Eccup Software / BG-Demo – Demo
Callcompleted
Eccup Software · 23 Feb 2024 16:00
Tobias Renwick demoed B-Viz on Eccup's own extracts to Holly, Oliver and Becky. Security and Snowflake setup were covered, and Holly needs a forwardable proposal for her chief executive before anything is agreed.
What was said
What this says
As at Fri 9 Oct 2026Tobias Renwick demoed B-Viz on Eccup's own extracts to Holly, Oliver and Becky. Security and Snowflake setup were covered, and Holly needs a forwardable proposal for her chief executive before anything is agreed.
What happened: Tobias walked through a provider page with renewal date, ticket timeline and usage trend, plus chat and a dashboard. Holly called the quiet, falling usage pattern "exactly the one I'd worry about".
Customer view: Oliver and Becky were warm: Oliver rebuilds every spreadsheet by hand, and Becky would stop asking him. Holly wants nothing she cannot show her chief executive.
Commercial: Tom repeated the pencilled £54k for the whole deal, with implementation in it, and said it is not a yearly price. Growth was positioned for several teams, with a proposal to follow.
Watch: Oliver said usage is in Snowflake, but tickets and CRM are not, so connectors are needed. The chief executive decision is still open.
Themes
As at Fri 9 Oct 2026Theme
Demo on own data
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- Tom Ashdown to send a short proposal Holly can forward to her chief executive.
- Tobias Renwick to provide a one-page security note on the Snowflake build.
- Tom to book a follow-up once the chief executive has reviewed.
Risks
As at Fri 9 Oct 2026- The chief executive has not seen a proposal or value case, so budget is not approved.
- Tickets and CRM data are not yet in Snowflake, so connectors and export work are needed before go-live.
- Security team review is still ahead and Eccup holds data about care providers.
Opportunities
As at Fri 9 Oct 2026- Growth tier with the dashboards builder suits Oliver's manual spreadsheet work and Becky's need for self-serve views.
- Finance use for renewals could widen the user base later.
Transcript
Tom AshdownHello all. Can everyone hear me? Holly, Oliver, Becky, good to see you. This is Tobias, our CTO, who I promised you.
Tobias RenwickHello, everyone. Good afternoon. Apologies, I'm on a slightly temperamental headset, so do tell me if I drop out.
Holly GarsideAfternoon. Sounds fine. Oliver, Becky, you're both on?
Oliver RushworthYes, I'm here. Hello.
Becky LofthouseHi all. Sorry, I'm in a corner of the office, it's a bit loud. I'll stay on mute unless I'm talking.- Tom AshdownNo bother. How's the week gone, Friday afternoon, everyone surviving?
- Holly GarsideSurviving. Before we start, I'll say what I want from this. Let's start with the renewals. Can we see one provider's renewal, tickets and usage together?
- Tom AshdownThat's the plan. Tobias is going to drive, I'll chip in. But Tobias, I think you wanted to start somewhere else.
- Tobias RenwickI did, yes. Could I ask first what your security team will need to see? Because the honest answer is that how B-Viz is built matters as much as what it shows.
- Holly GarsideGood question. They'll want to know where the data lives and who can see it. We hold information about care providers, so they ask about that first.
- Tobias RenwickTo be precise, then. B-Viz is built and run inside your own Snowflake account. The data is not copied to a separate platform of ours. The trade-off is that your team has to own that account and grant us access, but it means your existing controls apply to everything. I can write that up on one page for your security team.
- Oliver RushworthThat helps. Our data team manages our account. Would they need to set up the connections, or would you?
- Tobias RenwickWe do the build, with someone from your side to approve access. Typically your data team would grant roles and we work within them. I'd want to be clear that I'm assuming your usage data already sits in Snowflake, as Holly mentioned last time. If it does not, that changes the plan a little.
- Oliver RushworthIt does, yes. I checked after the first call. Product usage is in there, tickets and the CRM are not, but they're easy to export.
- Tobias RenwickGood, that is helpful. Connectors would bring those in. Tom, shall I share my screen?
- Tom AshdownGo for it. Everyone, what you'll see is the sample we loaded from the extracts Oliver sent over, so it's your own providers, not a made-up company.
- Tobias RenwickRight. This is the home page. On the left, the sources: the CRM, the helpdesk and your usage tables. Each is a connector, and Growth includes several. The first thing I'd do is open a provider page. Holly, pick one.
- Holly GarsidePick one that's coming up for renewal. Use the one in the middle of the list, I won't name it on a recording.
- Tobias RenwickUnderstood. So here you can see the renewal date from the CRM, then a timeline of tickets, and below it the usage trend. Notice usage has been drifting down for a few weeks while tickets have been fairly quiet.
- Holly GarsideThat's the pattern. Quiet and falling. That's exactly the one I'd worry about.
- Becky LofthouseCan I ask something? If I wanted to ring that provider tomorrow, could I ask it what they last contacted us about?
- Tobias RenwickYes. That's the chat. Let me type it: what did this provider last raise with support, and has their usage changed since? And it answers from the records, and shows which tickets it used.
- Becky LofthouseOh, that's quick. And it tells me where it got that from?
- Tobias RenwickIt does. I'd encourage you to always check the source, because the answer is only as good as the underlying data. If a connector fails or the data goes stale, the answer will reflect that.
- Oliver RushworthHow stale can it get? We refresh our usage data overnight.
- Tobias RenwickThe nightly refresh is meant to complete by seven in the morning your time on business days. If it did not, you'd see that on the page. I'd rather you could see it than assume.
- Holly GarsideGood. I don't want to claim anything to my chief executive that I can't show. What about a dashboard? He likes a chart.
- Tom AshdownThat's the dashboards builder, which comes in Growth. Tobias, can you show a quick one?
- Tobias RenwickYes. Here is a renewals view grouped by quarter, with usage trend and ticket count beside each provider. Oliver, you'd probably build the first few of these. Becky and the other managers would mostly read them.
- Oliver RushworthI'd like that. Right now every one of these is a spreadsheet I rebuild by hand.
- Becky LofthouseAnd I'd stop having to ask you for them, Oliver. Sorry!
- Oliver RushworthDon't apologise. I'd be happy.
- Holly GarsideTom, can we talk scope? What would we need to get this live? Roughly.
- Tom AshdownSo, you'd be on Growth, which is built for several teams. I'll confirm the figures in a proper proposal rather than quote from memory, but what we've pencilled on our side is £53,800 for the whole deal, with the one-off implementation in that. It isn't a yearly price, so don't take it as one. The annual part I'll set out clearly.
- Holly GarsideThanks, that's clear. I'll need to take it to our chief executive before anyone commits anything. Can you send something I can forward?
- Tom AshdownLeave that with me. A short proposal, plus Tobias's one-pager for your security team. Let's get something in the diary for a follow-up once your chief executive's had a look.
- Tobias RenwickI would add one caveat. I cannot promise dates for anything not already in the product, so if your security team asks about future features, I will say what exists today and nothing more.
- Holly GarsideThat's what I'd want. Thanks, Tobias.
- Tom AshdownBrilliant. Thanks everyone, this was really useful. Have a good weekend.
- Holly GarsideThanks, all. Bye.
Callsmade from