Gerland Logistique / BG-Demo – Discovery
Callcompleted
Gerland Logistique · 19 Jan 2026 11:45
Discovery call with Gerland Logistique. Customer service checks three or four systems per shipment query. The CFO signs and wants a defensible cost first. Audit traceability for pharmaceutical shippers is the first demo topic.
What was said
What this says
As at Fri 9 Oct 2026Discovery call with Gerland Logistique. Customer service checks three or four systems per shipment query. The CFO signs and wants a defensible cost first. Audit traceability for pharmaceutical shippers is the first demo topic.
What happened: Céline described her team checking the transport system, the warehouse system and customer records to answer where a shipment is. Olivier Rousseau, who said he signs, asked what that checking costs today. Céline had no figure.
Customer view: Olivier wanted the problem first, then the cost, and asked for the cost breakdown before any demo. He approved of Matteo not calling the figure a yearly price before the structure was confirmed.
Commercial: Matteo quoted an indicative deal of fifty-six thousand pounds and did not confirm whether it is a project or yearly charge. The expected close on the deal was given as Friday 20 Feb 2026, which Matteo called a plan, not a commitment.
Watch: Pharmaceutical shippers audit Gerland, so the trail of who accessed a record, when, and whether it was current is the sticking point. The evidence does not show a tier or a signed outcome.
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 Olivier the cost breakdown in writing before the demo.
- Matteo to offer two demo times this week via the solutions engineer.
- Matteo to get the engineers' answer on the transport system and send it with the breakdown.
Risks
As at Fri 9 Oct 2026- The CFO needs a defensible cost and a saving figure that Céline could not give.
- The 20 Feb 2026 expected close depends on a security review and connector order not yet agreed with engineers.
- Pharmaceutical shipper audits make traceability a gating concern.
Opportunities
As at Fri 9 Oct 2026- An audit trail demonstration addresses the customer's main worry directly.
- Including the transport system from the start would deepen connector use.
Transcript
Matteo RicciBonjour Céline, bonjour Olivier. Thank you for the time. Shall we start with the timeline? You mentioned a decision before the spring, and I'd like to be sure I have that right.
Céline DumasBonjour Matteo. Yes, that's right. Olivier wants to see the numbers before he commits to anything.
Olivier RousseauThat's fair. I'm the one who signs, so I'd rather hear the problem clearly first, then the cost. Go ahead, Céline.- Céline DumasOkay. The problem is that customers ring us asking where a shipment is, and my team has to check three systems to answer. Sometimes four. It's slow and people get frustrated.
- Matteo RicciI would rather understand that properly than assume it. Which three systems are the ones your team checks most?
- Céline DumasThe transport system, the warehouse system, and our customer records. The customer records are the messy part, honestly.
- Matteo RicciThat's very common. Let me confirm that in writing later, but I think that is where we can help first, by answering from the records without someone having to switch between screens.
- Olivier RousseauI'm less interested in the screens and more in what it replaces. What does a team of this size spend on that checking today?
- Céline DumasI don't have a figure in front of me, Olivier. I'd be guessing.
- Olivier RousseauThen find out. I need something defensible before the next meeting. Matteo, what's the cost of this, roughly?
- Matteo RicciThe indicative deal on the table is fifty-six thousand pounds. I would rather you heard it from me now, before we go further, and I will send the detail so you can check what is in it.
- Olivier RousseauFifty-six thousand. Against what? Is that the whole project or a yearly charge?
- Matteo RicciIt is the figure on the deal, and I do not want to describe it as a yearly price until I have confirmed the structure in writing. That is the honest answer today.
- Olivier RousseauGood. That's the right answer. I'd rather be told that than get a number I have to unpick later.
- Céline DumasMatteo, one thing from our side. Our pharmaceutical shippers audit us. If the answers come from a tool, they will ask where the data came from.
- Matteo RicciYes. What does your regulator need to see, and what do your shippers ask for in an audit? If you can tell me the questions, we can show how the answers are traced back to the source records.
- Céline DumasUsually who accessed the record, when, and whether the record was current at the time. That's the part that scares us.
- Matteo RicciThen that is our first demonstration topic. We'll show you the trail, not only the answer.
- Olivier RousseauRight, let me ask the timeline question again. When would you need a decision from us to keep the spring date?
- Matteo RicciThe expected close on the deal is Friday 20 February 2026. Whether that holds depends on the security review and the order of the connectors, which I have not yet agreed with our engineers.
- Olivier RousseauSo it's a plan, not a commitment.
- Matteo RicciIt is a plan. I would rather say that than promise a date my colleagues have not agreed.
- Céline DumasThat's fair. Can we see the audit trail demo before the decision?
- Matteo RicciAbsolutely. I will arrange it with our solutions engineer and send you two possible times this week.
- Olivier RousseauSend me the cost breakdown first, Matteo. I want it before the demo, so I know what I'm looking at.
- Matteo RicciOf course. The breakdown first, in writing, then the demo. Let me confirm that in writing today.
- Céline DumasSorry, one more. Could we include the transport system from the start, or only after the first phase?
- Matteo RicciThat is a good question for the engineers. I would rather not guess. I will ask and put the answer in the same email as the breakdown.
- Céline DumasPerfect. Thank you, Matteo.
- Matteo RicciThank you both. To recap: the breakdown, the audit trail demo, and the transport question. I'll send everything this week.
- Olivier RousseauGood. Thank you, Matteo. Céline, speak later.
- Céline DumasSpeak soon, merci. Au revoir.