerensa Trelease NoneTell the client first, always. Yes, within the hour. What happened to the load, that's the question they ask, and we had the data to answer it.
- Tom Ashdown NoneWhich is more or less why we're here, isn't it. Wes, you've joined, lovely. And Tobias is just coming in, he's our CTO.
Tobias Renwick NoneApologies, I'm here. Good morning, everyone. Before Tom starts, to be precise about it, what will your security people need to see from us?- Dan Hosken NoneMostly where the data sits and who can get at it. Our IT manager will ask that first, and he's not on this call, so I'll be passing it on.
- Tobias Renwick NoneThen the short version is this. The brain is built and run inside your own Snowflake account, so the data does not leave your controls. I'll write that up on one page rather than talk round it.
- Dan Hosken NoneThat would help a lot, thanks.
- Tom Ashdown NoneRight, I'll share my screen. You should be looking at your own data, not our demo set, which is the whole point. Tell me if it's not showing.
- Kerensa Trelease NoneI can see it. That's our client list. Hang on, is that the Avonmouth depot flagged on the left?
- Tom Ashdown NoneIt is. Dan's team gave us a sample extract, so what you see is real. So, one client page. Orders, contract review dates and the temperature excursion tickets, all on one screen.
Wes Jago NoneThat's the bit that takes me an hour. I've got three tabs open for every pharma review.- Tom Ashdown NoneGo on, then. Ask it something you'd actually ask.
- Wes Jago NoneOkay. Let me type it. Which of my pharmaceutical clients have had more than one excursion ticket since the last contract review?
- Tom Ashdown NoneGive it a second. It's reading the tickets and the review notes together.
- Wes Jago NoneOh. That's two of mine, and I'd have said one. I'd forgotten the second.
- Kerensa Trelease NoneFacts before feelings. That's exactly the conversation I want my account managers walking into a review with.
- Tom Ashdown NoneAnd every answer links back to the ticket or the order it came from, so nobody has to take the brain's word for it.
- Dan Hosken NoneCan I ask about the refresh? How fresh is this, say, at the start of a working day?
- Tobias Renwick NoneThe honest answer is that it's a nightly refresh, finished before seven in the morning on business days. It isn't live telemetry from the trailers. The trade-off is that it's predictable, and you can see when the last refresh landed.
- Dan Hosken NoneThat's fine. The live alerts stay with the monitoring system anyway.
- Kerensa Trelease NoneYes, I don't want another alarm. I want the review pack to write itself.
- Tom Ashdown NoneRight, so that's the chat. Let me show you the pages, which is where a review pack would come from. Bear with me while this loads.
- Wes Jago NoneSo if I wanted that for one client, saved, and refreshed each month?
- Tom Ashdown NoneExactly that. You'd keep the page, and it updates as the data does. Dan, you'd be the one connecting sources, so I'll hand you to Tobias on that.
- Tobias Renwick NoneGrowth carries eight connectors. From what Tom has described, you'd want your CRM, the helpdesk, the order system and the accounting system, and that leaves headroom. Each connector is read-only unless you decide otherwise.
- Dan Hosken NoneRead-only is what I'd want. Who would hold the credentials?
- Tobias Renwick NoneYou would. They sit in your account, and we ask for access in writing before touching anything.
- Kerensa Trelease NoneCan I ask what this looks like for a quiet client? Ones where nothing has gone wrong?
- Tom Ashdown NoneGood question. Let me pull one up. Same page, mostly empty, and honestly that's useful, because it tells you the review should be about growth, not complaints.
- Wes Jago NoneRight, I'm sold on the pharma bit. Does it handle the food clients the same way?
- Tom Ashdown NoneSame structure, different tickets. Nothing special to set up.
- Dan Hosken NonePractical one. How long between signing and us using it for real?
- Tom Ashdown NoneGrowth implementation is about two months, from memory. Let me confirm the exact plan in writing so I'm not guessing.
- Kerensa Trelease NoneFine by me. I'll say now, price isn't mine, that sits with our finance side. I just want to know if it does the job.
- Tom Ashdown NoneUnderstood, no drama. For the record, the deal as it stands is £55,100 in total, and I'll confirm how that splits between the implementation and the subscription in the follow-up.
- Kerensa Trelease NoneSend that to me and I'll pass it across.
- Wes Jago NoneLast thing from me. Could my team ask it things without learning anything? Some of them are, let's say, wary of new screens.
- Tom Ashdown NoneIf they can type a sentence they can use it. We'd run a short session for them in the first weeks.
- Tom Ashdown NoneSo, shall we tidy up. Tobias, the one-pager.
- Tobias Renwick NoneI'll send it to Dan this week, with a short note on the access model, so your IT manager has it before he asks. If he has questions, he can come straight to me.
- Dan Hosken NonePerfect. I'll sit down with him as soon as it lands.
- Tom Ashdown NoneAnd I'll send the plan and the figures to Kerensa, then let's get something in the diary for the next call, once you've all had a look.
- Kerensa Trelease NoneYes. Stick it in for later next month if you can. We'll want a decision by the twenty-third, so that's the target.
- Tom Ashdown NoneLeave that with me. Thanks, everyone, that was a really good set of questions.
- Kerensa Trelease NoneCheers, Tom. Speak soon.
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