Mossbrook and B-Viz: referring clients and consulting on implementations

Hi Sophie, Now that we have been live for a few weeks, I wanted to put something down in writing rather than leave it as a chat on calls. The short version: Mossbrook builds and runs Snowflake warehouses for about sixty mid-sized clients in the North West. B-Viz sits on top of exactly that kind of set-up. Most of those clients have the data in one place and still reconcile their CRM, calls and tickets by hand. That is the gap you fill. What I would like to propose: - We refer clients we would stake our name on, starting with a short list I would pick myself. - We consult on their implementations, so our engineers do the Snowflake side and your team does the B-Viz side. - We agree who owns what before anyone is introduced. Who owns this, us or you? Let's write that down. What the client needs on day one is the question I keep coming back to. If the answer is a clean set of roles and a named person at each end, I think this works well for both firms. Could we find time next week to talk it through? I would also like to understand how you would want to handle commercial terms on referred deals. I have not assumed anything there. Thanks, Joanna

Hi Joanna, Thanks for putting this in writing, and apologies for not coming back to you sooner. We are very keen. Mossbrook being our first implementation and referral partner is something we want to get right, so I have copied Sofia, who runs customer success and implementation here. On your three points: 1. Referrals: yes, a short, hand-picked list is the right way to start. Send me the names you are comfortable with and I will make sure each gets a proper discovery conversation, not a cold pitch. 2. Consulting on implementations: Sofia's team will need to look at how your engineers and ours split the work on a live project. She will have a view on that. 3. Ownership: agreed that we should write it down. I would rather do that before the first introduction than after. On commercial terms for referred deals, I do not want to guess in an email. I will come back to you on that once I have spoken to the team. Please treat it as open for now. Sofia, could you suggest a slot next week for the three of us? Best, Sophie

Hi Sophie, Thanks, that is helpful and it matches how I was hoping you would see it. To keep this moving before we all meet: - I will send you a first short list of referral candidates by the end of this week. - I will draft a one-page note on who does what during an implementation, split between Mossbrook and BG-Demo, for Sofia to mark up. - Nothing goes to a client until the note is agreed by both sides. One thing I would like to be clear on: I do not want to introduce anyone and then find the follow-up falls between us. If a referral goes quiet, someone on each side should be named as responsible for chasing it. I will put myself down for ours. Looking forward to the call next week. Let me know which slot Sofia suggests. Thanks, Joanna