Bubbly Creek Logistics / BG-Demo – Discovery
Callcompleted
Bubbly Creek Logistics · 23 Jan 2026 16:00
Dana Pulaski, VP Customer Experience at Bubbly Creek Logistics, wants reliable shipment answers and freshness in writing. Enterprise was positioned at £155k. She wants to choose by April, subject to CFO, IT and COO.
What was said
What this says
As at Fri 9 Oct 2026Dana Pulaski, VP Customer Experience at Bubbly Creek Logistics, wants reliable shipment answers and freshness in writing. Enterprise was positioned at £155k. She wants to choose by April, subject to CFO, IT and COO.
What happened: Jordan Pike held a discovery call with Dana Pulaski on 23 Jan 2026. Account managers check three systems to answer shipment status calls and sometimes guess, worst at transload sites.
Customer view: Dana has been burned by tools showing a green tick on stale data. She wants the freshness commitment in writing and single sign-on so she is not managing user lists by hand.
Commercial: Jordan positioned Enterprise, up to a hundred and fifty users and twenty connectors, at £155k at the moment. Dana was not sure about the price and said her CFO will want to see what implementation and the recurring part cover.
Watch: The CFO, IT and possibly the COO all need to be satisfied. The evidence does not show a decision, and the security review needs to start early to protect April.
Themes
As at Fri 9 Oct 2026Theme
Shipment status, Enterprise fit
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan Pike to send the security pack to Dana Pulaski for IT.
- Jordan to set up a demo for Dana and her COO using real shipment questions.
- Jordan to put a written cost breakdown together for the CFO.
Risks
As at Fri 9 Oct 2026- The CFO has to be convinced that the cost makes sense against the saving on the shared inbox.
- The security questionnaire could delay an April decision if started late.
- Dana wants freshness commitments in writing, so the order form wording matters.
Opportunities
As at Fri 9 Oct 2026- Enterprise suits a company-wide rollout with single sign-on and provisioning.
- The shared inbox and dispatch system give a clear first use case, with billing later.
Transcript
Jordan PikeHi Dana, good to finally meet you. Quick agenda: what's painful today, what systems you use, and what a yes looks like on your side. We've got about forty minutes, and I'll keep an eye on the clock.
Dana PulaskiHi Jordan, yes, good to meet you too. Forty works. Go ahead.- Jordan PikeTo be transparent, I'd rather hear the problem in your words than pitch you. So what's the thing your customers keep calling about?
- Dana PulaskiShipment status. Retailers ring up and ask where a load is, and our account managers have to check three systems to answer. Sometimes they just guess.
- Jordan PikeGuessing is bad. How often does that happen?
- Dana PulaskiMore than I'd like. It's worst at the transload sites, because the paperwork moves between trucks and the rail side, and the timestamps don't line up.
- Jordan PikeRight, so it's a data-joining problem across the handoffs. What systems are you running today?
- Dana PulaskiOur dispatch system, a billing system, the customer portal and a shared inbox for ops. The inbox is where all the escalations land.
- Jordan PikeOkay. Here's where we are. B-Viz sits over those sources and answers the question from the source record, with the time it was last refreshed. That's the honest part.
- Dana PulaskiGood. I've been burned by tools that show a green tick and the data is two days old.
- Jordan PikeThen you'll like the freshness commitment. On Enterprise, we commit to the data being refreshed on time, and we credit you if we miss it.
- Dana PulaskiThat's the kind of thing I want in writing. Who would use it? Only my team, or the account managers too?
- Jordan PikeEnterprise is company-wide, so your account managers, ops, finance and the customer service desk. We'd agree the set-up with your admins.
- Dana PulaskiHow many people are we talking about? Our account managers alone are a big group.
- Jordan PikeEnterprise is set for up to a hundred and fifty users and twenty connectors. So I'd guess the account managers fit comfortably. What would you connect first?
- Dana PulaskiDispatch and the shared inbox, if I'm honest. The billing system can come later, once we've proven the shipment answers.
- Jordan PikeThat's a sensible order. The inbox is a great source for escalations, because the answers are in the threads. What's your timeline?
- Dana PulaskiI'd like to choose by April. We've got a budget cycle, and I'd want to be live before the peak season.
- Jordan PikeApril is workable. The number we've been discussing is £155,000 at the moment, which covers the Enterprise scope. Is that in the range your team expected?
- Dana PulaskiI'm not sure yet. My CFO will want to see what the implementation covers and what the recurring part looks like. I'd rather not guess.
- Jordan PikeTotally fair. We'll put the breakdown in writing so finance sees exactly what's in the number. Who else would need to sign off?
- Dana PulaskiThe CFO, and probably IT, because of the security questionnaire. We've got a standard one that goes to every new vendor.
- Jordan PikeEnterprise includes a security review, and our solutions engineer runs it with your IT team. I'd suggest we start that early so it doesn't hold up April.
- Dana PulaskiAgreed. What about single sign-on? We run everything through our identity provider.
- Jordan PikeEnterprise has single sign-on and provisioning, so users can be added and removed from your directory. I'll confirm the exact set-up with our engineer.
- Dana PulaskiGood. I don't want to be managing user lists by hand. That's another thing that breaks.
- Jordan PikeAgreed, and it's one we can fix. What would make this a yes for you?
- Dana PulaskiThree things. The answers have to be right on the shipment questions, IT has to be happy with the security side, and the cost has to make sense against what we'd save on the inbox.
- Jordan PikeThose are clear tests. We can prove the first on your own data, the second through the security review, and the third is a value conversation. Would it help to have an executive sponsor involved?
- Dana PulaskiPossibly. Our COO is interested in the customer side. I'd want him to see a demo first.
- Jordan PikeLet's plan that. I'll set up a demo for you and your COO, with a sample of real shipment questions.
- Dana PulaskiOkay. Send me the security pack today and I'll get it to IT.
- Jordan PikeWill do. Thanks Dana, this was really useful. I'll send the invite this afternoon.
- Dana PulaskiThanks Jordan. Speak soon.
Callsmade from