Kaltenbrunn Medizintechnik / BB-Demo – Discovery
Callcompleted
Kaltenbrunn Medizintechnik · 2025-12-18 14:00
Discovery call on 18 Dec 2025 with Christina Möller. Service, contract and complaint data sit in separate systems. EU data location is required. Enterprise sizing of £155k total deal value was shared. She is champion, not final decision-maker.
What was said
What this says
Current to 13 Oct 26Discovery call on 18 Dec 2025 with Christina Möller. Service, contract and complaint data sit in separate systems. EU data location is required. Enterprise sizing of £155k total deal value was shared. She is champion, not final decision-maker.
What happened: Matteo Ricci ran discovery with Christina Möller, Head of Field Service Operations, on 18 Dec 2025. She described tickets, contracts and complaints held in three separate places, so nobody can see a hospital's device history quickly.
Customer view: She wants every answer sourced and said EU data location is required because hospital customers and their data protection officers will ask. She is the champion, and IT security and management still have to approve.
Commercial: Matteo positioned Enterprise, with SSO, SCIM and security review support over a standard 12 weeks, and quoted £155k as the total deal value including implementation. He said it is not an annual price and is an estimate until discovery finishes.
Watch: The 17 Apr 2026 decision date is a working date, not agreed. The Snowflake region and the regulator's needs are unconfirmed.
Themes
Current to 9 Oct 26Theme
Enterprise discovery, EU residency
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 the written summary and the figure with its breakdown.
- Christina Möller confirms the Snowflake region and compliance needs with IT and quality.
- Hold a second call in January with her IT colleague and a demonstration on the customer's own data.
Risks
Current to 9 Oct 26- IT security review and management cost approval are still to come, so the 17 Apr 2026 date is not agreed.
- EU data location is a requirement and the customer's Snowflake region is unconfirmed.
- The £155,000 total deal value is an estimate and will change if scope changes.
Opportunities
Current to 9 Oct 26- Enterprise tier with SSO, SCIM and security review support fits the stated need.
- Dedicated EU data residency add-on could cover the hospital data location question.
Transcript
Matteo Ricci NoneGood afternoon, Christina. Can you hear me? I think the connection is fine on my side.
Christina Möller NoneGood afternoon, Matteo. Yes, I hear you well. I hope you are not too busy before the holidays.- Matteo Ricci NoneBusy, but the good kind. London is grey and wet, as always in December. And you, in Hamburg?
- Christina Möller NoneThe same, grey and cold. But I have the coffee. So, I sent a written agenda this morning. Did you see it?
- Matteo Ricci NoneI did, thank you. Five points, if I read it right. Devices and hospitals, current systems, complaints, the data location, and the timeline with who decides.
- Christina Möller NoneExactly. Please start with the timeline, because I know you like that.
- Matteo Ricci NoneI do, so thank you. The date we have pencilled for a decision is 17 Apr 2026. That is a working date, not a promise, and I would rather you told me if it is unrealistic for your side. Is it?
- Christina Möller NoneIt is possible. But I am the champion here, not the final decision. Our IT security will want a review, and our management will want to see what the cost is. So the date is possible, but not yet agreed. Let us agree the next step later.
- Matteo Ricci NoneUnderstood. That is useful and honest. Let us come back to it at the end. Tell me about your world first. Which devices, which hospitals? Help me see a day in your department.
- Christina Möller NoneYes. We make patient-monitoring equipment. Our customers are hospitals in Germany, Austria and the Nordics. When a monitor has a problem, a hospital calls, and a service ticket is opened. An engineer goes. Sometimes the same device has three or four visits, and nobody sees the pattern, because the history is spread over different places.
- Matteo Ricci NoneDifferent places meaning what, exactly? Please do not be shy about the ugly details.
- Christina Möller NoneThe tickets are in the service system. The contracts, which hospital has which service level, are in another place, and the key account managers have their own notes in the CRM. And complaints are a third process again. Each is correct on its own. Together, nobody can say quickly: this hospital, this device, what happened, what did we promise?
- Matteo Ricci NoneMm. And who feels this most? Is it the engineer arriving, or the key account manager on the phone?
- Christina Möller NoneBoth. The engineer arrives and does not know the history, and the hospital is annoyed because they already explained. And the key account manager has to apologise without evidence. I do not like to answer a complaint without evidence.
- Matteo Ricci NoneThat is the heart of it, I think. So the question you would want the brain to answer is something like: show me this hospital, its devices, its tickets and its contract, in one place.
- Christina Möller NoneYes. And a source for every line. What is the source? That is my question for everything, I am afraid.
- Matteo Ricci NonePlease never be afraid of that. Every answer in the brain points back to the record it came from, in the source system. If it cannot show a source, it should say so. We can demonstrate that on your own data later, not slides.
- Christina Möller NoneGood. I would like that very much. Slides are not evidence.
- Matteo Ricci NoneAgreed. Now the data location, because I think it matters for you. Your profile says an EU region.
- Christina Möller NoneIt is required. Our hospital customers, and their data protection officers, will ask. Ticket texts can contain details about where a device is, sometimes even about a patient situation, even if we tell the engineers not to write it. So the data must stay in the European Union.
- Matteo Ricci NoneThat is important, and I am glad you said it early. The brain is built and run inside your own Snowflake account, so the first question is which region your account is in. Do you know?
- Christina Möller NoneI think it is in Frankfurt, but I must check with my colleague in IT. I will not say something I cannot source.
- Matteo Ricci NonePerfect, that is the right answer. Let me write that as a point for you. And beyond your own account, we also offer dedicated EU data residency as an add-on, so we can look at what you need. What does your regulator need to see about where the data sits?
- Christina Möller NoneFor the regulator, I would have to ask our quality and compliance team. For the hospitals, the question is more about processing and who has access. I will ask both and send you the answer in writing.
- Matteo Ricci NonePlease do. And I will tell you the same in writing in return. Let me say how we usually run it for a company of your kind. You are looking at our Enterprise tier. That brings single sign-on and SCIM for your users, an executive sponsor on our side, and security review support during the implementation.
- Christina Möller NoneThe security review is a big point for our IT. How long does an implementation take?
- Matteo Ricci NoneFor Enterprise, the standard plan is twelve weeks, including the security review support. I would like to be careful: I will confirm that in writing against your systems, and I will not give you a date that our engineers have not agreed. That is a rule I keep.
- Christina Möller NoneGood. I prefer a date that is true over a date that is nice.
- Matteo Ricci NoneThen we understand each other. Shall I mention the money, so there are no surprises later?
- Christina Möller NoneYes, please. Management will ask me immediately.
- Matteo Ricci NoneThe figure on our side, for now, is £155,000. That is the total value of the deal, with the implementation included. It is not an annual price. It is a first sizing, from what we know today, and it will change if the scope changes. I will write it with a breakdown, so you can see what sits in it.
- Christina Möller NoneThank you. What is the source of the figure? Is it a price list or an estimate?
- Matteo Ricci NoneIt is our proposal sizing for the Enterprise tier and the scope we discussed so far, so an estimate until we finish discovery. I will put the sources in the note.
- Christina Möller NoneGood. Then I would like to propose the next steps. Shall I write them?
- Matteo Ricci NonePlease. I will confirm each one.
- Christina Möller NoneOne. I ask IT about the Snowflake region and the list of systems we would connect. Two. I ask quality and compliance what they need on data location. Three. You send me the written summary of today and the figure with its breakdown. Four. We hold a second call in January, with my IT colleague, and we look at a demonstration with our own data. Five. I take the date of 17 Apr 2026 to my management as a possible plan, not as agreed.
- Matteo Ricci NoneThat is exactly right. One small addition: I will also send you a short note on what our security review needs from your IT, so they can prepare. And I will ask our team whether a sample dataset is enough for the demonstration.
- Christina Möller NoneGood. And I will send the minutes of this call to you today, so we both have the same record.
- Matteo Ricci NoneI would be glad of that. I will compare them with my own notes and tell you if I see a difference.
- Christina Möller NoneThank you, Matteo. This was clear and useful. I wish you a good holiday.
- Matteo Ricci NoneAnd you, Christina. Thank you for the agenda, it made it easy. Speak soon.
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