Kralingse Expeditie / BG-Demo – Demo
Callcompleted
Kralingse Expeditie · 24 Nov 2025 09:00
Demo to Sanne, Thijs and Lotte was well received. Sanne will not sign without Bart. Thijs wants the operating split and a technical session. The Growth deal figure of £60k was restated as a total.
What was said
What this says
As at Fri 9 Oct 2026Demo to Sanne, Thijs and Lotte was well received. Sanne will not sign without Bart. Thijs wants the operating split and a technical session. The Growth deal figure of £60k was restated as a total.
What happened: Anya drove a demo of search, chat and an exceptions dashboard. Lotte said the importer story had taken three places to piece together, and that B-Viz "would have saved me the three places".
Customer view: Sanne again framed the test as what the customer has been told. Thijs asked who operates the Snowflake setup, and Lotte asked about freshness and was told the refresh is nightly.
Commercial: Matteo restated Growth at £60k, subscription and one-off implementation together, not an annual price. Decision target is 2 Jan 2026. Sanne said "I do not sign anything without Bart".
Watch: Bart was not on the call and his view is unknown. Written commitments are owed on the responsibilities split, the nightly refresh in the order form and the price breakdown.
Themes
As at Fri 9 Oct 2026Theme
Growth demo on own data
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- Matteo to send a written summary, the split of responsibilities and the proposal with price breakdown.
- Thijs to arrange a technical session with Anya on connectors and access.
- Sanne to speak to Bart this week and report back.
Risks
As at Fri 9 Oct 2026- Bart, the apparent final approver, did not attend and his view is not known.
- Thijs has security concerns about who operates the setup inside the customer's Snowflake account.
- Nightly refresh means data is end-of-previous-day, which must be stated clearly in the order form.
Opportunities
As at Fri 9 Oct 2026- Lotte and Sanne see a clear use case for exceptions dashboards, which sit in the Growth tier.
- Elena Novak can join a later call on adoption, which was Sanne's main worry.
Transcript
Matteo RicciGood morning, everyone. Can you all hear me? Sanne, Thijs, Lotte?
Sanne VerhoevenGood morning, Matteo. Yes. Lotte is still on mute, I think.
Lotte van DamSorry, yes, here. Good morning. The sound was off.
Thijs BrouwerMorning. I'm here as well. Camera is being difficult, so audio only for now.- Matteo RicciNo problem at all. Anya from our side is also with us, she will drive the demo.
Anya PetrovaHi all. Good to meet you properly.- Sanne VerhoevenBefore we start, the worst delay of the week. A retail importer has a container held at the terminal because the paperwork did not match the booking. Where is the container now? Still in the stack. What has the customer been told? Lotte called them yesterday, so they know.
- Lotte van DamYes. And I had to dig through three places to find the story. Mailbox, the customs desk notes and the shipment system. That took longer than the call itself.
- Matteo RicciThat is precisely what we want to show you today. Let me restate where we are, so everyone is aligned. This is the demo, using the example data we prepared. After today, if you are comfortable, the next step is a proposal, and the target we have noted for a decision is 2 Jan 2026. I would rather be clear about that timeline from the start.
- Sanne VerhoevenYes. That works. But let's be concrete: I do not sign anything without Bart, so he needs to see what you show us.
- Matteo RicciOf course. I will make sure whatever we prepare is something you can forward to him. And I will confirm that in writing after the call.
- Matteo RicciAnya, shall we begin?
- Anya PetrovaSure. Let me share my screen. Can you see it? This is a B-Viz workspace. Everything you see sits on top of a Snowflake account, and in your case that would be your own account, not ours.
- Thijs BrouwerThat is important for me. Customs data is sensitive. Who operates it, you or us?
- Anya PetrovaWe build and run it inside your account, but it is your data and your access rules. Matteo can confirm the exact split in writing.
- Matteo RicciYes. Let me confirm that in writing, Thijs, with the responsibilities listed clearly, so your security colleagues can review it.
- Anya PetrovaSo, the first thing. I'll search for an importer. I've typed the name of a sample importer, and you get one page with shipments, exceptions, recent calls, emails and invoices together.
- Lotte van DamMm. So that would have saved me the three places.
- Anya PetrovaThat's the idea. Now I'll use chat. I'll ask: which shipments for this importer are delayed, and what has the customer been told?
- Anya PetrovaThere. It lists the delayed shipments, and for each one it points to the email or the call note where the customer was updated. If nobody updated them, it says so.
- Sanne VerhoevenThat is the question. What has the customer been told? If the answer is nothing, I want to know before they do.
- Anya PetrovaRight. We can also build a dashboard for that, an exceptions view that your account managers check each morning. That is part of the Growth tier.
- Thijs BrouwerCan it show customs status? Not just the delay, but what is waiting on us?
- Anya PetrovaIt shows whatever is in the connected systems. If your customs system records a hold or a missing document, it will appear. It cannot tell you when something will clear, that stays with the authorities.
- Sanne VerhoevenGood. Because I never promise clearance to a customer. I only tell them what we know.
- Matteo RicciAnd that is a sensible line. The tool should help you say what is known, not predict what is not.
- Anya PetrovaLet me show search now. I'll look for a phrase from a call recording, say, wrong booking reference. It brings up the calls, the emails and the helpdesk tickets that mention it.
- Lotte van DamThat is quick. How fresh is the data? If I look at it at nine in the morning, is it from yesterday?
- Anya PetrovaThere is a nightly refresh that completes early on business days, so yes, you'd be looking at the end of the previous day, not live. For anything urgent you still check the source.
- Lotte van DamOkay. Good to know. I would rather know that now.
- Matteo RicciMay I add something on that? I would rather you heard it from me: the refresh is nightly, and we will state that in the order form so there is no ambiguity.
- Anya PetrovaNow invoices. I'll ask: which importers have open invoices and an open exception at the same time? This is useful when someone queries a bill and you want the shipping story next to it.
- Sanne VerhoevenClean invoices, yes. When an importer disputes a charge, my team has to ask finance, then customs, then come back. This would shorten that.
- Thijs BrouwerWhich connectors would we need for all this?
- Anya PetrovaFrom what you've described: the shipment system, the customs desk system, your mailboxes, the helpdesk and the accounting system. I'd confirm the exact list and the access details with you, Thijs, in a separate technical session.
- Thijs BrouwerYes, I'd like that. Let's do it soon.
- Lotte van DamFrom my side, as a user: can I save a question and run it every morning?
- Anya PetrovaYes, you can save it, and a dashboard is the better home for it, because everyone on the team sees the same result.
- Matteo RicciLet me say a word on commercials, briefly. We are discussing the Growth tier. The deal amount we have noted is £59,500. That is the total, the subscription and the one-off implementation fee together, so it is not an annual price. I will break it down in the proposal.
- Sanne VerhoevenOkay. Send it in writing, and Bart will look. I will not comment today.
- Matteo RicciOf course. And Elena Novak, who would be your customer success manager, can join a later call to talk about adoption.
- Sanne VerhoevenOne more question. What does my team need to do to be ready? Let's be concrete.
- Anya PetrovaHonestly, mainly knowing which questions matter most. If each of you brings two or three real questions you ask every week, we can build around those.
- Lotte van DamI can do that. I have plenty.
- Matteo RicciSo, next steps. From us: a written summary of today, the split of responsibilities Thijs asked about, and the proposal with the price breakdown. From you: the technical session with Thijs, and Sanne, the conversation with Bart. Does that match your understanding?
- Sanne VerhoevenYes. I will speak to Bart this week and come back to you.
- Thijs BrouwerFine for me. I'll look for a time with Anya.
- Matteo RicciThank you all. Best regards, and enjoy the rest of your Monday.
- Sanne VerhoevenThank you, Matteo, Anya. Groet.
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