Carnwath Haulage / BB-Demo – Discovery
Callcompleted
Carnwath Haulage: documents · 2023-09-20 13:45
In the 20 Sep 2023 discovery call, Carnwath Haulage described hours spent piecing together customer journeys by hand. Tom Ashdown pointed to Growth at sixty-two thousand all-in for year one. A demo is to be set up for next week.
What was said
What this says
Current to 11 Oct 26In the 20 Sep 2023 discovery call, Carnwath Haulage described hours spent piecing together customer journeys by hand. Tom Ashdown pointed to Growth at sixty-two thousand all-in for year one. A demo is to be set up for next week.
What happened: Tom Ashdown ran discovery on 20 Sep 2023 with Andy Brownlie, Commercial Manager, and Margaret Cleland, Finance Director. They want one view across calls, delivery tickets, invoices and jobs.
Customer view: Margaret said joining the records takes hours. Andy expects twenty-five or thirty users across dispatch, the traffic office, sales and management.
Commercial: Tom positioned Growth, with 40 users and 8 connectors, at sixty-two thousand all-in for year one. Margaret asked whether that was the lot and reacted well to the one business hour response.
Watch: The evidence does not show who signs. Margaret, as finance director, will test the price and the year two renewal at list.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send demo time options for next week.
- Tom Ashdown to show the brain working on data like Carnwath's.
Risks
Current to 9 Oct 26- The finance director has not yet tested the all-in price, and year two renews at list with no discount.
- The evidence does not show who holds the buying decision.
Opportunities
Current to 9 Oct 26- Growth fits the stated twenty-five to thirty users within the 40 user limit across several teams.
- A demo on data like theirs can show the value of replacing manual reconciliation.
Transcript
Tom Ashdown NoneAfternoon, Andy, Margaret. How's the week been treating you both?
Andy Brownlie NoneNot bad, Tom. We're keen to learn more about how the brain works, especially for dispatch and logistics.- Tom Ashdown NoneRight. So let me paint the picture. Carnwath runs haulage across central Scotland: you've got drivers, calls, jobs, financial data. Today, I'm guessing your team manually pulls it together to see what's happening.
Margaret Cleland NoneExactly. We've got call records, delivery tickets, invoices. Piecing together a customer's full journey takes hours.- Tom Ashdown NoneThat's the job the brain does. You ask a question: say, 'Show me this customer's calls and jobs from the last month': and you get one answer pulled from calls, tickets, finance, the lot. No manual digging.
- Andy Brownlie NoneHow many people would we need?
- Tom Ashdown NoneHow many do you reckon would use it?
- Andy Brownlie NoneDispatch, the traffic office, sales, management, maybe twenty-five or thirty?
- Tom Ashdown NoneThat points to Growth. Growth is forty users max, eight connectors. More than Starter, designed for a few teams working together.
- Margaret Cleland NoneOkay. And the cost?
- Tom Ashdown NoneFor Growth, we're looking at sixty-two thousand all-in for the first year. That covers implementation and your subscription.
- Margaret Cleland NoneAll-in, so that's the lot?
- Tom Ashdown NoneYes. Implementation and year one, together. Year two you renew the subscription at list price, no implementation charge the second time round.
- Andy Brownlie NoneWhat about the implementation itself, how long does it take?
- Tom Ashdown NoneEight weeks for Growth. We'll sit down with you, work out which connectors you need: your phone system, CRM, finance, whatever: get them talking to the brain, and you're live.
- Margaret Cleland NoneAnd who do we work with during that time?
- Tom Ashdown NoneOur Solutions Engineer will lead it. She'll do the architecture, handle the connectors, make sure everything works. You'll have me on the commercial side, answering questions about the contract and the roadmap.
- Andy Brownlie NoneAnd support afterwards?
- Tom Ashdown NoneQuarterly check-ins at your tier. If something breaks, a connector stops syncing, you raise a ticket. We respond within one business hour.
- Margaret Cleland NoneOne hour, that's good. And uptime?
- Tom Ashdown None99.5 per cent guaranteed. Miss it, you get a credit, ten per cent of one month's fee.
- Andy Brownlie NoneOkay. This feels like something we should explore further. What's the next step?
- Tom Ashdown NoneI'd like to do a proper demo, show you the brain working on data like yours. That way you'll see the actual value. Shall we set that up for next week or the week after?
- Margaret Cleland NoneNext week works for us.
- Tom Ashdown NonePerfect. I'll send a couple of time options. Cheers, both.