Pentreath Cold Chain / BB-Demo – Proposal
Callcompleted
Pentreath Cold Chain: documents · 2023-10-13 12:00
Tom Ashdown presented the Growth proposal at £55k, a deal total including one-off implementation. Finance Director Philip Annear wants value in terms he can put against a line and a renewal sent early with usage.
What was said
What this says
Current to 11 Oct 26Tom Ashdown presented the Growth proposal at £55k, a deal total including one-off implementation. Finance Director Philip Annear wants value in terms he can put against a line and a renewal sent early with usage.
What happened: Tom took Kerensa Trelease and Philip Annear through the Growth proposal on 13 Oct 2023. Philip asked who would use it and what it saves, in terms he can put against a line.
Customer view: Kerensa named account managers as first users and pointed to time saved on reviews and excursions. Philip said he does not renew on autopilot and wants the renewal early, with usage.
Commercial: The £55k is the deal total with implementation included, not an annual price. Philip stressed that an all-in figure followed by an unrelated invoice is what usually goes wrong, so Tom committed to a one-page split.
Watch: Philip signs and the board may see it. The evidence does not show whether it was signed.
Themes
Current to 9 Oct 26Theme
Growth proposal, value and renewal
Importance
renewal
Sentiment
neutral
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 the proposal with a one-page implementation and subscription breakdown to Philip, copying Kerensa, by the Monday after the call.
- Kerensa Trelease to settle the user list with Dan, the admin.
- Tom to include the data access and permissions information in the pack.
Risks
Current to 9 Oct 26- Philip has no value figure yet and wants one he can put against a line.
- He may read an all-in figure as an annual price unless implementation and subscription are split.
- The board may need to see the order form, which could slow signing.
Opportunities
Current to 9 Oct 26- Several teams on Growth, starting with account managers, with the dashboard builder and quarterly reviews.
- Quarterly usage reviews can give Philip the value evidence he asks for.
Transcript
Tom Ashdown NoneHello. Kerensa, Philip, can you both hear me?
Kerensa Trelease NoneYes, hello Tom. Philip's just joining, I can see him arriving.
Philip Annear NoneGood afternoon. I'm here. Sorry, a supplier call ran over.- Tom Ashdown NoneNo bother at all, it's only just gone twelve. How's your week, Philip? Busy?
- Philip Annear NoneIt's Friday, so I'm looking forward to the end of it. Before we start, can I ask the obvious question. Who's actually going to use this?
- Kerensa Trelease NoneThe account managers first. Wes in pharma has already tried it on a contract review and it saved him most of a morning. Then the rest of the account team, and Dan as the admin on the data side.
- Philip Annear NoneAnd what does it save us? Not in a sentence about efficiency. In terms I can put against a line.
- Kerensa Trelease NoneTime on reviews and on excursions, mostly, and fewer surprises when we speak to a client. I'll leave the money side to you, Philip.
- Tom Ashdown NoneAnd honestly that's a fair way to judge it. I'd rather you hold me to that than take my word. Shall I take you through the proposal?
- Philip Annear NonePlease. Briefly.
- Tom Ashdown NoneRight. It's the Growth tier, which is what you'd want with several teams on it. Account managers see each client's excursion tickets, orders and contract reviews together, which is what Kerensa and the team saw on the demo. There's the dashboard builder with it, and a quarterly review with us so we can look at who is using it and what it's worth.
- Philip Annear NoneWho reviews it? You or us?
- Tom Ashdown NoneBoth. Our customer success lead, Daniel, would run it with Kerensa's team, and you'd be welcome to sit in. You'd see usage and the questions people are asking.
- Philip Annear NoneGood. Now the number.
- Tom Ashdown NoneSo the figure on the proposal is £55,100. That's the deal total, with the one-off implementation fee included. I'm going from the document in front of me, but I'll confirm the breakdown in writing so you can see it properly.
- Philip Annear NoneSo is that every year? I need to be clear on that.
- Tom Ashdown NoneNo. The implementation is a fixed fee and it's once. After that there's an annual subscription, and I'll set out exactly what that is, separately, so there's no confusion about what repeats.
- Philip Annear NoneRight. That's the part that usually goes wrong. Somebody quotes me the all-in figure and then I get an invoice that looks nothing like it.
- Tom Ashdown NoneWhich is why I'll put both on one page. What it is, when it's invoiced, and what comes round again at renewal.
- Philip Annear NoneAnd the renewal. I'd want that in good time. Send me the renewal in good time, with the usage, before it falls due. I don't renew on autopilot.
- Tom Ashdown NoneUnderstood. We'd flag it well ahead and the usage would be in front of you, not just a number. No drama on that.
- Kerensa Trelease NoneCan I add something on timing? We'd want it in before the busy period. Pharma volumes go up and that's when excursions bite.
- Tom Ashdown NoneThat helps. We've got the expected close pencilled in as 23 November 2023. If that works for you, Philip, we'd work back from there for the implementation.
- Philip Annear NoneIt might. I'd need the paperwork well before then. If I'm signing, I'd want to read the order form properly, not on the day. And what happens with the data, who has access? Dan's raised that with me.
- Tom Ashdown NoneTobias, our CTO, has sent Dan a note on that. It all sits in your own Snowflake account and they've got a session lined up on permissions. I'll make sure that's all in the pack so you're not relying on me.
- Philip Annear NoneGood. I'd rather read it than be told.
- Kerensa Trelease NoneIs there anything we should be doing on our side meanwhile? Dan's pulling the permissions list. Anything else?
- Tom Ashdown NoneJust that. And if you could tell me who'd sign, and whether anyone else needs to see the order form, so I'm not chasing at the end.
- Philip Annear NoneIt's me. Possibly the board sees it, depending on the size. I'll let you know.
- Tom Ashdown NoneBrilliant. So the next steps. I'll send the proposal with the one-page breakdown, Philip, today or Monday at the latest. Kerensa, you'll sort the user list with Dan. And we'll speak again once you've had a read.
- Philip Annear NoneThat's fine. Send it to me directly and copy Kerensa.
- Tom Ashdown NoneWill do. Thanks both. Cheers, Kerensa, and Philip, speak soon.
- Kerensa Trelease NoneCheers, Tom.
- Philip Annear NoneThank you. Goodbye.
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