Kaltenbrunn Medizintechnik / BB-Demo – Demo
Callcompleted
Kaltenbrunn Medizintechnik · 2026-01-14 15:30
Demo on 14 Jan 2026 on sample data. Christina Möller wants proof the brain is worth the £155k total deal value. Open items are mobile and offline use, the EU region architecture, and a next demo on her own data with Kai.
What was said
What this says
Current to 13 Oct 26Demo on 14 Jan 2026 on sample data. Christina Möller wants proof the brain is worth the £155k total deal value. Open items are mobile and offline use, the EU region architecture, and a next demo on her own data with Kai.
What happened: Hannah Lowe showed a hospital account page and a chat answer, each line with a source link, plus an engineer visit briefing. It was sample data, not the customer's own.
Customer view: Christina Möller needs evidence she can write down for management. Complaint answers currently take a week to collect, and the visit briefing was what she liked most.
Commercial: Matteo Ricci restated the £155k total deal value for Enterprise with implementation. She said management knows the number and what she needs is proof of worth.
Watch: Offline use was not promised. Her quality team must be brought in, and the brain was stated not to replace the quality system. The 17 Apr 2026 decision date still stands as the working target.
Themes
Current to 9 Oct 26Theme
Enterprise demo, proof of value
Importance
upsell
Sentiment
mixed
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Hannah Lowe writes the answer on mobile and offline use and sends the architecture diagram with the EU region detail.
- Matteo Ricci sends the proposal outline together with that written answer.
- Hold the next session as a demo on a sample of the customer's own data, with Kai present.
Risks
Current to 9 Oct 26- Offline use for engineers in poor-connection hospitals is not promised and could count against the fit.
- Management still needs proof of value for the £155,000 total deal value before the 17 Apr 2026 decision.
- The quality and compliance team has not yet been involved on traceability duties.
Opportunities
Current to 9 Oct 26- A demo on a sample of the customer's own data with Kai present can supply the proof she asked for.
- Dedicated EU data residency as an Enterprise add-on answers the hospitals' data location question.
Transcript
Matteo Ricci NoneChristina, hello, good afternoon. Can you hear us all right?
Christina Möller NoneYes, good afternoon Matteo. Hannah, hello. I hear you both clearly. I have sent a short agenda this morning, did it arrive?
Hannah Lowe NoneIt did, thank you. Three items, the hospital view, the service tickets, and the EU region question. I have it open next to the demo environment.- Matteo Ricci NoneGood. Before we start, just so we are aligned on the timeline: we are working towards a decision around 17 April 2026, and today is the first proper look at the brain with your world in mind. I would rather you tell us early what does not fit than discover it later.
- Christina Möller NoneYes, that is also how we see it. Our management wants a recommendation, so I need evidence I can write down. What is the source for each thing you show me, that is my main question today.
- Hannah Lowe NoneUnderstood. Then I will start by asking what you most need to know. Is it the structure, how the data gets in, or is it what a service engineer actually sees?
- Christina Möller NoneThe last one. An engineer drives to a hospital, and he should know the history of the device. Which device, which hospital, what happened before. Today he has to ask three people.
- Hannah Lowe NoneRight. So let me share my screen. You should see a page for one hospital account in our sample set. This is not your data yet, to be precise, it is a structured example, so please treat the content as illustrative.
- Christina Möller NoneYes, I see it. It is quite plain.
- Hannah Lowe NonePlain on purpose. At the top, the contracts for that hospital. Below, the devices linked to it. Then the service tickets, and next to every line there is a small source tag, so you can see which system the line came from and when it was last refreshed.
- Christina Möller NoneGood, that is the source. And if two systems disagree? For example the contract says one thing and the service ticket says another.
- Hannah Lowe NoneThe short answer is that we show both and say which is which. The longer answer is that for contract terms the signed document wins, and the brain labels anything else as a claim. It does not quietly pick one.
- Christina Möller NoneMm. That is acceptable. In complaints, this is exactly our problem. Key accounts says one thing, service says another.
- Matteo Ricci NoneIf I may, Christina, that is the case we heard from you in discovery, the complaint that came back twice because nobody could show the earlier answer. Is that still the picture?
- Christina Möller NoneYes. Not every complaint, but the serious ones. A hospital technical director writes, and we need to answer with evidence within days. Now it takes a week to collect it.
- Hannah Lowe NoneThen let me ask the brain a question in the chat, the way an engineer or a complaints manager would. I will type: what has happened with monitoring devices at this hospital in the last quarter, and what did we promise them?
- Christina Möller NonePlease go slowly, I want to read the answer.
- Hannah Lowe NoneOf course. It is thinking, give it a moment. There. You see a short summary, then underneath the tickets it used and the contract clause, each one clickable.
- Christina Möller NoneMm, yes. And this contract clause, it is the service level? Which document is it from?
- Hannah Lowe NoneIt is from the contract folder that was connected in the sample. I click it, and you see the document and the paragraph. So you can check it yourself, you are never asked to simply trust the summary.
- Christina Möller NoneGood. I will repeat it for the minutes: every statement has a link to the original. Correct?
- Hannah Lowe NoneCorrect, with one caveat. If the underlying record is thin, the answer will say so, it will say the evidence is limited. I would rather it said that than sounded sure.
- Matteo Ricci NoneWhich brings me to the sensible question about your regulator, Christina. What does your regulator need to see? I ask because of complaints handling for medical devices, I assume there are traceability duties.
- Christina Möller NoneThere are. Our quality team owns that, not me, but they must be able to reconstruct who knew what and when. I would bring them in for the next call, I think.
- Matteo Ricci NoneThat would be wise. And let me be clear now so it does not surprise you later: the brain is not a replacement for your quality system. It reads from your sources, it does not become the record of truth.
- Christina Möller NoneGood, that is important. Our quality manager would ask exactly that.
- Hannah Lowe NoneShall I move to the second item, the service tickets? Here I want to show how an engineer prepares for a visit.
- Christina Möller NoneYes please, that is the heart of it.
- Hannah Lowe NoneSo, a visit view. Device, location, the last service events, open tickets, and anything the account team has noted. Here the engineer can ask: what should I know before I arrive? And it gives a short briefing, again with links.
- Christina Möller NoneThat is very good. My engineers will like that. But they work in hospitals with poor connection, sometimes. Is it usable on a phone?
- Hannah Lowe NoneIt works in a browser on a phone. Offline is a different matter, and I do not want to promise it. I will put that in writing after the call, with what is supported and what is not.
- Christina Möller NoneYes, please. Let us agree the next step on that one, because it matters for the engineers.
- Matteo Ricci NoneI will note it. Hannah writes the answer on mobile and offline use, and I send it to you together with the proposal outline.
- Christina Möller NoneThen the third item. Data residency. Our customers are in Germany, Austria and the Nordics, and the hospitals will ask where the data lives.
- Hannah Lowe NoneTo be precise, the brain is built and runs inside your own Snowflake account, so the location is the region you choose for that account. For Enterprise we can also set up dedicated EU data residency as an add-on, and I would document exactly what that covers.
- Christina Möller NoneOur IT will want the architecture diagram. They always want the diagram.
- Hannah Lowe NoneOf course. I will send one with the follow-up. And I would suggest that your IT colleague joins the next session, so the questions go straight to me instead of through you.
- Christina Möller NoneYes, Kai, our service data analyst, he will be the admin. I will bring him.
- Matteo Ricci NoneWonderful. On commercial matters, only briefly, since this is a demo. You have seen the proposal outline in draft, Enterprise with the implementation, the total deal value at £155,000. I would rather say it plainly now than have it appear in a slide later.
- Christina Möller NoneYes, I know the number. It is a lot, but management knows it as well. What I need from today is the proof that it is worth it, so the demo on our own data is the important one.
- Matteo Ricci NoneAgreed. Let me confirm that in writing: next session is a demo on a sample of your own data, with Kai present. Is that what you want?
- Christina Möller NoneYes. Minutes from me today, I will send them this evening. Please check that I wrote the actions correctly.
- Hannah Lowe NoneHappy to. To summarise for myself: written answer on mobile and offline, the architecture diagram with the EU region detail, and a list of what we need from Kai for the sample data.
- Christina Möller NonePerfect. That is it from me. Thank you both, this was clear.
- Matteo Ricci NoneThank you, Christina. Speak soon. Ciao for now.
- Hannah Lowe NoneThanks, everyone. Goodbye.
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