Clayhithe Logistics / BG-Demo – Proposal
Callcompleted
Clayhithe Logistics · 12 Aug 2025 15:45
Managing Director Alexandra Peck, who signs, pressed for what the £26k deal total means and whether it recurs yearly. Tom could not confirm the set-up and subscription split and promised a written breakdown.
What was said
What this says
As at Fri 9 Oct 2026Managing Director Alexandra Peck, who signs, pressed for what the £26k deal total means and whether it recurs yearly. Tom could not confirm the set-up and subscription split and promised a written breakdown.
What happened: Tom Ashdown presented the proposal to Toby Westwood and Alexandra Peck. Asked whether £26k was annual, he would not say and promised a written split of one-off and annual amounts.
Customer view: Alexandra said she is not paying for a nicer search box and that a yearly fee on top of set-up would end the conversation. Toby wants the time to go live shortened and the admin to own connector health.
Commercial: This is a proposal-stage call. The deal total is the CRM figure Tom quoted, not a confirmed price. Alexandra will not accept a figure she has not seen twice.
Watch: The unconfirmed split is the main risk to the deal. Success for Alexandra means fewer complaints from the labs and no Friday invoice chasing. No decision date was set beyond the breakdown due by the end of the week.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send Alexandra the written breakdown of one-off and annual amounts, with the scope, by the end of the week.
- Tom to agree the connectors up front and test on Clayhithe data before go-live.
- Agree a decision date once the breakdown has been seen.
Risks
As at Fri 9 Oct 2026- The split between set-up and annual subscription was not confirmed, and Alexandra said a recurring fee on top of set-up would end the conversation.
- Alexandra worries that depot data may not load properly and she would have to explain it to the board.
- Toby's concern about time to go live was cut across by Alexandra, so it may stay unresolved.
Opportunities
As at Fri 9 Oct 2026- Toby is a clear sponsor who wants to stop opening four tabs to answer a client.
- Alexandra gave measurable success goals: fewer lab complaints about missing packages and no Friday invoice chasing.
Transcript
Tom AshdownGood afternoon both, thanks for making time. Toby, how's the week been since the demo?
Toby WestwoodGood afternoon. Busy, but it's been better, the spreadsheet's behind me for once. Alexandra, you're on mute.
Alexandra PeckSorry, I was on my last call. Afternoon Tom. Right, I've got about forty minutes, so let's not waste them. What am I buying?- Tom AshdownFair. You're buying the B-Viz layer over the dispatch export, the accounting system and the client side, so anyone in the business can ask a question and get the right answer. That's the proposal in a sentence.
- Alexandra PeckAnd in practice, what does that mean for my team?
- Toby WestwoodIt means I stop opening four tabs before I can answer a client. That's the main thing for me.
- Alexandra PeckGood. But I'm not paying for a nicer search box, Toby. Tom, what's the number?
- Tom AshdownThe deal total in our system is £25,500. I want to be careful with that, because I'd like to confirm the split between set-up and the subscription before anything goes in writing.
- Alexandra PeckIs that a year?
- Tom AshdownNot something I'll say off the top of my head. I'll confirm exactly what's annual and what's one-off, and get that to you in writing.
- Alexandra PeckRight. Because if it's that every year on top of set-up, we're not having that conversation.
- Tom AshdownUnderstood, and it's a fair question. I'll make sure you've got the breakdown before you have to ask again.
- Toby WestwoodCan I say something? The price is less of an issue for me. It's the time it takes to get it live.
- Alexandra PeckToby, I need both. Whatever you think, I'm the one who signs.
- Toby WestwoodYeah, I know. Sorry.
- Tom AshdownNo, that's fair, Alexandra. Let's do the commercial side properly. What does success look like for you in six months?
- Alexandra PeckFewer complaints from the labs about missing packages, and I don't want my finance person chasing invoices on a Friday.
- Toby WestwoodThat's the Friday again.
- Alexandra PeckYes, that's the Friday.
- Tom AshdownGood, that gives me something to measure against. I'll write that into the proposal so it's in one place.
- Alexandra PeckNow, risk. What if it doesn't pick up the depot data properly? I don't want to be the one explaining that to the board.
- Tom AshdownFair. We'd test it on your data before anything goes live, and we'd agree the connectors up front, so you know what's in and what isn't.
- Alexandra PeckAnd if one connector falls over?
- Tom AshdownThen you'd know quickly, because the admin side shows when a connector's behind. Toby's team would see it before it became a problem.
- Toby WestwoodYep, that's the one thing I'd want the admin to own.
- Alexandra PeckOkay. Send me the breakdown and the scope. Don't send anything with a figure I haven't seen twice.
- Tom AshdownWill do. I'll confirm the split before it goes out, so nothing's guessed.
- Alexandra PeckGood. What's the next dated step then?
- Tom AshdownI'll get the breakdown to you by the end of the week, and then we'd look at a decision date after that. I'd like to keep it realistic.
- Toby WestwoodSounds good to me.
- Alexandra PeckRight. Send it over and I'll have a look. Thanks both.
- Tom AshdownThanks Alexandra. I'll get that across today. Cheers, Toby.
- Toby WestwoodCheers Tom. Bye Alexandra.
- Alexandra PeckBye.