Cramond Trustee Services / BG-Demo – Proposal

First call with Niall Sutherland, the Chief Executive and economic buyer, since discovery. Eilidh Rutherford said she was ready after the demo. The only terms either has heard so far break the Growth price book.

Context: Niall Sutherland holds the decision and missed the 8 Oct 2026 demo. Eilidh Rutherford is the engaged champion. The open deal is new business at CRM stage demo, with no written proposal or order form on record.

Approach: Lead with the manual scheme reporting problem Niall raised at discovery, then show how trustee pages and dashboards address it. Put the terms on price-book footing: Growth carries 8 connectors and 8 weeks of implementation.

Approach, continued: If Cramond needs twenty connectors, present Enterprise as a separate option rather than stretching Growth. Describe the nightly refresh by 07:00 as a service level, not a credited guarantee, because only Enterprise is credited for freshness.

Watch for: Niall hearing corrected terms for the first time and reading them as a change of offer. The CRM also lists Matteo Ricci as deal owner while Harvey Doyle runs the account; settle this so one name sits on the proposal.

AI · claude-opus-5-5 · as at Fri 9 Oct 2026