Brinkerhof Distributie / BB-Demo – Proposal
Callcompleted
Brinkerhof Distributie: documents · 2026-04-22 10:45
Proposal call with Brinkerhof Distributie for a £2,115 expansion sitting beside the £44,000 Growth subscription. The Financial Director wants cost and terms in one written page. The decision date is Thursday 14 May 2026.
What was said
What this says
Current to 11 Oct 26Proposal call with Brinkerhof Distributie for a £2,115 expansion sitting beside the £44,000 Growth subscription. The Financial Director wants cost and terms in one written page. The decision date is Thursday 14 May 2026.
What happened: Matteo Ricci walked Femke van Gestel and Ruud Verhoeven through the proposal. The deal amount is £2,115, described as the total deal value and not a yearly price.
Customer view: Femke made the usage case, with around nine people in it daily. Ruud said he needs the cost and the terms, not the features.
Commercial: The addition would sit under the existing order form with no new master terms, and appear as its own invoice line. The contract dates of 23 Nov 2026 and 24 Nov 2026 are not expected to move.
Watch: Ruud will not decide on a call and will check the written page against the contract. The evidence does not show what the £2,115 covers.
Themes
Current to 9 Oct 26Theme
Expansion proposal terms
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- Matteo Ricci sends the one-page note and order form on Friday morning, covering the make-up of the £2,115, its own invoice line and no change to the existing term.
- Ruud Verhoeven reads the page and checks it against the contract.
- Matteo Ricci holds one more conversation on terms the following week, aiming for Thursday 14 May 2026.
Risks
Current to 9 Oct 26- Ruud Verhoeven will not decide on a call and wants cost and terms matched line by line, so any mismatch could delay the close.
- The expected close of Thursday 14 May 2026 is a target to be tested, not a commitment.
- The evidence does not show what the £2,115 covers, so scope may be questioned.
Opportunities
Current to 9 Oct 26- Daily use by account managers gives Femke van Gestel a value case to support the expansion.
- The addition sits under the existing agreement as a separate invoice line, which keeps the process light.
Transcript
Matteo Ricci NoneGood morning, Femke. Good morning, Ruud. Can you both hear me all right?
Femke van Gestel NoneYes, loud and clear. Hi Matteo.
Ruud Verhoeven NoneMorning. I hear you fine.- Matteo Ricci NoneWonderful. Ruud, thank you for making the time, I know your diary is tight today. It is grey and wet in London. I hope Eindhoven is treating you better.
- Femke van Gestel NoneSunny, finally. After a week of rain, everybody is in a good mood at the office.
- Ruud Verhoeven NoneBefore we start, one question. The invoice. What we paid matches the order form? Forty-four thousand a year, Growth, nothing extra on it?
- Matteo Ricci NoneYes, it matches exactly. £44k a year, Growth, forty users. Nothing on that has moved and nothing will move on it because of today. What we discuss sits beside the contract, not on top of it.
- Ruud Verhoeven NoneGood. No surprises. That is all I need for that.
- Femke van Gestel NoneOkay, last time's actions. Matteo, you were going to send the scope note. I was going to ask the account managers what they want. I did that. Did the note arrive?
- Matteo Ricci NoneIt did go to both of you, yes, and I would like to walk through it now, so we are all reading the same page. Mm, and thank you for the account manager feedback, Femke. That was very useful when I shaped the proposal.
- Femke van Gestel NoneGood. Let's make it practical. What is the plan from here?
- Matteo Ricci NoneOf course. Let me restate the timeline so it is clear for everyone. Today is the proposal. After this I would expect one more conversation on terms, and the date we are working towards for a decision is Thursday 14 May 2026. That is the expected close, and it is a date I would rather we test than assume.
- Ruud Verhoeven NoneWhy test it? What could change?
- Matteo Ricci NoneOnly what you need to see. If your legal team wants wording changed, or if you want the invoice shown a different way, that takes time. I would rather you heard that now from me than found it in the week itself.
- Ruud Verhoeven NoneFine. Then tell me the number. What does it cost per year?
- Matteo Ricci NoneLet me be careful here, because it matters. The deal amount for this expansion is £2,115. That is the total value of the deal. I do not want to call it a yearly price until I have set out in writing exactly how it is made up. Let me confirm that in writing, with the order form, so you can match it line by line.
- Ruud Verhoeven NoneOkay. So £2,115 is the whole deal. On top of the forty-four thousand.
- Matteo Ricci NoneAlongside the £44,000 you already pay, yes. The existing subscription stays as it is. This would be a separate, clearly labelled item under the same agreement.
- Ruud Verhoeven NoneIs it in the contract? Or is it a new contract?
- Matteo Ricci NoneIt would sit under your existing agreement as an addition to the order form. No new master terms. Your contract runs to 23 Nov 2026, and the renewal date remains 24 Nov 2026. I would not expect either date to move.
- Ruud Verhoeven NoneGood. That I like.
- Femke van Gestel NoneRuud, can I say something about why we are doing this? You asked me last month if anybody really uses the thing.
- Ruud Verhoeven NoneI did ask that. Go on.
- Femke van Gestel NoneThey do. Do the account managers use it? Yes. Every day now. Usage is up a good deal on last quarter. Around nine people are in it on a normal day, out of forty licences. When an installer calls with a delivery complaint or a credit question, they open the one view and they have the orders, the complaints and the credit query together. Before, they had three screens and a phone call to somebody in finance.
- Ruud Verhoeven NoneA call to somebody in finance. Yes. That was my team.
- Femke van Gestel NoneExactly. Fewer of those calls now. So this is not a toy for the commercial team.
- Ruud Verhoeven NoneGood. I do not discuss the features. Femke owns that. I need the cost and the terms.
- Matteo Ricci NoneUnderstood, and that is the right split. Let me stay on cost and terms then. Three things I want to put in writing. First, the exact make-up of the £2,115. Second, how it appears on your invoice, as its own line, so it never blends into the Growth subscription. Third, that nothing in the existing term changes.
- Ruud Verhoeven NoneYes. Those three. Put them in one document, please. One page if you can.
- Matteo Ricci NoneOne page, with the order form behind it. You will have it by the end of the week.
- Femke van Gestel NoneWhich day is the end of the week?
- Matteo Ricci NoneFair challenge, Femke. Friday. And I will send it in the morning, not at the end of the day, so Ruud has the weekend if he wants it, or rather, so he has Monday.
- Femke van Gestel NoneGood. Not vague. I like it.
- Ruud Verhoeven NoneMatteo, one more. If we sign, when does the invoice come? Not before the contract is signed?
- Matteo Ricci NoneNot before. The invoice follows the signed order form, and it will refer to it, so your team can match the two. If an invoice ever arrives that does not match, tell me and I will deal with it personally.
- Ruud Verhoeven NoneGood. Then I will read your page when it comes. I do not decide on a call, you know that.
- Matteo Ricci NoneI know, and I would not ask you to. Read it, check it against what you have, and tell me what does not fit. What does your side need to see before it can sign, apart from the page?
- Ruud Verhoeven NoneProbably nothing else. If the amount matches and the dates match, it is quick. I sign contracts here, so it ends with me.
- Femke van Gestel NoneAnd I will keep the account managers going so the usage stays up. If the numbers keep moving, Ruud, this is an easy one.
- Ruud Verhoeven NoneWe will see. Numbers first.
- Matteo Ricci NoneThen let me summarise. I send the one-page note and the order form on Friday morning. Ruud reads it and checks it against the contract. Femke keeps the account managers engaged. We speak again on terms next week, and we aim for Thursday 14 May 2026. Did I miss anything?
- Femke van Gestel NoneNo. That is the plan. Thank you, Matteo.
- Ruud Verhoeven NoneNo. Thank you. Goodbye.
- Matteo Ricci NoneThank you both. Speak next week. Ciao, ciao.
Callsmade from