Strensall Merchants / BG-Demo – Demo
Callcompleted
Strensall Merchants · 6 Jan 2025 11:00
Demo run on real trade accounts from the customer's credit extract. Neil, Karen and Ashok each had a clear need. Price was shown as £144k all-in, and Neil wants Fiona to see the proposal before any decision.
What was said
What this says
As at Fri 9 Oct 2026Demo run on real trade accounts from the customer's credit extract. Neil, Karen and Ashok each had a clear need. Price was shown as £144k all-in, and Neil wants Fiona to see the proposal before any decision.
What happened: Hannah ran the demo on a housebuilder account across branches, then late deliveries, credit status and a cross-account question Neil typed himself. Lewis said Enterprise fits Ashok's connector plan with room to spare.
Customer view: Neil liked that the tool says what it does not know. Ashok's main worry is silent staleness, and he wants to test permissions on one branch first.
Commercial: Lewis quoted £144k all-in, implementation included, as a deal total and not a yearly figure. Neil does not talk price without Fiona, and Karen would prefer an on-site training day, which Lewis will cost separately.
Watch: Decision target is 14 Feb 2025. The security questionnaire is long, and Karen's branch managers may not adopt it without in-room training.
Themes
As at Fri 9 Oct 2026Theme
Enterprise demo, real accounts
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Ashok sends the security questionnaire and Hannah answers it in writing.
- Lewis sends the proposal with the price breakdown and Neil gets it to Fiona.
- Ashok loads three of Karen's accounts so she can test them this week.
Risks
As at Fri 9 Oct 2026- Neil will not discuss price without Fiona, so the finance sign-off is still ahead.
- Ashok's long security questionnaire could slow the Enterprise review.
- Branch managers may not adopt it without in-room training.
Opportunities
As at Fri 9 Oct 2026- An on-site training day add-on, priced as a separate line, fits Karen's request.
- Karen testing her own branch accounts could create a branch-level advocate.
Transcript
Lewis KerrMorning, all. Can everyone hear me alright? Neil, I can see you, not sure about the sound.
Neil CravenAye, I can hear you fine, Lewis. Happy new year. Bit of a start to the year, I've had a builder on the phone since seven this morning.- Lewis KerrHappy new year, Neil. Sounds like a typical Monday back. Hannah's with me as well, she'll be running the demo.
Hannah LoweMorning, everyone. Thanks for making the time so early in the year. Ashok, I can see you, and I think Karen is just joining.
Karen OxleyHello, sorry, I'm in. I was stuck in the car park at the Darlington branch trying to get the wifi to behave. Can you see me?- Hannah LoweWe can, and we can hear you. Welcome, Karen.
Ashok PatelMorning. Just so you know, I've changed one thing since we last spoke. I've got an extract from the credit system for a handful of trade accounts sitting ready, so we can use real ones today.- Lewis KerrThat's perfect, Ashok, thank you. Let me just frame the call so we use the time well. As I understand it, you want to see whether this does what you need on your own accounts, and then, if it does, we talk about an Enterprise proposal with a view to a decision by Friday 14 February 2025. Is that still right, Neil?
- Neil CravenThat's about it. I'm not buying a slide deck. I want to know what the builder is actually seeing, and whether my branch lads and the credit team can look at the same thing and agree.
- Lewis KerrUnderstood. Hannah, over to you.
- Hannah LoweThanks, Lewis. Before I share anything, can I ask what each of you most needs to know by the end of the hour? Then I'll bend the demo towards it rather than march through features.
- Neil CravenSame trade account, every branch. Which branch, which account? A housebuilder buys from five of our branches and each one thinks they're the only one he deals with.
- Karen OxleyFor me it's simple. When a key account manager rings me about a delivery problem, I want to see the orders, the deliveries and whether credit has put a stop on, without three logins and a phone call to head office.
- Ashok PatelMine's the data side. Does it load cleanly, does it match the ledger, and what happens in our Snowflake account. I'd rather not find out later that something sits somewhere I can't see.
- Hannah LoweGood, that's three clear questions. The short answer on the last one is that it all runs inside your own Snowflake account. The longer answer I'll show you in a diagram in a few minutes. Let me share my screen now. Can you see it?
- Neil CravenYep, that's coming through.
- Hannah LoweSo this is a workspace loaded with the extract Ashok sent over, for a few trade accounts. Ashok, which account number should I start with? I don't want to pick one that's awkward for you.
- Ashok PatelWhich account number is that, sorry, are you asking me to choose? Let's use the housebuilder one Neil mentioned, the one with the many branches. I'll read the number out in the chat, it's easier.
- Neil CravenAye, that's the one that rang me this morning, as it happens.
- Hannah LoweRight, I've searched for it. What you're looking at is a single page for that trade account. Orders across every branch on one timeline, deliveries underneath, the credit position at the side, and any calls or emails that mention the account further down.
- Karen OxleyHang on, go back up. That's the deliveries from the North East branches as well as the Midlands ones?
- Hannah LoweYes, because in the extract Ashok gave me the branch is just a field on the order, so they sit together. You can filter by branch if you only want yours. Here, I'll filter to the North East.
- Karen OxleyOh that's good. That's what I'd have to ring three people for.
- Neil CravenWhat's the builder actually seeing, though? I mean, if he rings and says his delivery was late, can I tell what he's talking about from here?
- Hannah LoweLet's try it. There's a chat box where you ask questions in plain English. I'll type: which deliveries for this account were late in the last month, and which branch sent them?
- Hannah LoweIt takes a few seconds. It's reading the delivery records and the order dates and comparing them.
- Ashok PatelMm, while that runs, can I ask what it's actually using to decide late? Is it the promised date on the order or something it works out itself?
- Hannah LoweTo be precise, it uses the fields you give it. Here it's the promised date on the order against the delivered date in the delivery record. It doesn't guess. And it shows the records it used, so you can check them, which is what you'll want to do.
- Ashok PatelGood. The data says otherwise sometimes, so I want to be able to see where the answer came from.
- Hannah LoweHere we go. It's found a few deliveries, and it's listed them with the branch and how late. If I click the first one, you get the underlying record.
- Neil CravenThat's two from the same depot. I'd want to ring that branch manager. Not to run him down, just to find out what happened. Let's sort it, not talk about it.
- Karen OxleyThat's one of mine, I think. Yes, I know that one. We had a lorry off the road. I'd rather see this myself than have head office tell me.
- Lewis KerrThat's a useful point, Karen. The branch people see the same facts as head office, at the same time.
- Hannah LoweLet me show credit now, because Neil said credit and sales agreeing is the real prize. I'll ask: does this account have any credit hold, and what has been said about payment in the last few weeks?
- Hannah LoweSo on the left, the credit status from the extract. On the right, anything from calls or emails that mentions payment. In your live set-up those come from the call recorder and mailboxes you connect. Today I've got a couple of example notes in there.
- Neil CravenRight. So if credit's told him he's on stop and the branch hasn't been told, I'd see it here before he turns up at the counter.
- Hannah LoweYes, that's the idea. You'd see both on the one page.
- Karen OxleyCan I ask a daft question? Who can see the credit side? I'm not sure every counter lad should.
- Hannah LoweNot daft at all. Access is controlled by the permissions in your Snowflake account and by roles in B-Viz. So credit data can be limited to the people you choose. On Enterprise you can also sign in through your own identity provider and have user accounts managed centrally, so leavers drop out automatically.
- Ashok PatelThat's something I'd want to test properly. I'll test it on one branch first.
- Hannah LoweSensible. In the kickoff we'd do exactly that, one branch, one source at a time, before anything goes wider.
- Lewis KerrCan I come in on that? Ashok, when you say connectors, which sources do you expect to connect first? I'm thinking about scope for the proposal.
- Ashok PatelOrder and delivery systems first, because that's where the branch view comes from. Then credit. Then the call recorder and the mailboxes for key accounts. Maybe the CRM after that, once we've seen it behave.
- Lewis KerrThat fits comfortably within Enterprise, with room to spare. I won't suggest anything beyond what you'd actually use.
- Hannah LoweLet me show you the architecture picture now, since Ashok asked. This is your Snowflake account in the middle. The connectors pull from your systems into tables you own. B-Viz reads those tables and builds the search and the pages on top. Nothing is copied out to a store of ours.
- Ashok PatelAnd the nightly refresh? When do the branches see yesterday's orders?
- Hannah LoweOn every tier the nightly refresh is complete by seven in the morning your time, on business days. So by the time a branch opens, yesterday is in. If a source fails to load, you'd see it flagged rather than silently stale.
- Ashok PatelGood. Silent staleness is what I worry about most.
- Neil CravenCan we go back to the chat for a minute? I want to try one myself. Can I type into it?
- Hannah LoweOf course, I'll leave my screen shared and read it out. Tell me what to type.
- Neil CravenAsk it which of our big builder accounts have had a delivery problem and a credit query in the same month.
- Hannah LoweTyping it as you said it. This one asks it to join two things, so it might take a little longer.
- Karen OxleyWhile that's thinking, Neil, that's the question I'd want every Monday.
- Neil CravenAye, I'd want it before the builder rings me, not after.
- Hannah LoweThere we are. It's found a short list, and I should be honest, it's only as good as the sample Ashok loaded. So three accounts, with the delivery issue and the credit note against each. It has also said which part it couldn't answer, because the extract has no call data for two of them.
- Neil CravenI like that it says what it doesn't know. Reps who bluff are worse than reps who say they've not looked.
- Ashok PatelRight, that does matter to me. It didn't overstate.
- Lewis KerrLet me put the commercial picture on the table, then, so nobody's surprised. Enterprise for your group comes to £143,500 all-in, implementation included. That's the deal total, not a yearly figure, and I'll split it out clearly in the written proposal. Prices are exclusive of VAT.
- Neil CravenRight. I don't talk price without Fiona, as you know. I'll make sure she sees the proposal, and she'll have questions.
- Lewis KerrCompletely understood. I'd welcome a call with her. To put a number on it, I'd rather she saw the breakdown properly than hear a headline from you or me.
- Karen OxleyCan I ask about training? My branch managers aren't data people. If it's not simple they won't use it.
- Hannah LoweThat's a fair worry. The chat is the easy part, as you've seen. We'd run a session for branch managers with their own accounts in front of them. There's also an on-site training day available as an add-on if you'd prefer people in a room.
- Karen OxleyIn a room would be better for my lot. Half of them will say nothing on a video call and then never log in.
- Lewis KerrI'll cost that as an option, separately, so you can see it either way.
- Neil CravenFine. Now, security. Our IT lot will want to know about it. Is that you, Hannah?
- Hannah LoweIt is. For Enterprise I run the security review with your IT team, and I'll put the answers in writing. If a question comes up that I'm not sure about, I'll check with our security lead before answering, rather than guess.
- Ashok PatelI'll send you our questionnaire. It's long, I'm afraid.
- Hannah LoweLong is fine. I'd rather get it right first time than quickly.
- Lewis KerrSo, to recap where we are before we run out of time. You've seen one account across branches, the late deliveries, the credit view and the cross-account question. Next steps, as I have them: Ashok sends the questionnaire, Hannah answers it in writing, I send the proposal with the breakdown, and Neil gets it in front of Fiona. Is that fair?
- Neil CravenThat's fair. And can Karen try it on her own branch accounts before we decide? I'd rather a branch manager told me it worked than me telling her.
- Hannah LoweWe can do that. If Ashok loads a few of Karen's accounts into the workspace, she can ask her own questions this week.
- Ashok PatelI can do that. I'll test it on one branch first, then send her the link.
- Karen OxleyLovely. I'll give you three accounts that always cause me grief.
- Lewis KerrThen I think we're in good shape. Thank you all. Speak soon.
- Neil CravenCheers, all.
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