Kenmure Business Telecom / BB-Demo – Proposal
Callcompleted
Kenmure Business Telecom · 2025-07-21 16:45
Tom Ashdown walked Shona Baird through the Enterprise proposal. She backs the single-view use case but does not discuss price: Robert signs. Circuit data location is an open question.
What was said
What this says
Current to 13 Oct 26Tom Ashdown walked Shona Baird through the Enterprise proposal. She backs the single-view use case but does not discuss price: Robert signs. Circuit data location is an open question.
What happened: Tom presented the Enterprise proposal, covering CRM, helpdesk, accounting and call recorder connectors. He read out the deal total of £134k, implementation included, and said it is not an annual figure on its own.
Customer view: Shona wants account managers to see open faults, install dates and the last bill in one place. She valued Tom's honesty that the brain is only as good as its source systems.
Commercial: Shona does not discuss price. Robert, the CFO, signs and will want the figure split out and matched to the order form. Target signature is 14 Aug 2025.
Watch: the circuit inventory sits in the customer's own database, and it is not yet known whether it lands in Snowflake. That could mean scoped work in the first weeks.
Themes
Current to 9 Oct 26Theme
Enterprise proposal, single customer view
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- Tom Ashdown to send slots for a finance call with Robert, with Owen Tallis joining for terms.
- Tom Ashdown to resend the proposal with the connector list on one page.
- Shona Baird to ask her data team where the circuit data lands today.
Risks
Current to 9 Oct 26- Circuit inventory sits in a customer database and may not reach Snowflake, which could add scoped work.
- Robert, the signer, has not yet seen the figures and will check them against the order form.
Opportunities
Current to 9 Oct 26- Enterprise across account management, provisioning and the service desk, with SSO, SCIM and an executive sponsor.
- Further connectors later, as Enterprise has room beyond the first four.
Transcript
Tom Ashdown NoneHello Shona, can you hear me alright? I've got you on screen but no sound yet.
Shona Baird NoneAye, loud and clear now. Sorry, I'm a minute late. I've had a circuit down for a whole care home group since lunch and nobody owned it until about ten minutes ago.- Tom Ashdown NoneOh, no drama, honestly. Is it sorted?
- Shona Baird NoneIt's got an owner, which is the main thing. Engineer's out there. What's the customer actually seeing? Nothing. That's the problem. Anyway. Go on, you've got me for the afternoon.
- Tom Ashdown NoneRight, grand. So how's your week been otherwise? Apart from that one.
- Shona Baird NoneBusy. Provisioning slipped on two installs and the account managers are chasing me for answers I don't have. Which is partly why we're doing this, to be fair.
- Tom Ashdown NoneYeah, that's what I wanted to pick up. I'll talk through the proposal, I'll keep it plain, and you stop me where it doesn't match how your teams work. Sound alright?
- Shona Baird NoneLet's not make this complicated. Go for it.
- Tom Ashdown NoneSo the proposal is the Enterprise tier. That's the one that covers the whole company rather than one team, which is what you said you needed after the demo. Account management, provisioning and the service desk all asking the same brain, all seeing the same business customer.
- Shona Baird NoneRight. And that's the bit that matters to me. Today an account manager looks at the CRM, then the fault system, then billing, and they've got three different stories.
- Tom Ashdown NoneExactly. So in the proposal we connect your CRM, the helpdesk, the accounting system and the call recorder to start with. Enterprise has room for plenty more connectors than that, so you're not boxed in if you want to add something later.
- Shona Baird NoneCan it do the circuits? The circuit inventory sits in our own database, not in anything off the shelf.
- Tom Ashdown NoneMm. Good question. It all runs inside your Snowflake account, so if the circuit data lands in Snowflake, the brain can read it. If it doesn't today, that's a piece of work we'd scope with your data team in the first weeks. Leave that with me and I'll get Marcus to look at it properly, he's your customer success lead when you're live.
- Shona Baird NoneOkay. I'll ask my lot where it lands today. I think it gets copied over every night but I'd be guessing.
- Tom Ashdown NoneFair enough, don't guess, ask them. That's all I need, really. Right, so the rollout. Enterprise implementation is twelve weeks, and that includes support for your security review. I know your IT people will want to go through that.
- Shona Baird NoneThey will. They always do, and then they find a question at week eight. Who deals with that on your side?
- Tom Ashdown NoneIt's built into the implementation, so there's somebody on our side answering them as they come, not a separate queue. And single sign-on and SCIM come with Enterprise, so your people log in the way they log in to everything else.
- Shona Baird NoneGood. That'll go down well with the security folk. Honestly they'd have said no without it.
- Tom Ashdown NoneYeah. There's also an executive sponsor on our side, someone senior at BB-Demo who has your account on their list. Not a day to day person, more somebody you can ring if it's going sideways.
- Shona Baird NoneI like that. Sideways is the word. I've had suppliers where the senior person disappears after signature.
- Tom Ashdown NoneNot how we want to do it. Now, the money. I'll say the total, but I want to be clear I'm reading it off the proposal and I'll confirm it in writing. The deal total is £134,500, and that's everything, implementation included. It isn't an annual figure on its own.
- Shona Baird NoneRight, I'm going to stop you there, Tom, and it's not me being awkward. I don't discuss price. That's Robert's. He's our finance director, well, our CFO, and he's the one who signs.
- Tom Ashdown NoneNo, that's fine, I know. I only wanted you to hear the number so it's not a surprise when Robert gets it. He'll get the same thing from us in writing.
- Shona Baird NoneGood. He'll want it split out, and he'll want it to match whatever's in the order form. He's very particular. Which figure is the contracted one, that's what he always asks.
- Tom Ashdown NoneWhich is exactly right. The order form is the contract, so that's the thing to check anything against. We'll make sure the proposal and the order form say the same thing.
- Shona Baird NoneOkay. What I can speak to is whether it's worth it. Who's using it, how many people, what's the first thing they'd notice.
- Tom Ashdown NoneGo on then, what would you want your people to notice in the first month?
- Shona Baird NoneAn account manager gets a call from a customer, types the customer name, and sees the open faults, the install dates and the last bill in one go. If they can do that without ringing me, I'm happy.
- Tom Ashdown NoneThat's the use case, yes. And the service desk the same, so they know the story before they pick up. We'd build the first pages around exactly that so it's there from the start, not something people have to dream up.
- Shona Baird NoneRight. And who's got the fault if it's wrong? If the brain says an install is booked and it isn't, who do I shout at?
- Tom Ashdown NoneFair. Short answer is the brain is only as good as what's in the systems it reads. If the source is wrong it'll be wrong, but it'll also show you where the answers disagree, which is half the point. I'm not going to oversell it.
- Shona Baird NoneHonest. Good. Never promise an install date you've not checked, that's my rule, so I appreciate you saying that.
- Tom Ashdown NoneHa, same rule. Right. What's next from your end, as I see it? You've got the proposal, you ask your data team where the circuit data lives, and you let Robert have the paperwork when he's ready.
- Shona Baird NoneYes. I'll talk to Robert this week. He'll probably want a call with your boss, I'd guess, once he's seen the figures. And procurement will want the contract terms.
- Tom Ashdown NoneSure. We're aiming to have it signed by 14 Aug 2025, so there's time, but let's get something in the diary for the finance conversation. I'll send you a few slots for a call with Robert and I'll bring Owen, our VP of Sales, in case there are questions on terms.
- Shona Baird NoneThat works. Send them over and I'll push him.
- Tom Ashdown NoneBrilliant. And I'll send the proposal again with the connector list on one page so it's easy to pass round.
- Shona Baird NonePerfect. Right, I'd better get back to my care home. Cheers, Tom.
- Tom Ashdown NoneCheers, Shona. Good luck with the engineer. Speak soon.
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