Haverkamp Kontraktlogistik / BB-Demo – Discovery
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Haverkamp Kontraktlogistik: documents · 2025-12-23 08:45
Stefan Meyerhoff of Haverkamp Kontraktlogistik wants a brain for key-account teams. The works council can stop the project, and he cannot commit budget himself. Decision date around 12 May 2026 is a working assumption.
What was said
What this says
Current to 11 Oct 26Stefan Meyerhoff of Haverkamp Kontraktlogistik wants a brain for key-account teams. The works council can stop the project, and he cannot commit budget himself. Decision date around 12 May 2026 is a working assumption.
What happened: Matteo Ricci ran a discovery call with Stefan, who set his own agenda: what the brain does, the works council, and the timeline. Matteo suggested Enterprise and gave an indicative total deal value of £155k, covering implementation and the first subscription term.
Customer view: Stefan described account information scattered across systems, with answers to brand clients taking an hour or more. He said the project stops if the works council questions are not answered first.
Commercial: Stefan cannot commit budget and needs a one-page document for the budget holder, whose identity is not yet known. The 12 May 2026 decision date is only a working assumption, and Stefan would not promise it.
Watch: Written notes on data location, the works council explanation and German-language documents were all promised or to be checked. Matteo did not commit to German documents.
Themes
Current to 9 Oct 26Theme
Works council and Enterprise scope
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- Matteo Ricci sends a written note on data location and access, and the works council explanation.
- Matteo Ricci prepares a one-page summary for the budget holder.
- Stefan Meyerhoff confirms the budget holder and a January demo date, not the first week.
Risks
Current to 9 Oct 26- The works council could stop the project if its questions on employee monitoring are not answered first.
- Stefan cannot commit budget and the budget holder is not yet identified.
- The 12 May 2026 decision date is only a working assumption and depends on the works council.
Opportunities
Current to 9 Oct 26- Enterprise tier with security review support for a four-site contract logistics business.
- A demo on Haverkamp's own data in January could move the deal to proposal.
Transcript
Matteo Ricci NoneGood morning, Stefan. Can you hear me? I think the connection is fine on my side.
Stefan Meyerhoff NoneGood morning, Matteo. Yes, I hear you well. Sorry, I am a little early. The office is very quiet today.- Matteo Ricci NoneOf course, two days before Christmas. I am surprised anyone is working at all. I appreciate you making the time.
- Stefan Meyerhoff NoneMany colleagues are already away. But it is a good moment for a calm conversation. So, I have an agenda, if that is okay. Step by step.
- Matteo Ricci NonePlease. Go ahead.
- Stefan Meyerhoff NoneFirst, what do your brain and the Snowflake setup actually do for key-account teams. Second, what would it mean for the works council. Third, what is the timeline and what do you need from us.
- Matteo Ricci NoneThat is a good agenda, and it helps me. Let me restate where we are on the decision timeline, so we are aligned. We are at discovery today. Our working assumption is a decision around 12 May 2026. Does that feel realistic from your side?
- Stefan Meyerhoff NoneMm. Perhaps. It depends on the works council. I will not promise a date I cannot keep. But May is not impossible.
- Matteo Ricci NoneI would rather you told me that now. Then we plan around it. Let me start with the first item. Can I ask how your account teams work today? Who looks after which brand client?
- Stefan Meyerhoff NoneWe have four distribution centres, around Bremen and Hanover. Each brand client, food and drinks mostly, has an account manager. But the information is everywhere. Orders in one system, service levels in another, emails, and meeting notes in someone's folder.
- Matteo Ricci NoneAnd when a brand client calls with a problem, what happens?
- Stefan Meyerhoff NoneThe account manager must find the picture. Sometimes it takes an hour. Sometimes they call three colleagues. What does the client see? A slow answer. That is what worries me.
- Matteo Ricci NoneRight. That is exactly the situation the brain is meant for. One layer over the CRM, the emails, the tickets, the finance data, and your teams simply ask it. And it runs inside your own Snowflake account, so the data does not leave your environment.
- Stefan Meyerhoff NoneThat is important. Our IT will ask this immediately. Where is the data, who can see it.
- Matteo Ricci NoneLet me confirm that in writing after the call, with the details. In short, it sits in your account, under your access controls. For a company like yours I would suggest Enterprise, which includes security review support during the implementation.
- Stefan Meyerhoff NoneEnterprise. Yes, that is what we looked at. What is the size of the investment? I need an order of magnitude for my own planning.
- Matteo Ricci NoneUnderstood. At this stage, the indicative total deal value is £155,000. That figure is the whole deal, so it includes the one-off implementation and the first subscription term. I would not call it an annual price. I will break it down properly in the proposal.
- Stefan Meyerhoff NoneOkay. So it is a total number. That is helpful. I cannot commit budget myself. The budget holder must see it.
- Matteo Ricci NoneOf course. Who will that be, and would it help if I prepared something simple for them?
- Stefan Meyerhoff NoneYes, a short document. One page. What it does, what it costs, what the risk is. They do not read long papers.
- Matteo Ricci NoneOne page, understood. Now, the works council. What does your regulator, or in this case your works council, need to see?
- Stefan Meyerhoff NoneWe must involve them early. They will ask: does it monitor individual employees? Who can see which queries? Is there performance tracking? If we do not answer this first, the project stops.
- Matteo Ricci NoneThat is a fair and sensible concern, and I would not want you to go to them without a clear answer. The brain is built to answer questions about accounts and customers, not to rank people. But I will describe exactly what is logged and who can see it, and I will put that in writing so you can share it with them.
- Stefan Meyerhoff NoneGood. That is what I need. Documents the works council can read, in German if possible.
- Matteo Ricci NoneI will check what we can provide in German and come back to you. I do not want to promise something before I have confirmed it with the team.
- Stefan Meyerhoff NoneThat is fine. I prefer an honest answer. Now the timeline. If decision is May, when would we have to start the discussions?
- Matteo Ricci NoneI would suggest we aim for a demo on your own data in the new year, then a proposal, then the security review. Enterprise implementation is about twelve weeks, so a May decision leaves a sensible runway. I will send proposed dates in January.
- Stefan Meyerhoff NoneJanuary is good. Not the first week, please. People return slowly.
- Matteo Ricci NoneUnderstood, not the first week. So, to summarise. I will send you, one, a written note on data location and access, two, the works council explanation, and three, a one-page summary for the budget holder. You will confirm who that person is, and the best time in January for a demo.
- Stefan Meyerhoff NoneYes. That is clear. I will also speak to my IT colleague about which systems you would connect first.
- Matteo Ricci NonePerfect. Thank you, Stefan, this was very useful. I wish you and your family a lovely Christmas.
- Stefan Meyerhoff NoneThank you, Matteo. You also. Happy Christmas, and see you in the new year. Goodbye.
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