Ravel-Delmotte Logistique / BB-Demo – Discovery
Callcompleted
Ravel-Delmotte Logistique: documents · 2025-04-30 10:45
Discovery call on 30 Apr 2025 with Ravel-Delmotte's Operations Director and Finance Director. They check three systems by hand per shipment and want to ask questions instead. Priya quoted Growth and promised a proposal.
What was said
What this says
Current to 11 Oct 26Discovery call on 30 Apr 2025 with Ravel-Delmotte's Operations Director and Finance Director. They check three systems by hand per shipment and want to ask questions instead. Priya quoted Growth and promised a proposal.
What happened: Priya Raman ran a 42 minute discovery call with Camille Lefebvre and Olivier Delmotte on 30 Apr 2025. Both directors joined and both asked buying questions.
Customer view: Camille checks three systems by hand to follow a shipment and wants to ask a question and get an answer. Five to ten people in operations, sales management and finance would ask regularly.
Commercial: Priya positioned Growth at eight weeks and verbally quoted sixty-two thousand all-in for year one. Five sources exceeds the 4 connector hard limit of Starter, which supports Growth.
Watch: They have no Snowflake account yet, so setup falls into implementation. Priya called the on-site training day standard at Growth, but the price book lists it as an add-on, so confirm it in the order form. The call does not show who signs.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman to send the detailed proposal with scope, timeline, pricing and logistics dashboard examples by end of that week.
- Priya Raman to follow up with Camille Lefebvre and Olivier Delmotte early the following week.
Risks
Current to 9 Oct 26- They have no Snowflake account yet, so setup adds to the implementation.
- The on-site training day was described as standard, while the price book lists it as an add-on.
- The call does not show who holds budget or signs.
Opportunities
Current to 9 Oct 26- Growth fits five to ten regular askers across operations, sales management and finance.
- Route expansion in northern Europe should grow the data need and could later support more users or connectors.
Transcript
Priya Raman NoneHi Camille, hi Olivier, thanks so much for making time. How's your week going?
Camille Lefebvre NoneGood, thanks. Busy as usual in logistics, but we're managing.- Priya Raman NoneI can imagine. So I'm really keen to understand your business a bit better and where you might have data pain points. Olivier, can you give me a sense of how big the team is and what systems you're juggling?
Olivier Delmotte NoneOf course. So we're about thirty-five to forty people across operations, sales, and finance. We've got HubSpot for our customer relationships, we're running our own freight management system, plus Xero for accounting and a couple of spreadsheets floating around.- Priya Raman NoneThirty-five to forty, that's a nice mid-market size. And you're saying four systems plus spreadsheets?
- Olivier Delmotte NoneYeah, so ideally we'd pull data from those four plus potentially our scheduling tool. Five sources maybe, could be more.
- Priya Raman NoneRight. And the challenge is stitching them together?
- Camille Lefebvre NoneExactly. Right now, when I need a view of a shipment, from the booking in HubSpot through to delivery and invoice, I'm manually checking three systems. It's just inefficient.
- Priya Raman NoneThat's a really common pain. What would be the ideal outcome for you?
- Camille Lefebvre NoneI'd love to ask a question and get an answer. Like, how many shipments did we lose this month, why did we lose them, what's the revenue impact?
- Priya Raman NoneThat's powerful. And is that kind of question something you'd ask daily or weekly?
- Camille Lefebvre NoneWeekly at minimum, maybe twice weekly during peak season. And I'd want my team to be able to ask similar questions themselves rather than it all going through me.
- Priya Raman NoneSo you're looking at training maybe five to ten people to ask questions regularly?
- Camille Lefebvre NoneYeah, that sounds about right. Operations, sales management, finance.
- Olivier Delmotte NoneAnd we're expanding our routes at the moment, so we're managing more shipments, more customer relationships. The data challenge is only going to get bigger.
- Priya Raman NoneThat's helpful context. So you're growth-focused. How are you currently expanding, new markets, new customer segments?
- Olivier Delmotte NoneWe're consolidating our presence in northern Europe. More routes, more partners, more volume.
- Priya Raman NoneOkay. And your IT setup, are you on cloud infrastructure?
- Olivier Delmotte NoneWe're on Microsoft 365 for productivity and we use some cloud tools. No Snowflake yet, but we're open to it.
- Priya Raman NoneThat's good to know. So our platform runs inside your Snowflake account, and if you don't have one yet, we'd set that up as part of implementation. Gives you full control and security.
- Camille Lefebvre NoneHow long does something like that typically take to set up?
- Priya Raman NoneFor a company your size on a Growth plan, it's usually eight weeks. We'd handle the Snowflake setup, configure your connectors, build out some initial dashboards, and train your team.
- Olivier Delmotte NoneAnd what's the investment?
- Priya Raman NoneGrowth plan is sixty-two thousand all-in for year one. That's implementation and subscription bundled. Then you renew on standard terms year two.
- Olivier Delmotte NoneThat includes training?
- Priya Raman NoneAbsolutely. On-site training day is standard at Growth level. We want your team confident and asking questions from day one.
- Camille Lefebvre NoneI like this. What's next?
- Priya Raman NoneLet me send you over a detailed proposal. I'll outline the scope, the timeline, pricing, and some example dashboards we've built for logistics businesses. Then if you've got questions, we can jump on another call.
- Olivier Delmotte NoneWhen can you send that?
- Priya Raman NoneBy end of this week, and then to keep momentum going, I'd love to circle back early the following week and see if you're ready to move forward.
- Camille Lefebvre NoneSounds good.
- Priya Raman NoneBrilliant. Thanks both of you. Speak soon.