Quabbin Clinical Research / BG-Demo – Proposal
Callcompleted
Quabbin Clinical Research · 17 Feb 2026 17:30
Proposal call with the VP Sponsor Relations and the CFO. Sponsors want a single view of study status. The CFO will not decide until information security and sourcing review, and wants written answers. The 23 Mar 2026 close is not firm.
What was said
What this says
As at Fri 9 Oct 2026Proposal call with the VP Sponsor Relations and the CFO. Sponsors want a single view of study status. The CFO will not decide until information security and sourcing review, and wants written answers. The 23 Mar 2026 close is not firm.
What happened: Jordan Pike walked Meredith Sullivan and Gregory Tanaka through the Enterprise proposal. The deal value of £149k includes the one-off implementation fee and is not an annual price.
Customer view: Meredith says two big sponsors asked for a single view of their studies, which her team stitches together by hand. She insists one sponsor's information must never show up for another sponsor's team.
Commercial: Gregory will not decide on the call and needs information security and sourcing to review first. He wants written answers for the audit file and says he does not accept invoices that differ from the contract.
Watch: Jordan offered a 23 Mar 2026 target close. Gregory said he would not call it firm. Meredith offered to chase her reviewers, and asked for a sample sponsor view.
Themes
As at Fri 9 Oct 2026Theme
Enterprise proposal and reviews
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- Jordan Pike sends Gregory a written breakdown with subscription and implementation on separate lines.
- Jordan sends the security pack with written answers, plus a sample sponsor view.
- Reconvene once the reviews are further along.
Risks
As at Fri 9 Oct 2026- Information security and sourcing reviews have no completion date, so the 23 Mar 2026 target close may slip.
- Sponsor data separation is a hard requirement that the Enterprise security review will test.
- The CFO rejects any invoice that differs from the contract, so the order form must match the proposal split.
Opportunities
As at Fri 9 Oct 2026- Two large sponsors want a single study view, which fits an Enterprise company-wide deployment.
- Meredith offered to chase her internal reviewers, which could speed the close.
Transcript
Jordan PikeHi Meredith, hi Gregory. Can you both hear me okay?
Meredith SullivanLoud and clear, Jordan. Gregory, you're on mute, I think.
Gregory TanakaApologies. Yes. I can hear you both.- Jordan PikeGreat. Thanks for making time at the end of the day. Here's the plan: I'll walk through the proposal, we'll talk scope and the order of work, then price, and I want us to leave with clear next steps. We have about forty minutes, so I'll keep an eye on the clock.
- Meredith SullivanPerfect. Quick sponsor update first, because it frames why we care. Two of our biggest sponsors asked us this week for a single view of where their studies stand. Issues, calls, invoices, all of it. Right now my team stitches that together by hand. What does the sponsor know, and when did we tell them? That's the question we can't answer fast.
- Jordan PikeThat's exactly what the proposal is built around. To be transparent, that's why I've scoped it as Enterprise and not something smaller. You have sponsor relations, study management and finance all needing the same picture.
- Meredith SullivanRight. One portfolio, one story.
- Gregory TanakaBefore we go further. What's the annual cost? I'd like to understand how the proposal is structured.
- Jordan PikeFair. Here's where we are. The deal value in the proposal is £148,750. That's the total for the deal, and it includes the one-off implementation fee. It is not an annual price on its own. I'll show you the split on the next page so there's no guesswork.
- Gregory TanakaUnderstood. Send me the detail. I will want to see it against what procurement expects.
- Jordan PikeWill do, Gregory. I'll put the breakdown in writing after this call, subscription on one line, implementation on another.
- Jordan PikeOkay, let me share my screen. Can you see the proposal?
- Meredith SullivanYes, we see it. A bit small. Can you zoom in?
- Jordan PikeBetter? Okay. So the shape is this. B-Viz runs inside your own Snowflake account. Your data does not leave your environment. We connect the systems your teams already use, and then people ask questions in plain English instead of reconciling spreadsheets.
- Meredith SullivanAnd that includes the call recordings? Our sponsor calls are where half the real information lives.
- Jordan PikeYes, if your call recorder is one of the connected sources. We confirmed the list of systems in the earlier demo, and Hollie, our customer success manager, will own the connector plan with your team once we get to onboarding.
- Meredith SullivanGood. One thing I need to say clearly. We never mix sponsors. One sponsor's information must never show up for another sponsor's team.
- Jordan PikeUnderstood, and I'm glad you raised it. To be transparent, that's something your security team will want to test, and they should. Access controls and how the data is separated will be part of the security review for Enterprise. I'd rather your reviewers ask every hard question now than discover something later.
- Gregory TanakaInformation security and sourcing will both need to review this. I cannot move without them.
- Jordan PikeOf course. I'll send a pack for them straight after this call and I'll make myself available to their team. What would make this a yes for them?
- Gregory TanakaWritten answers. Not a call. Written, so that we have it for the audit file.
- Jordan PikeGot it. Written answers, dated, kept for your audit records.
- Meredith SullivanCan we go back to the work plan? How long before my team actually sees something on our own data?
- Jordan PikeGood question. The implementation is a fixed-fee piece of work, with the security review support included at Enterprise. The first connectors come up early in the plan so your team sees real records quickly. I won't promise exact weeks on this call, I'd rather put them in the order form with commitments for each connector.
- Meredith SullivanThat works. I never promise a study date to a sponsor, so I don't want to promise a go-live date to my own team either. Commitments in writing is the right way.
- Jordan PikeAgreed. Let me scroll down to commercials.
- Jordan PikeSo here's the page. The tier is Enterprise. Subscription is annual, billed in advance. The implementation fee is separate and one-off. Together that gives the £148,750 total I mentioned.
- Gregory TanakaDoes that match the order form we would sign?
- Jordan PikeIt will. The order form is the document that decides price and terms. Anything in a proposal or an email is superseded by the executed copy, so I want you comparing the numbers there, not trusting my slides.
- Gregory TanakaGood. I do not accept invoices that differ from the contract. That is a firm rule.
- Jordan PikeNoted, and that's fine with us. Clean invoices matching the order form is how we want it too.
- Meredith SullivanJordan, one question on budget. If we want to add teams later, does that change the structure?
- Jordan PikeEnterprise is company-wide, so adding teams isn't a new deal, though some things can be added on, like extra users or connectors. I'd rather size that with you once you've seen usage.
- Meredith SullivanUnderstood. I can't commit budget without Gregory anyway, so I'll leave pricing for you two.
- Gregory TanakaI will not decide on this call. I will review the written proposal, and I will want the security and sourcing answers before I do anything.
- Jordan PikeThat's totally reasonable. Here's where I think the timeline sits. We have a target close of 23 Mar 2026. Is that realistic given the reviews, or should I be more conservative in my forecast?
- Gregory TanakaIt depends on the reviews. I would not call it firm.
- Meredith SullivanLet's get ahead of it. If we get the security pack to our team this week, I can chase them on my side. They respond faster when I ask.
- Jordan PikePerfect. That's the kind of help that moves a date.
- Jordan PikeLet me recap so we're aligned. One, I send the written breakdown to Gregory, subscription and implementation separated. Two, I send the security pack for the review team, with written answers. Three, Meredith nudges her side. Four, we reconvene once the reviews are further along. Did I miss anything?
- Meredith SullivanI think that's it. Maybe include a sample of the sponsor view, so my team can picture it.
- Jordan PikeYes, I'll add that. No other sponsor's data in it, obviously.
- Meredith SullivanObviously. Thank you.
- Gregory TanakaNothing further from me. Send me the detail when ready.
- Jordan PikeWill do. Thanks both, really appreciate the time. Talk soon.
- Meredith SullivanThanks, Jordan. Bye now.
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