Hvidbjerg Logistik / BG-Demo – Discovery
Callcompleted
Hvidbjerg Logistik · 4 Mar 2026 08:30
Discovery call with Hvidbjerg Logistik. Customer service spends half the day hunting across systems and finance tracks invoicing manually. Growth tier quoted at £44k plus £12k implementation; proposal and demo to follow.
What was said
What this says
As at Fri 9 Oct 2026Discovery call with Hvidbjerg Logistik. Customer service spends half the day hunting across systems and finance tracks invoicing manually. Growth tier quoted at £44k plus £12k implementation; proposal and demo to follow.
What happened: Mette Kjærgaard and Søren Lund described a TMS, warehouse system, CRM and Xero that nobody can query together. Matteo Ricci positioned the brain on their own Snowflake account.
Customer view: Mette said her team "spends easily half the day just hunting for the answer". Søren added that invoicing tied to delivery confirmations is error-prone and slow, and data residency matters to the board.
Commercial: Matteo recommended Growth at £44k a year plus a £12k implementation fee, eight weeks. Søren confirmed this as sixty-two all-in for year one.
Watch: Søren challenged the eight-week timeline. The evidence does not show a decision, budget or competitor.
Themes
As at Fri 9 Oct 2026Theme
Scattered systems, Growth quote
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci to send the proposal the morning after the call.
- Matteo Ricci and Theo to run a demo on Hvidbjerg's data after the review week.
Risks
As at Fri 9 Oct 2026- Søren questioned whether eight weeks is realistic.
- Board-level concern about where data sits could slow approval.
Opportunities
As at Fri 9 Oct 2026- Growth tier at £44,000 a year plus £12,000 implementation, with four connectors against eight included.
- Finance invoicing and delivery confirmation use case extends value beyond customer service.
Transcript
Matteo RicciGood morning. Can you hear me okay?
Mette KjærgaardYes, we can hear you fine. Søren is with me too.
Søren LundMorning, Matteo.- Matteo RicciGood morning, Søren. How's the week treating you both?
- Mette KjærgaardBusy. We're in the middle of the spring rush, so it's hectic, but we're managing.
- Matteo RicciI can imagine. Logistics doesn't sleep, does it? Well, I appreciate you both making time. So what I'd like to do this morning is understand how you're running the business today: your teams, your systems, the pain points. And then I can walk you through what the brain is and how it might help. Does that sound reasonable?
- Søren LundYes, that works for us.
- Matteo RicciGreat. Tell me about the organisation first. How many people, and what are the main business lines?
- Mette KjærgaardAbout a hundred and fifty across the group. Freight is our main business, that's the bulk of it, and we've got a warehousing division. I run customer service, which is about fifteen of us, but everyone is touching multiple systems every day. It's not siloed.
- Matteo RicciAnd when a customer calls in, what does that look like? Walk me through a typical query.
- Mette KjærgaardSo a customer rings up asking where their load is, when it's arriving, has it been delivered. And to answer that question, I or my team have to search the TMS: the transport management system: search the warehouse system, pull in data from the CRM, look through emails. And stitching that together is very manual and it takes time. Honestly, my team spends easily half the day just hunting for the answer before they can actually talk to the customer about it.
- Matteo RicciSo the data is there, but it's scattered.
- Mette KjærgaardExactly. And if the customer escalates or we need to pull in finance or operations, it gets messier. Everyone has to go off and look for themselves.
- Søren LundWe see it from the finance side too. Invoicing is tied to delivery confirmations, and we're tracking that across multiple systems manually. It's error-prone and it's slow.
- Matteo RicciThat's exactly what the brain solves. B-Glass is an AI layer that sits on top of your Snowflake, your own infrastructure, you keep full control. And it lets you ask questions across all your systems in plain English. So instead of your team hunting through three or four systems, they ask the brain: 'Where is this load and what's the invoice status?' and they get one answer back instantly.
- Mette KjærgaardSo it's pulling from the TMS and the accounting system at the same time?
- Matteo RicciYes. We build connectors to each system: we map your data, and the brain can query them in parallel. What systems are you using now?
- Mette KjærgaardTMS we use, warehouse management system, CRM, and Xero for accounting.
- Matteo RicciGood. So four connectors, that's very manageable. And Søren, I know data residency matters, the brain is built entirely inside your Snowflake account. Data never leaves. You control access, you can audit everything.
- Søren LundThat's important to us. We've had conversations with the board about where data sits, so I'm glad to hear that.
- Matteo RicciGood. So moving to cost. For a company your size, I'd recommend Growth. The subscription is £44,000 a year, and there's a one-off implementation fee of £12,000. Both fixed, so no surprises.
- Søren LundSo that's sixty-two all-in for year one?
- Matteo RicciExactly. Sixty-two all-in, which includes the implementation and the first year's subscription. Year two onwards is just the forty-four.
- Mette KjærgaardWhat's included in Growth?
- Matteo RicciGrowth covers up to forty users, that's soft, we can add more if you grow. Eight connectors, so you have room to connect more systems later. The dashboards builder, so your ops team can create their own reports without writing code. And quarterly check-ins with our customer success team.
- Mette KjærgaardAnd implementation, how long would that take?
- Matteo RicciEight weeks, start to finish. We build and test the connectors, we configure the brain, your teams keep working. No downtime.
- Søren LundAnd you're confident in that? Eight weeks is specific.
- Matteo RicciI would rather you heard it from me, yes. Fixed scope, fixed fee. We've done this many times. And I'd rather underpromise and over-deliver.
- Mette KjærgaardOkay. So what happens next?
- Matteo RicciI'll send you a full proposal with all the details: scope, pricing, timeline, everything. You take a week to review, chat about it internally, and then we set up a demo. That way you actually see the brain working on your data, and you can ask questions about your specific situation.
- Søren LundWhen could we do the demo?
- Matteo RicciI'll get the proposal over by end of this week. Give yourselves a week to review it, and we can schedule the demo for the following week. That gives you time to absorb it.
- Mette KjærgaardThat should work. We'll review and get back to you.
- Matteo RicciPerfect. I'll send the proposal tomorrow morning and I'll copy in Theo, he's our solutions engineer and he'll be running the demo with us. Any other questions right now?
- Søren LundNot for me.
- Matteo RicciGreat. Thanks very much for the time. Speak soon.
Callsmade from