Feldmoching Software / BG-Demo – Discovery
Callcompleted
Feldmoching Software · 21 Nov 2025 15:45
Katharina Huber wants one picture of each installer instead of assembling it by hand before renewals. EU data residency is her must-have. Matteo Ricci is thinking Growth at a working total of £62k including implementation.
What was said
What this says
As at Fri 9 Oct 2026Katharina Huber wants one picture of each installer instead of assembling it by hand before renewals. EU data residency is her must-have. Matteo Ricci is thinking Growth at a working total of £62k including implementation.
What happened: Matteo ran a discovery call on 21 Nov 2025. Katharina described tickets, usage and renewals sitting in separate systems, joined by hand by two people, taking an hour per installer.
Customer view: Her must-have is that customer data stays in the EU, documented in the contract. She believes the Snowflake account is in Frankfurt but has not confirmed it.
Commercial: Matteo pointed to the Growth tier and gave a working figure of £62k for the whole deal, implementation included, not a yearly price. It may move once scope is agreed, and the dedicated EU residency add-on was raised.
Watch: Katharina cannot decide the budget alone and Florian was not on the call. The target decision date is 30 Jan 2026, and she needs the data protection officer's view on sharing sample data for the demo.
Themes
As at Fri 9 Oct 2026Theme
Discovery, EU residency, Growth
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 sends a written summary of the call and proposes a demo time the following week.
- Katharina confirms the Snowflake region and asks about anonymised sample data.
- Katharina briefs Florian so he can join the proposal.
Risks
As at Fri 9 Oct 2026- Katharina cannot decide the budget alone and Florian has not yet been involved.
- The Snowflake region is unconfirmed, and EU residency is a must-have.
- Sharing sample data for the demo depends on the data protection officer.
Opportunities
As at Fri 9 Oct 2026- A Growth tier deal for customer success and support, with a working total of £62,000 including implementation.
- The dedicated EU data residency add-on fits her stated requirement.
Transcript
Matteo RicciGood afternoon, Katharina. Can you hear me properly?
Katharina HuberYes, good afternoon, Matteo. I hear you well. And you see me? Sometimes the camera here is, how do you say, sleepy.- Matteo RicciI see you perfectly. Thank you for making the time on a Friday afternoon. I hope the week was kind.
- Katharina HuberIt was busy, but good busy. We are in the middle of the renewal season for a lot of installers, so my list is long. Normally I open with the renewal list, but I will let you start.
- Matteo RicciGladly. Let me just restate the timeline as I understand it, and you correct me. We are in discovery today. The aim is that you leave with a clear idea of whether B-Viz fits, then a demo on your own data, then a proposal. The date we have pencilled in for a decision is the end of January, 30 Jan 2026. Is that realistic for you?
- Katharina HuberIt is realistic, but I cannot decide the budget alone. Florian has to agree. He is not on today, but I will brief him afterwards. We need it documented, so he can read it.
- Matteo RicciOf course. I will write a summary after this call that you can forward. Let me confirm that in writing, so nothing is lost in translation. Now, tell me about your world. What does your team look after?
- Katharina HuberWe sell job-scheduling and field-service software to heating and plumbing installers, in Germany and Austria. A few thousand installer businesses. My team of customer success and the support team look after them. So they ask, will this installer renew, are they happy, are they even using it.
- Matteo RicciAnd today, how do you answer that question? Where does the information live?
- Katharina HuberEverywhere. That is the problem. Tickets are in the helpdesk. Usage is in our product database. Renewals are in the CRM and partly in a spreadsheet, I am embarrassed to say. Someone has to put the three together by hand before every renewal call.
- Matteo RicciMm. Who is that someone?
- Katharina HuberMostly two people on my team. Which installer, which version, how many tickets in the last quarter, what does the usage say. It takes an hour per installer, more for the big ones. And it is always a little out of date by the time we use it.
- Matteo RicciThat is very clear, thank you. So the pain is not the lack of data, it is the lack of one picture of an installer, at the moment you need it.
- Katharina HuberExactly. Yes. One picture.
- Matteo RicciLet me tell you briefly how we approach it, then I will ask more. B-Viz is one layer over your CRM, your helpdesk, your product usage and so on. And the important point for you, I think: it is built and runs inside your own Snowflake account. We do not copy your data to our systems.
- Katharina HuberThat is the part I care about most. Our customer data must stay in the EU. We never store customer data outside the EU. Is the Snowflake account in an EU region?
- Matteo RicciThat depends on where your account sits, and I would rather ask than assume. Do you already have a Snowflake account, and in which region?
- Katharina HuberWe have one, our data team set it up. I believe it is in Frankfurt, but I will confirm with them. I do not want to say something wrong.
- Matteo RicciThat is the right instinct. If you confirm it, I will note it, and we can also talk about the dedicated EU residency option on our side. What does your regulator, or your own customers, need to see on this?
- Katharina HuberMostly our customers. Installers are small businesses, they ask us where their customers' addresses and job data are stored. We answer in the contract. So whatever we use, the answer must still be: in the EU, documented.
- Matteo RicciUnderstood. I will make sure the written material covers that clearly. Now, who would use B-Viz day to day?
- Katharina HuberMy customer success managers first. Then support, they need the ticket history with usage. Maybe later the account managers for renewals. Not everybody. I would start with the two teams.
- Matteo RicciThat sounds like several teams rather than one, which is why I have been thinking about the Growth tier for you. It includes the dashboards builder and a quarterly review of how it is going. I will say now that nothing is decided, this is where my thinking is.
- Katharina HuberGrowth, okay. What would it cost, roughly? Florian will ask me immediately.
- Matteo RicciFair. The working figure for the whole deal is sixty-two thousand pounds, £62,000. That is the total, with the one-off implementation included, so please do not read it as the yearly price. I will break it down properly in the proposal, and I would rather you heard it from me now than found it in a document.
- Katharina HuberThank you. That is helpful. So it is the total of the first period including the setup. Good, I can say that to Florian.
- Matteo RicciExactly. And it may move once we agree the scope, up or down. Which brings me to scope. Which systems would need to be connected?
- Katharina HuberThe helpdesk, certainly. The CRM. Our own product usage, which sits in a database, so that comes through Snowflake already. And maybe the finance system, for invoices, but that is second.
- Matteo RicciGood. The first three are straightforward in principle. Finance we can leave for a later phase. Is there anything unusual in the helpdesk, custom fields, multiple languages?
- Katharina HuberBoth German and English tickets, yes. And a field for the installer's software version, which we use all the time. That one matters.
- Matteo RicciNoted. I would want our solutions engineer to look at that in the demo, so we show you your own version field and not a generic example. May I propose that the demo uses a sample of your tickets and usage, prepared in advance?
- Katharina HuberYes, but I need to check what we may share. Anonymised, I think. I will ask our data protection officer. It takes a few days.
- Matteo RicciThat is entirely reasonable. We can work with anonymised data, and since it all stays in your environment, the sharing question may be simpler than it sounds. Let us not rush it.
- Katharina HuberGood. Another question. We tried to build something ourselves before, a dashboard, and it died when the person left. How do you avoid that?
- Matteo RicciA very honest question. Partly it is that the layer is maintained by us and not by one person on your side. But I will not pretend a tool removes the need for an owner. Somebody in your team should be responsible, and I would suggest that is you or someone you name.
- Katharina HuberOkay. That is fair. I would name someone. We need it documented, who owns what.
- Matteo RicciWe will put it in the kickoff plan if we get that far. Let me summarise where we are, and then the next steps. Your pain is the manual assembly of an installer picture before renewals. Your must-have is EU data residency, documented. You would start with customer success and support, on Growth, with the helpdesk, CRM and product usage connected. The deal total we discussed is sixty-two thousand, implementation included. Have I got that right?
- Katharina HuberYes, that is right. Add that I need Florian in the room for the proposal. And the data protection officer for the demo data.
- Matteo RicciUnderstood. So from my side: a written summary of this call to you, next week, and a suggested time for the demo. From your side: confirm the Snowflake region, ask about the sample data, and brief Florian. Anything I have missed?
- Katharina HuberNo, I think that is everything. Thank you, Matteo, this was useful. Structured, which I like.
- Matteo RicciThank you, Katharina, that is kind. Have a good weekend.
- Katharina HuberYou too. Viele Grüße. Goodbye.
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