Kaltenbrunn Medizintechnik / BB-Demo – Proposal
Callcompleted
Kaltenbrunn Medizintechnik · 2026-02-18 14:30
Proposal call on 18 Feb 2026. Matteo Ricci presented Enterprise with EU data at a £155k total deal value, implementation included. The CFO will not sign before information security and procurement approve.
What was said
What this says
Current to 13 Oct 26Proposal call on 18 Feb 2026. Matteo Ricci presented Enterprise with EU data at a £155k total deal value, implementation included. The CFO will not sign before information security and procurement approve.
What happened: On 18 Feb 2026 Matteo Ricci took Christina Möller and Thomas Schumacher through the Enterprise proposal with the data in an EU region. The decision date being worked towards is 17 Apr 2026.
Commercial: Matteo stated that £155k is the all-in total for the first term, implementation included, and is not an annual price. Thomas asked for the split and renewal terms in writing.
Customer view: Christina wants one page per hospital with sources shown for every answer. Thomas needs a supplier file his auditors accept and will not sign before information security and procurement approve.
Watch: Markus Weber of procurement must be copied on everything. No go-live date was committed, because engineering has not agreed one.
Themes
Current to 9 Oct 26Theme
Enterprise proposal and approvals
Importance
neutral
Sentiment
neutral
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Matteo Ricci sends the written proposal with the split, the EU region confirmation and the security pack by the end of that week.
- Matteo Ricci confirms the team sequence in writing after agreeing it with the delivery team.
- Christina Möller circulates the minutes and a call with procurement follows the customer's questions.
Risks
Current to 9 Oct 26- Thomas Schumacher will not sign until information security and procurement have approved, which adds steps before 17 Apr 2026.
- The total of £155,000 covers the first term only, so the split and renewal terms must be clear in writing.
- No go-live date is agreed, because the delivery sequence is awaiting confirmation from engineering.
Opportunities
Current to 9 Oct 26- Enterprise with EU residency fits the customer's stated need for an auditable supplier file and sourced answers.
- Key accounts are expected to follow field service and complaints once the hospital pages are seen to be right.
Transcript
Matteo Ricci NoneGood afternoon, Christina. Good afternoon, Thomas. Can you both hear me all right?
Christina Möller NoneYes, clear. Good afternoon, Matteo. I think Thomas is just coming in.
Thomas Schumacher NoneGood afternoon. I can hear you. My camera is slow, ignore it.- Matteo Ricci NoneNo problem at all. Thank you for making the time. Let me restate where we are, so nobody is surprised later. You asked for the proposal, I have it for you today, and the date we are working towards for a decision is 17 April 2026.
- Christina Möller NoneGood. I sent a written agenda this morning. Three points. First, scope: which teams, which sources. Second, the EU region and the security review. Third, the commercial position and the next step. And at the end, let us agree the next step properly.
- Thomas Schumacher NoneMay I ask for the commercial position first?
- Matteo Ricci NoneOf course, Thomas. The proposal is Enterprise, with the data in an EU region. The total deal value is £155,000. That is the all-in figure, implementation included. It is not an annual price, and I want to be careful that nobody reads it that way.
- Thomas Schumacher NoneWhat is the total cost over the contract?
- Matteo Ricci NoneFor the first term, £155,000 is the total, with the implementation in it. I will put the split between implementation and subscription in writing, together with how renewal works afterwards. I would rather you saw it on paper than from my memory.
- Thomas Schumacher NonePlease send it in writing. And where is the data processed?
- Matteo Ricci NoneIn an EU region, inside your own Snowflake account. BB-Demo runs there, so the data does not move to us. Let me confirm the exact region in writing too. What do your auditors need to see on that point?
- Thomas Schumacher NoneA supplier file they accept. Location of processing, who has access, how it is documented.
- Matteo Ricci NoneUnderstood. Enterprise includes support for your security review, so that file is part of the work, not an extra.
- Christina Möller NoneGood. Then scope. For me the question is simple: which device, which hospital? An engineer should arrive knowing the history. Service tickets, the contract, the complaints, all on one page per hospital.
- Matteo Ricci NoneYes. In the demo we saw that with your sample data. The brain reads your CRM, the helpdesk and your contract documents, and a question like which hospitals have an open complaint on this device family gets one answer with the sources listed.
- Christina Möller NoneWhat is the source, though? When the answer says a complaint is open, I need to see where it came from. Not only the sentence.
- Matteo Ricci NoneEvery answer links back to the record it used. If the helpdesk ticket says open and the CRM says closed, the brain shows both and says they disagree. It does not choose quietly.
- Christina Möller NoneGood. That matters for key accounts. They will not trust it otherwise.
- Matteo Ricci NoneWhich brings me to a question for you. Which teams go first? In the proposal I assumed field service, key accounts and complaints together, because that is how you described it.
- Christina Möller NoneYes, all three. But if there is a sequence, field service first. Complaints second. Key accounts will follow once they see the hospital pages are right.
- Matteo Ricci NoneThat is sensible. Let me take it to our delivery team and confirm the sequence in writing. I will not commit to a go-live date today that engineering has not agreed.
- Thomas Schumacher NoneBefore any signature, information security and procurement must approve. That is our rule. I do not sign before.
- Matteo Ricci NoneUnderstood, and I would not ask you to. So the order matters. You get the written proposal, your security team gets the pack, procurement reviews the order form, and only then does it come to you.
- Thomas Schumacher NoneProcurement is Markus Weber. He should be copied.
- Matteo Ricci NoneNoted. I will copy Markus on everything from today. Christina, do you want him on the scope note as well?
- Christina Möller NoneYes. And I will write the minutes of this call and send them to all three of you. Then there is one record of what we said.
- Matteo Ricci NoneThank you, that helps me too. So, to close: I send the written proposal with the all-in figure and the split, the EU region confirmation, and the security pack. You circulate the minutes.
- Thomas Schumacher NoneWhen do I have the proposal?
- Matteo Ricci NoneBy the end of this week. If anything slips I will tell you before, not after.
- Christina Möller NoneGood. Let us agree the next step: the proposal this week, our questions the week after, and then a call with procurement. I will put it in the minutes.
- Thomas Schumacher NoneThat is acceptable. Thank you.
- Matteo Ricci NoneThank you both. Speak soon. Best regards.
- Christina Möller NoneViele Grüße. Goodbye.
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