Telok Blangah Payments / BG-Demo – Discovery
Callcompleted
Telok Blangah Payments · 12 Jun 2025 09:30
Discovery call with Telok Blangah Payments. The CFO wants cross-border reconciliation time and errors reduced, insists on read-only access, and wants a clear split of implementation and ongoing fee. Decision wanted by mid August.
What was said
What this says
As at Fri 9 Oct 2026Discovery call with Telok Blangah Payments. The CFO wants cross-border reconciliation time and errors reduced, insists on read-only access, and wants a clear split of implementation and ongoing fee. Decision wanted by mid August.
What happened: Sophie Ling ran discovery with Hui Min Tan and Suresh Pillai. Pain sits in the handoff between operations and finance, using a finance system, spreadsheets and emailed files.
Customer view: Suresh cares about reconciliation time and error sources, not features. He was uneasy about anything writing into the ledger until told access is read only.
Commercial: Sophie quoted the £56k deal figure and an expected close of 15 Aug 2025. Suresh wants the implementation and ongoing fee split in writing and a board-ready decision by mid August.
Watch: Hui Min fears a single owner on her side. Suresh proposed finance owning the answers and operations owning the data. The call does not show which tier was proposed.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Sophie Ling to send Suresh the summary and the implementation and ongoing fee split, copying Hui Min, by the end of the week.
- Sophie Ling to confirm the read-only detail in writing.
- Sophie Ling to come back to Hui Min with the monthly file cut-off detail the following week.
Risks
As at Fri 9 Oct 2026- Suresh will not accept anything that writes into the ledger, so the read-only position must be confirmed in writing.
- Ownership could fall on one person in operations, which Hui Min says would fail when she is on leave.
- A price split not sent promptly could surprise the CFO ahead of the board meeting.
Opportunities
As at Fri 9 Oct 2026- Spreadsheet and email reconciliation between operations and finance is a clear problem B-Viz can address.
- A mid August decision window gives a defined path to the first order form.
Transcript
Sophie LingMorning Hui Min, morning Suresh. Can you both hear me okay?
Hui Min TanMorning Sophie, yes, fine. Suresh is just joining from the other room.
Suresh PillaiI'm here. Sorry, I was on another call. I've got to leave on time today.- Sophie LingThank you. I'll restate what we're here for: to understand how your client operations team works day to day, and where the information gets stuck. A demo can come next.
- Hui Min TanThat's a good summary. Honestly, most of our pain is the handoff between operations and finance. Payments come in, and someone has to chase the reference.
- Suresh PillaiLet me be precise about what matters to me. I need to know how long it takes to reconcile the cross-border payments, and where the errors are happening. Not the features.
- Sophie LingThat's really helpful, Suresh. What do you use today for that?
- Suresh PillaiA combination. Our finance system, a set of spreadsheets, and whatever the operations team sends us by email. It works, but it's slow.
- Hui Min TanThe spreadsheets are the bit I'd like to get rid of. Every month someone copies data from one to another, and it's only as good as whoever did it that day.
- Sophie LingThat's exactly the kind of work B-Viz is built to remove. The short answer is you can ask a question across those sources and get an answer with the source attached. The longer answer is it only reads what's already in your systems.
- Suresh PillaiRead only? That matters to me. I'm not comfortable with anything writing into the ledger.
- Sophie LingRead only from the source systems, yes. I'll put the detail in writing, because I want you to have the exact answer.
- Hui Min TanGood. Can we talk about who would own it on our side? If it's only me, it'll fall over when I'm on leave.
- Sophie LingThat's a fair concern. I'd suggest one owner in operations and one in finance, so it doesn't sit with one person.
- Suresh PillaiI'd rather finance owned the answers and operations owned the data. That's the split that works for us.
- Sophie LingThat's clear. I'll note it for the proposal. Let's talk about timing, because I'd like to be realistic.
- Suresh PillaiWe'd want to decide by the middle of August. The board meets after that, and I want the decision made before they ask.
- Sophie LingOur expected close on the deal is 15 Aug 2025, so that fits. The figure on the deal is £56,000, and I'd like to confirm exactly what that covers before anything is proposed.
- Suresh PillaiGood, yes. I'd want a clear split between implementation and the ongoing fee. I don't want to be surprised later.
- Sophie LingUnderstood. I'd rather you heard the split from me than from an invoice. I'll send it in writing.
- Hui Min TanSorry, I've just had a message from the team. Can we confirm the cut-off for the monthly files?
- Sophie LingHui Min, I'd want to confirm that properly rather than guess. Can I come back to you with the detail next week?
- Hui Min TanYes, of course. Next week is fine.
- Suresh PillaiI need to drop off in a minute. Sophie, send me the summary and the split, and copy Hui Min.
- Sophie LingWill do, Suresh. I'll send both by the end of the week.
- Hui Min TanThanks both. I think we've covered it from our side.
- Sophie LingThank you, Hui Min. Let's pick up the demo on the next call.
- Hui Min TanThank you both, speak soon.
- Sophie LingBye both.