Brightcombe Veterinary / BG-Demo – Proposal
Callcompleted
Brightcombe Veterinary · 13 Jul 2026 14:00
Sophie Ling walked Edward Cleave and Rosalind Pidgeon through the Starter proposal for the farm-client team. Edward will not sign yet and wants a written breakdown, a security note and an answer on price first.
What was said
What this says
As at Fri 9 Oct 2026Sophie Ling walked Edward Cleave and Rosalind Pidgeon through the Starter proposal for the farm-client team. Edward will not sign yet and wants a written breakdown, a security note and an answer on price first.
What happened: The 13 Jul 2026 call covered the Starter proposal for one team, the farm-client team. Sophie quoted a deal amount of twenty-eight thousand pounds and said it is a total, not a yearly figure.
Customer view: Edward Cleave, the Chief Executive, chose to start small and asked for the number in writing. Rosalind Pidgeon, Head of Farm Services, had pushed for a bigger tier and is most worried that invoices are in scope.
Commercial: Edward asked whether there is any room on price. Sophie promised a written answer after speaking to her sales lead, and she aims for a signature in early September.
Watch: Edward's conditions are the breakdown, IT comfortable and no surprises for finance. The evidence does not show what the written breakdown contains.
Themes
As at Fri 9 Oct 2026Theme
Starter proposal and price
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Sophie Ling sends the written breakdown, the security note and the price answer to Edward and Rosalind on the day of the call.
- Sophie arranges for the solutions engineer to take the customer's IT people through security the following week.
- Rosalind takes the proposal to the farm-client leads on Thursday.
Risks
As at Fri 9 Oct 2026- Edward wants a price concession and has said he is not signing yet.
- The farm-client team will not adopt Starter unless invoices are in scope, which Sophie confirmed.
- IT and finance have not yet been satisfied on security or the breakdown.
Opportunities
As at Fri 9 Oct 2026- Rosalind wants a bigger tier, so there is room to grow beyond Starter once people use it.
- A phased rollout starting with one farm's visits could build early confidence.
Transcript
Sophie LingHiya, can you both hear me? Rosalind, you're on mute, there you go.
Rosalind PidgeonYes, sorry, I was hunting for the right button. Afternoon Sophie. Edward's just coming in, he was on another call.
Edward CleaveHello, sorry. I'm here. Carry on, I've got about forty minutes before I need to get back to the practice.- Sophie LingBrilliant, thanks Edward. I'll keep it to the proposal, what we've put together, the price and the bits still to agree. Stop me whenever you like.
- Rosalind PidgeonOur systems person sends her apologies, she's stuck at one of the clinics, so I'm taking notes for the team.
- Sophie LingNo problem. Let me share my screen. Can you see the scope document? Good. So this is the Starter proposal, one team to start with, the farm-client team, with visits, queries and invoices all in one place.
- Edward CleaveWhy Starter? Rosalind's been pushing for the bigger one.
- Rosalind PidgeonI did say that, yes. But Edward's right to start small. We don't need the whole group on day one, and once people are using it we can grow.
- Sophie LingThat's helpful, because Starter is built for exactly that. One team, a soft limit on users, so you're not paying for seats nobody logs into.
- Edward CleaveFine. What's the number, then? I'd like it written down, not read out.
- Sophie LingOf course. The deal amount on the proposal is twenty-eight thousand pounds, it's on the page open now. I want to be precise, though, so I'll send the breakdown in writing rather than guess on the call.
- Edward CleaveIs that per year, or the whole thing? The board will ask and I'd rather not give the wrong answer.
- Sophie LingFair. It's the total deal amount, not a yearly figure, and the split is in the written breakdown I'm sending today.
- Rosalind PidgeonThat's fine by me, I'd rather have it in writing anyway. Can we go through what's actually in it?
- Sophie LingYes. There's the set-up work, getting the visits and invoices connected, and then the subscription on top. I'll walk through each line once you've got the document.
- Edward CleaveHow long's the set-up? Rosalind said a few weeks.
- Sophie LingRosalind's right, it's a few weeks of work on our side. I wouldn't promise a date on this call though, we agree exact dates once it's signed.
- Rosalind PidgeonSophie, go back to the invoices, please. That's the bit I'm most worried about. If the invoices aren't in there, the farm-client team won't touch it.
- Sophie LingTotally fair. Invoices are in scope, they sit right next to the visits and queries for each farm. Give me a sec, the screen's jumping about.
- Edward CleaveBefore you do, where does the data actually live? Our IT people will ask the moment I mention it.
- Sophie LingIt runs inside your own Snowflake account, so the data stays in your environment. Our solutions engineer can take your IT people through the security side properly, and I'll set that up for next week.
- Edward CleaveGood. Do that. Who else needs to see this?
- Rosalind PidgeonI'll take it to the farm-client leads on Thursday. They're the ones who'll actually live in it, so their view matters more than mine.
- Sophie LingThat's a good plan. Edward, what would make this a yes for you? I'd like to know what's left before we aim for early September.
- Edward CleaveHonestly? The breakdown, IT happy, and finance not surprised by anything. I'm not signing today, let's be clear.
- Sophie LingUnderstood. Nobody's asking you to sign today. I'll send everything this afternoon and we'll find a time to talk it through again.
- Rosalind PidgeonLovely. Sophie, sorry, can you scroll back up? I missed the bit on reporting.
- Sophie LingSure. Reporting's the simple bit. Managers see what's been asked and by whom, without anyone building a spreadsheet.
- Sophie LingSorry, a notification just popped up over the scope document. One second.
- Rosalind PidgeonHappens to me every five minutes.
- Sophie LingRight, back. The first month would be visits, then queries, then invoices, and your team checks the figures against what they see today before anyone relies on them.
- Rosalind PidgeonThat's the bit I like. We check it against our own numbers first.
- Edward CleaveSorry, can I come back on price? Is there any room at all? Not a big cut, just something that makes it easier to say yes.
- Sophie LingI can't promise anything on the call, Edward, and I'd be doing you a disservice if I did. I'll take it to my sales lead and come back with a straight answer.
- Rosalind PidgeonEdward, please don't make it awkward.
- Edward CleaveI'm not making it awkward, I'm asking. That's what buyers do.
- Sophie LingAbsolutely fair to ask, and I'll come back with an answer in writing. Shall we get the timeline down, then?
- Edward CleaveSorry, I've been on the phone to the practice, I'm back. Where were we?
- Sophie LingThe timeline. Signed by early September, then the set-up over a few weeks, then the farm-client leads start using it.
- Rosalind PidgeonAnd the first farm's visits go in first, yes? I don't want all thirty practices feeding in at once.
- Sophie LingExactly right, that's the plan. Start with a small set, check it, then widen it. I'll write that into the next steps.
- Edward CleaveGood. Send me the breakdown, the security note and the answer on price. I'll decide after that.
- Sophie LingI'll send all three today. Rosalind, I'll copy you on the lot so you've got it for Thursday.
- Rosalind PidgeonThanks, that's really helpful.
- Edward CleaveRight, I need to go. Thank you both.
- Sophie LingThanks Edward. Speak soon. Rosalind, I'll catch you Thursday.
- Rosalind PidgeonYes, bye both.
- Sophie LingBye, take care.
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