Fewston Heating Supplies / BG-Demo – Discovery
Callcompleted
Fewston Heating Supplies · 18 Aug 2026 13:45
Discovery call with Fewston Heating Supplies. Lisa wants one view of an installer account across counters, key accounts and credit. Michael wants proof before deciding. Working Growth figure is £62k including implementation, decision target 20 Nov 2026.
What was said
What this says
As at Fri 9 Oct 2026Discovery call with Fewston Heating Supplies. Lisa wants one view of an installer account across counters, key accounts and credit. Michael wants proof before deciding. Working Growth figure is £62k including implementation, decision target 20 Nov 2026.
What happened: Lisa Dewhirst opened with a counter incident where staff did not know an installer had an overdue balance. Lewis Kerr explained B-Viz and proposed a demo on Fewston's own data in early September.
Customer view: Michael Dinsdale is cautious on price and says he will not decide on one meeting. He will not sign without Lisa's view, and wants to be sure Growth is right and not Enterprise by the back door.
Commercial: Lewis gave £62k for Growth as the whole deal value including one-off implementation, before VAT. He called it a working figure to be checked against the price book. The decision target is 20 Nov 2026, which Michael called realistic, not certain.
Watch: Michael compares Fewston to a peer he heard praised, and credit uses a separate tool that is not yet understood. IT review by Ryan, the business systems analyst, is a gate.
Themes
As at Fri 9 Oct 2026Theme
Growth tier discovery
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Lewis Kerr to send a follow-up note and demo dates the same day.
- Lisa Dewhirst to confirm Ryan's availability for the demo.
- Hannah Lowe to send Ryan questions on the systems before the demo.
Risks
As at Fri 9 Oct 2026- Michael is price-sensitive and wary of being sold a higher tier than needed.
- The £62,000 figure is a working number not yet checked against the price book.
- The credit tool is unexplained and the IT review is still to come.
Opportunities
As at Fri 9 Oct 2026- A Growth deal covering counters, key accounts and credit teams, wanted live before the winter heating season.
- Lisa is an engaged sponsor with a clear pain around inconsistent account views.
Transcript
Lewis KerrHello, can you hear me all right? I've got Lisa on the screen, and Michael, I think you're just joining.
Michael DinsdaleHere now. Sorry, I was stuck on another call. Afternoon, both.
Lisa DewhirstAfternoon. Right, quick story before we start. Yesterday an installer walked into our Thirsk counter, wanted to put a boiler on account, and the lad on the till had no idea he'd got an overdue balance with credit control. Ten minutes of phoning round. That's why I asked for this call.- Lewis KerrThat's a useful place to start, thank you. So I'm clear on what we're here for: Lisa, you've been looking at B-Viz on the Growth tier, and I understand Michael wants to hear what it would take to decide, and roughly by when. Is that fair?
- Michael DinsdaleBroadly, yes. Before we get into it, I'd like to know what peers have found. Strensall's chief executive spoke well of it to me. But we're not Strensall, we're smaller, so I want to understand why it works for them and whether it would work for us.
- Lewis KerrFair. I won't talk about another customer's set-up or their price, that's theirs to share. What I can do is tell you what it does and let you judge. Can I ask a few questions first about how things look today?
- Michael DinsdaleGo on.
- Lewis KerrLisa, if an installer account were a single page, who would want to look at it?
- Lisa DewhirstThree groups. The counters, obviously. Key account managers, who look after the bigger installers. And credit. Today they each have their own view and none of them agree. Credit has a spreadsheet, sales has the CRM, the counters have whatever they remember.
- Lewis KerrAnd how often do those disagree in a way that costs you something?
- Lisa DewhirstWeekly, at least. Mostly it's a delay and an annoyed installer. Sometimes it's a sale we shouldn't have made on account. I couldn't put a number on it, honestly.
- Michael DinsdaleAnd that's the thing. Installers talk to each other. If one gets treated badly at a counter, I hear about it within the week. Our whole pitch is personal service across sixty counters, and that gets harder as we grow.
- Lewis KerrUnderstood. Let me explain briefly how B-Viz works, and then ask about systems. It sits over your CRM, your emails, your tickets, finance data and so on, and it's built inside your own Snowflake account, so the data doesn't leave your control. Your people then ask questions in plain English, or open a page for one account.
- Lisa DewhirstShow me one account end to end, though. That's what I'll need to see. What does the installer see at the counter?
- Lewis KerrThat's exactly what the demo is for. We'd build it on your data, not a sample, with our solutions engineer, Hannah Lowe. I'd suggest we get it booked for early September, if that suits.
- Lisa DewhirstFine by me. I'd want Ryan on it, our business systems analyst. He knows where everything lives. And he'd do the IT review, I'm not skipping that.
- Lewis KerrGood, that's the right order. Which systems would we need to connect, roughly? Your CRM, I assume, and the accounting system?
- Lisa DewhirstCRM, accounting, the helpdesk for installer queries. Credit uses a separate tool that Ryan would have to explain. I don't want to promise something I don't understand.
- Lewis KerrNo, that's sensible. Hannah will ask Ryan about it properly. Michael, can I ask about the money side? I'll be straightforward.
- Michael DinsdalePlease. What will it cost us all in?
- Lewis KerrTo put a number on it, what I've pencilled in for Growth is sixty-two thousand pounds, £62,000, which is the whole deal value including the one-off implementation. It's before VAT. I'd want to confirm that against the price book before it goes in a proposal, so treat it as a working figure.
- Michael DinsdaleMm. That's not nothing. I don't pay for more than I need, so I'd want to be sure Growth is right and we're not being sold Enterprise by the back door.
- Lewis KerrI wouldn't push anything the usage doesn't support. Growth covers several teams, which matches counters, key accounts and credit. If it turns out you need less, I'd say so.
- Michael DinsdaleGood. And I won't decide on one meeting, you should know that. I'll want to see it work, and I won't sign without Lisa's view.
- Lisa DewhirstI'll take it to Michael after the demo, with Ryan's view on the IT side. If it all holds up, I'd like it live before the busy winter heating season.
- Lewis KerrThat's helpful. At the moment I've got a target of Friday 20 November 2026 for a decision, and I'll plan backwards from that. Does that feel realistic?
- Michael DinsdaleRealistic, not certain. Let's see how the demo goes.
- Lewis KerrPerfectly fair. So next steps: I'll send over today a short note with what we discussed and a couple of dates for the demo. Lisa, you'll confirm Ryan's availability. Hannah will send Ryan a few questions on the systems beforehand.
- Lisa DewhirstDone. Thanks, Lewis.
- Michael DinsdaleThank you. Speak soon.
- Lewis KerrThanks both. Bye for now.
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