Brinkerhof Distributie / BB-Demo – Discovery
Callcompleted
Brinkerhof Distributie: documents · 2025-07-10 14:45
Femke van Gestel wants account managers to use the brain daily. Ruud Verhoeven cares about credit risk and what it costs per year. Priya Raman pitched Growth at £56,000 all in and promised a split proposal.
What was said
What this says
Current to 11 Oct 26Femke van Gestel wants account managers to use the brain daily. Ruud Verhoeven cares about credit risk and what it costs per year. Priya Raman pitched Growth at £56,000 all in and promised a split proposal.
What happened: First conversation with Femke and Ruud. Account managers check the order system, helpdesk and finance for each installer query, and credit answers can take a day.
Customer view: Femke wants daily use, not a nice presentation, and asked about Dutch or English questions. Ruud is the credit bottleneck and said he does not decide on a call.
Commercial: Priya proposed the Growth tier at £56,000 with implementation included, and Ruud checked it was not per year. A split of subscription and implementation follows after the demo, with signature aimed for 10 Nov 2025.
Watch: The language point is unconfirmed pending the solutions engineer. Ruud, the finance buyer, will judge on annual cost and contract lines.
Themes
Current to 9 Oct 26Theme
Discovery, Growth tier pitch
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman to send a recap and demo invitation, and request a sample of installer orders.
- Femke van Gestel to bring Bas and one account manager to the demo.
- Priya Raman to send Ruud Verhoeven a proposal splitting subscription from implementation after the demo.
Risks
Current to 9 Oct 26- Ruud Verhoeven does not decide on a call and will scrutinise annual cost and contract lines.
- Dutch language support for questions is unconfirmed and could affect adoption.
Opportunities
Current to 9 Oct 26- Growth tier covers several teams, forty users, eight connectors, dashboards and quarterly reviews.
- Credit exposure checks are a clear pain point that the brain could address.
Transcript
Priya Raman NoneHello, hello. Can you both hear me all right?
Femke van Gestel NoneYes, we hear you. Ruud is next to me, one moment, he is finding the camera.
Ruud Verhoeven NoneHello. Good afternoon. I think it works now.- Priya Raman NoneLovely, good afternoon both. Thanks for making the time, I know Thursdays are busy. Just so you know, the call recorder is running, so we'll have notes and nobody has to scribble.
- Femke van Gestel NoneThat is fine. Practical.
- Ruud Verhoeven NoneBefore we start, one question. The invoice question. If we do this, how do you invoice? I want no surprises.
- Priya Raman NoneFair question, and happy to make this easy. The subscription is annual, invoiced in advance, quarterly if you prefer, thirty-day terms. The implementation is a one-off fixed fee and it sits on its own line on the order form.
- Ruud Verhoeven NoneAnd is this in the contract? Every line?
- Priya Raman NoneEvery line. If it isn't on the order form, you don't get invoiced for it. That's the whole point of the order form.
- Ruud Verhoeven NoneGood. Then I am happy to listen.
- Priya Raman NoneGreat. Quick recap of where we are, so we're all on the same page. This is the first proper conversation with the three of us. Today I'd like to understand how your account managers work now, what hurts, and which systems are involved. Then a demo on your own data, then a written proposal. If it all fits, we're aiming for signature around 10 Nov 2025, to keep momentum.
- Femke van Gestel NoneWhat is the plan after that? Let's make it practical. I do not want a nice presentation. I want my account managers to use it every day.
- Priya Raman NoneUnderstood. So, tell me about a normal day for one of them. An installer calls, what happens?
- Femke van Gestel NoneOkay. An installer calls the account manager. Maybe he asks where his order is. Maybe he is angry because a delivery was wrong. Maybe he wants to know why his order is on hold. The account manager has to look in the order system, then in the helpdesk for complaints, then he asks finance about credit. Three places. Sometimes four.
- Priya Raman NoneAnd how long does that take, roughly? Minutes, hours?
- Femke van Gestel NoneThe credit part can be a day. He emails finance, finance is busy, he waits. Meanwhile the installer waits. Installers do not wait, they go to another wholesaler.
- Ruud Verhoeven NoneIt is true. I get these questions all day. Can we ship to this installer? Is he over the limit? Often I need to check the accounting system by hand.
- Priya Raman NoneRight, so that's you being the bottleneck, in a way. Not because you want to be.
- Ruud Verhoeven NoneYes. I have credit exposure across many installer accounts. I cannot say yes without looking. So I look.
- Priya Raman NoneMm. And what does the account manager do while he waits? Does he guess?
- Femke van Gestel NoneSome guess. That is the problem. Some say yes and then finance says no. Then we have an unhappy installer and an unhappy account manager.
- Priya Raman NoneOkay. That's very clear. Which systems are we talking about? Just so I have the list: the order system, your CRM, the helpdesk, the accounting system. Anything else?
- Femke van Gestel NoneThose four. Also some spreadsheets, I am sorry to say. The account managers keep their own. I do not like it.
- Priya Raman NoneEveryone has spreadsheets, don't apologise. The idea with the brain is that those sources feed one layer, and it runs inside your own Snowflake account, so the data doesn't leave your environment. Someone will need to look after that side with us.
- Femke van Gestel NoneThat is Bas. He is our business intelligence specialist. I will bring him to the demo, he will ask the hard questions.
- Priya Raman NonePerfect, hard questions are welcome. Ruud, can I ask you something? When you think about this, is it the saved time, or is it the credit risk side that would make it worth it?
- Ruud Verhoeven NoneCredit risk. And supplier cost, I am careful with that. I do not discuss features, that is Femke. I ask what it costs per year and whether it is in the contract.
- Priya Raman NoneFair. So let me give you the shape now, and I'll put it in writing properly after. What you're describing is our Growth tier: several teams, forty users, eight connectors, dashboards and quarterly reviews. The deal comes out at fifty-six thousand pounds all in, so £56,000 with the implementation included.
- Ruud Verhoeven NoneAll in. So that is not per year.
- Priya Raman NoneCorrect, and thank you for asking, because that's exactly the thing to be clear on. The £56,000 is the total deal value with the one-off implementation inside it. In the proposal I'll split the annual subscription from the implementation so you can match each line to the contract.
- Ruud Verhoeven NoneGood. I want to see it split. Then I look at it. I do not decide on a call.
- Priya Raman NoneWouldn't expect you to. Femke, anything on the adoption side you'd want me to cover in the demo?
- Femke van Gestel NoneYes. Show me an installer with a complaint and a credit question. One screen. And do the account managers use it, that is what I will ask. Who can ask questions, how do they ask, in Dutch or English?
- Priya Raman NoneI'll check the language point with our solutions engineer rather than promise something off the cuff. Everything else, yes, I'll build the demo around that one screen.
- Femke van Gestel NoneGood. Do not promise off the cuff. I like that.
- Priya Raman NoneSo, next steps. I'll send a short recap today with the demo invitation, and a request for a small sample of installer orders so the demo is on your real data. Femke, you bring Bas and one account manager. Ruud, you'll get the split proposal after the demo.
- Femke van Gestel NoneYes. I will ask Joost, he is a good account manager and he is honest.
- Ruud Verhoeven NoneThat is fine for me. Thank you.
- Priya Raman NoneBrilliant. Thanks both, speak soon.
- Femke van Gestel NoneGroetjes. Bye.
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