Kralingse Expeditie / BG-Demo – Proposal
Callcompleted
Kralingse Expeditie · 8 Dec 2025 12:15
Matteo walked Sanne through the Growth tier proposal at a deal total of £60k. Sanne cannot sign without Bart, wants shipments first, and asked for a customs declarations connector. Decision date is Fri 2 Jan 2026.
What was said
What this says
As at Fri 9 Oct 2026Matteo walked Sanne through the Growth tier proposal at a deal total of £60k. Sanne cannot sign without Bart, wants shipments first, and asked for a customs declarations connector. Decision date is Fri 2 Jan 2026.
What happened: Matteo presented the Growth proposal after the demo on Kralingse Expeditie's own shipment data. Sanne opened with a missed-connection container that the customer learned about from the shipping line, which her team needed four systems to trace.
Customer view: Sanne wants shipments first and the data kept with the company. She said "Bart decides" and that she signs nothing without him. She prefers written confirmation after a past supplier over-promised.
Commercial: The £60k is described as the deal total, to be split between implementation and subscription in the order form. Matteo said the executed order form beats the proposal. The customs declarations tool is not yet confirmed as a connector.
Watch: No timetable has been agreed with engineering, and Sanne is worried about the January peak. Elena Novak has not yet met Sanne. Bart and Noor are to join the next call.
Themes
As at Fri 9 Oct 2026Theme
Growth tier proposal
Importance
upsell
Sentiment
positive
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo to confirm the customs declarations tool with engineering in writing.
- Matteo to send a staged timetable and the proposal with a clear data line to Sanne and Bart.
- Matteo to book a call before Christmas with Bart, Noor and Owen Tallis, and introduce Elena Novak.
Risks
As at Fri 9 Oct 2026- The customs declarations connector is not yet confirmed by engineering, and Sanne's team relies on that tool.
- No implementation timetable is agreed, and Sanne wants no disruption in the January peak.
- Sanne cannot sign alone, so the decision rests with Bart, who has not yet seen the terms.
Opportunities
As at Fri 9 Oct 2026- Growth tier covers account management, customs and possibly invoicing teams.
- A shipments-first rollout answers the pain Sanne described this week.
Transcript
Matteo RicciSanne, buongiorno, or good afternoon, I should say. Can you hear me properly?
Sanne VerhoevenYes, I hear you fine. Afternoon, Matteo. Sorry, I am eating a sandwich, it is the only gap I have today.- Matteo RicciPlease, go ahead. I would rather you eat than rush. How is the week?
- Sanne VerhoevenNot great. Worst one is a container for an importer of electronics. It missed its connection and it is sitting at the terminal, and the customer found out from the shipping line before they found out from us. That is exactly what I hate. Where is the container now, what has the customer been told, and my team had to go through four systems to answer.
- Matteo RicciYes. And that is precisely the thing we are trying to fix for you. So, to restate where we are: you saw the demo on your own shipment data, you asked for a written proposal, and what I would like today is to walk you through it so that Bart has something clean to read. The date we have pencilled for a decision is Friday 2 January 2026. Is that still how you see it?
- Sanne VerhoevenYes, that is still the plan. But Bart decides. I do not sign anything without Bart.
- Matteo RicciOf course, and I would not ask you to. Shall I share the proposal?
- Sanne VerhoevenPlease. Let's be concrete.
- Matteo RicciRight. So it is the Growth tier. The reason we landed there is what you described in discovery: several teams, not one. Your account managers, the customs desk and, I think, someone from invoicing all need to look at the same importer. Starter is built for one team, so it would have pinched you within a few months.
- Sanne VerhoevenMm. Yes. Customs and account management are the two that matter most. Finance is a bit further behind.
- Matteo RicciUnderstood. So the page I am showing is the scope. Growth includes pages, chat and search across the connected systems, and the dashboards builder, which Starter does not have. You also get a quarterly review with our customer success manager, Elena Novak, who would look after you after signature.
- Sanne VerhoevenElena, okay. I have not met her yet.
- Matteo RicciNo, and I will fix that. I will introduce you before the end of the year, so the handover is not a surprise. Now, the thing I would like you to see is the systems list. From the demo, we agreed on the shipment system, the call recorder, the mailbox and the helpdesk, and the accounting system for invoices. Did I miss anything?
- Sanne VerhoevenThe customs declarations. They sit in a separate tool. Is that a problem?
- Matteo RicciNot a problem in principle, but let me confirm that in writing. I need our engineers to look at what that tool exposes before I put it on paper. I do not want to promise you a connector and then have to retract it.
- Sanne VerhoevenGood. I prefer that. Last year a supplier told us yes to everything and then nothing worked.
- Matteo RicciThen we understand each other. Next, the money. The total value of the deal on this proposal is £59,500. I am describing it as the deal total, so Bart can see how it splits between the implementation and the subscription in the order form itself. That breakdown will be on the page he signs, not only in my email.
- Sanne VerhoevenHe will ask that. He always asks which version is the signed one.
- Matteo RicciGood, because there will be only one. The proposal is a proposal. The executed order form is what counts, and I will say that to him directly. If anything in the proposal differs from the order form, the order form wins.
- Sanne VerhoevenOkay. And the implementation. How long before my people are really using it? I cannot have my team half in a new tool during the January peak.
- Matteo RicciThat is a fair worry, and I will not give you a date today that engineering has not agreed. What I can say is that we plan the implementation in stages, so the shipment view comes first and the rest follows. I will come back to you with a proper timetable after I speak to the delivery team, and it will be in writing.
- Sanne VerhoevenFine. Shipments first. That is the one that would have saved me this week.
- Matteo RicciExactly. And one more question, if I may. Your importers are in several countries. Is there anything your regulator or your customers need to see about where the data lives? What does your regulator need to see?
- Sanne VerhoevenCustoms is regulated, yes, but Bart will know better. For me it is mainly that the data stays with us. Not somewhere else.
- Matteo RicciThen this is good news. B-Viz is built and run inside your own Snowflake account, so the data does not leave your environment. I will put that in the proposal as a clear line for Bart and for whoever reviews it on the security side.
- Sanne VerhoevenYes, please do. Then he has less to ask.
- Matteo RicciLet me recap, then. One: Growth tier, several teams. Two: I check the customs declarations tool with engineering and confirm in writing. Three: you get a timetable with shipments first. Four: the proposal goes to you and Bart with the clear data line. Five: Elena introduces herself. Anything you would add?
- Sanne VerhoevenI would like Bart to join the next call, because he will want to go through the terms. And someone from our finance team, probably Noor.
- Matteo RicciPerfect. I will also bring my colleague Owen Tallis, our VP Sales, so there is a senior name on our side for any question about terms. I will send times this week.
- Sanne VerhoevenGood. Let's do it before Christmas, then Bart cannot say he had no time.
- Matteo RicciUnderstood. Thank you, Sanne. Enjoy the rest of the sandwich, and I hope the container finds its way.
- Sanne VerhoevenHa, me too. Groet, Matteo. Speak soon.
Callsmade from