Fulford Ings Software / BG-Demo – Discovery
Callcompleted
Fulford Ings Software · 5 Jun 2025 16:15
Discovery call on 5 Jun 2025 with Eleanor Pickering and William Coultas. They describe scattered systems, agreed to a demo, and were quoted twenty-five thousand five hundred for year one on Growth.
What was said
What this says
As at Fri 9 Oct 2026Discovery call on 5 Jun 2025 with Eleanor Pickering and William Coultas. They describe scattered systems, agreed to a demo, and were quoted twenty-five thousand five hundred for year one on Growth.
What happened: Sophie Ling ran a discovery call with Eleanor Pickering and William Coultas. They use a CRM, their own ticketing system and a Snowflake warehouse.
Customer view: Eleanor said their data is scattered and agreed to see a demo. William asked about users and cost.
Commercial: Sophie steered them to Growth for thirty people, though Eleanor named about a dozen. The first-year figure sits well below the Growth list price and the £12k implementation fee, and first-term discounts are capped at 20%.
Watch: The evidence does not show the demo or any later outcome. The quoted figure needs reconciling with the price book before any follow-up pricing is relied on.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Sophie Ling to book the demo for the following month.
- Sophie Ling to send Eleanor Pickering the follow-up with pricing and next steps, checked against the price book.
- Eleanor Pickering to name a technical contact if the customer proceeds.
Risks
As at Fri 9 Oct 2026- The quoted first-year total is well below the Growth list price plus implementation fee, which may set an unsupportable price expectation.
- Growth was proposed for thirty people while the customer named about a dozen, so the tier fit is not settled.
- The security review and technical contact are still outstanding.
Opportunities
As at Fri 9 Oct 2026- Finance and operations may join the customer success team as users, giving room to grow beyond the first team.
- The Snowflake warehouse fits the brain running inside the customer's own account.
Transcript
Sophie LingHi Eleanor, William, thanks for the time. How are you both?
Eleanor PickeringGood, thanks for reaching out. We're keen to hear what you do.- Sophie LingGreat. So we build a data brain, essentially an AI layer over your existing systems that lets your team ask natural language questions instead of bouncing between spreadsheets and tools. For you, that would be your CRM, support tickets, usage data, all that.
William CoultasAnd the appeal is?- Sophie LingTime and visibility. Right now, if your customer success team wants to know whether a client is happy, they're probably looking at tickets, reading email threads, checking product usage. With the brain, one question answers all of that. Takes thirty seconds instead of an hour.
- Eleanor PickeringThat's actually something we've talked about. We're quite scattered right now: tickets in one place, usage in another, email everywhere.
- Sophie LingThat's pretty standard. What systems are you using?
- Eleanor PickeringWe've got a CRM, our own ticketing system, and usage is in a data warehouse.
- Sophie LingPerfect. We can connect all three. What's the data warehouse?
- Eleanor PickeringSnowflake, actually.
- Sophie LingThat's ideal. The brain runs inside your Snowflake account, so we don't move data anywhere. It's secure by design.
- William CoultasHow many people would use it?
- Eleanor PickeringPrimarily the customer success team, maybe a dozen people, but probably finance and operations too eventually.
- Sophie LingSo let's say thirty people for now. We've got a Starter tier that covers up to fifteen users, or Growth at forty, which you might outgrow. Honestly, given what you're describing, Growth makes sense: more connectors, more features, room to grow.
- William CoultasWhat does that cost?
- Sophie LingThere's an annual subscription and a one-time implementation fee. The total for your first year would be twenty-five thousand five hundred all-in. Then you're on an annual subscription from year two.
- Eleanor PickeringAnd how long to implement?
- Sophie LingFor Growth, about eight weeks plus a security review. Really depends on how fast your team gets comfortable with it. Once people start asking questions, adoption accelerates. Some customers are much faster.
- William CoultasAnd what would you need from us to get started?
- Sophie LingWe'd do a demo next, walk through how it works on sample data, answer questions. Then if you're keen, we'd have a proper security review for your systems, and you'd need a technical contact for implementation. Nothing too heavy.
- Eleanor PickeringSounds reasonable. Let's see a demo.
- Sophie LingPerfect. I'll get something in the diary for next month. Eleanor, I'll send you a follow-up with pricing and next steps.
- Eleanor PickeringGreat, thanks.