Kalmthout Distributie / BG-Demo – Discovery
Callcompleted
Kalmthout Distributie · 11 Nov 2025 08:45
Lien Peeters and CFO Koen Wouters described three unconnected systems and accounting data a day behind. Koen pressed for price and EU residency. Matteo Ricci owes both in writing, plus a check on the installer portal connector.
What was said
What this says
As at Fri 9 Oct 2026Lien Peeters and CFO Koen Wouters described three unconnected systems and accounting data a day behind. Koen pressed for price and EU residency. Matteo Ricci owes both in writing, plus a check on the installer portal connector.
What happened: Matteo Ricci ran discovery with Kalmthout Distributie. He restated an expected close of Fri 2 Jan 2026 and the Growth figure of £56k.
Customer view: Lien said installers call when orders are wrong and staff check three screens. Koen said a day-old accounting feed means finance chases the wrong thing.
Commercial: Koen asked directly about cost and where data is held. Matteo has not confirmed whether the figure includes implementation, or the EU residency setup, which is a dedicated add-on.
Watch: The installer portal is where most questions come from, and its connector is not yet confirmed in scope. Matteo promised to flag any delay straight away. Koen will decide only after the figure and residency answer arrive.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci to send the figure and confirm whether it includes implementation.
- Matteo Ricci to confirm the EU residency setup in writing by Friday.
- BG-Demo team to check the installer portal connector with Lien and flag it in the write-up.
Risks
As at Fri 9 Oct 2026- Whether the installer portal connector can be delivered is unconfirmed, and it is the source of most questions.
- Koen will not agree until the price and EU residency answers arrive in writing.
- It is unclear whether the figure on the deal includes implementation.
Opportunities
As at Fri 9 Oct 2026- Three unconnected systems and day-old accounting data give a clear case for Growth.
- EU residency is a dedicated add-on the customer's data protection people will ask about.
Transcript
Matteo RicciGood morning Lien, good morning Koen. Can you hear me?
Lien PeetersMorning Matteo, yes, perfectly. Koen's coming in from the other room.
Koen WoutersGood morning. I'm here. Sorry, the coffee machine.- Matteo RicciNot a problem. Let me restate the timeline first so we're clear. The expected close on the deal is Friday 2 January 2026, and I'd like discovery finished before the holidays. Is that still realistic for you?
- Lien PeetersRealistic, yes, but tight. December is busy in our warehouse.
- Koen WoutersLet's not spend time on the calendar. What is it going to cost us, and what do we get for it?
- Matteo RicciFair. The figure on the deal is £56,000 for Growth. That's several teams, forty users and eight connectors. I'd rather confirm in writing whether that figure includes implementation, so you don't hear it from anyone else.
- Koen WoutersGood. We have three systems that don't talk to each other: the ordering system, the accounting system and the installer portal.
- Lien PeetersAnd the installers call us when their order isn't right. That's most of our customer service load.
- Matteo RicciRight. What does a typical call look like?
- Lien PeetersA contractor asks for stock on a job. We check three screens, and the accounting data is always a day behind.
- Koen WoutersA day behind is a problem for credit control, yes. Finance ends up chasing the wrong thing.
- Matteo RicciExactly. That's the kind of thing BG-Demo answers from your own data, inside your own Snowflake account. I'd like to show you how it works on your own records, once we have the sample.
- Koen WoutersOur data protection people will ask where it's held. Belgium, or Europe? Give me a straight answer.
- Matteo RicciEU residency is a dedicated option. I'd like to confirm the exact setup in writing rather than guess. Let me confirm that by Friday.
- Koen WoutersOkay. Confirm it.
- Lien PeetersMatteo, can we make sure the installer portal is in scope? That's where most of the questions come from.
- Matteo RicciYes. I'd want our team to check that connector with you before I say yes for certain. I'll flag it in the write-up.
- Koen WoutersGood. That's a reasonable answer.
- Lien PeetersMatteo, one more thing. When you say Growth, is that the one with the dashboards?
- Matteo RicciYes. Growth adds the dashboards builder and quarterly reviews. I'd rather you heard that from me now than find it out later.
- Koen WoutersSend me the figure and the residency answer, and then we can decide what we agree to.
- Matteo RicciI'll send both today. And if the installer connector causes a delay, I'll tell you straight away, not at the end.
- Lien PeetersThanks Matteo. That's clear.
- Koen WoutersGoodbye.
- Matteo RicciThank you both. Speak soon.