Marlcliff and B-Viz: discovery follow-up

Hello Sharon and Nigel, Thank you both for the discovery conversation. A short summary, so we're working from the same notes. What we heard: your account managers, the control room and credit control each look at a different slice of a client. Sites and incidents are in one place, calls in another, invoices in the accounting system. Pulling those together for a single client is manual and depends on who happens to know where to look. You'd like one place where any of them can ask a question about a client and get an answer across all of it. What we'd propose: the Growth tier, which is built for several teams working from the same data, with B-Viz running inside your own Snowflake account. The deal value I have for this is £51,600. To be clear, that is the total value of the deal, not an annual subscription price, and the figure is quoted before VAT. I'll send the split between the one-off implementation and the annual subscription in the written proposal, so that you can see each part separately. What we have not yet done is size this properly. I don't want to put a number on usage from memory, so I'd like to confirm which teams would use it first and how many people that is. I won't suggest anything larger than the usage supports. Our working target for a decision is Thursday 22 May 2025, though that is a planning date and not a deadline. If it needs to move, tell me. Next steps from me: the written proposal, and a demonstration on your own data so that you can judge it on something real. I'll send both over once I have heard back from you on the above. Kind regards, Lewis Lewis Kerr Account Executive, BG-Demo

Lewis, Two things. First, who is actually using it? You say "several teams". I want names of teams and a realistic number of people, not a licence count. I have seen tools bought on enthusiasm and left on a shelf. Second, you've given me £51,600. What's that per contract? Our work is priced by the guarding hour and margins are thin, so I need the cost against the base, which is the number of contracts and clients it would touch. A figure with no base tells me nothing. Please also say what is one-off and what recurs. I'm not deciding anything until I've seen it working on our data. Show me before any commitment, and before we talk about dates. Nigel Fairbrother Finance Director, Marlcliff Security Services On 7 Mar 2025, at 08:41, Lewis Kerr wrote: > The deal value I have for this is £51,600. To be clear, that is the total value of the deal, not an annual subscription price.

Hello Nigel, hello Sharon, Thank you, Nigel. Those are fair questions, and I'll answer them in order. On usage: I can't give you a number I'd stand behind yet. What I can do is ask Sharon to tell me which teams would use it first. From our conversation, I'd expect account managers and the control room to be the heaviest users, with credit control following. I would rather agree a starting group that is smaller and genuinely used than size it to the tier and have people ignore it. If the starting group turns out to be small, I'll say so, rather than push you towards more than you need. On the figure per contract: I agree a percentage or a total without a base isn't useful. To put a number on it properly, I need your count of live contracts, which only you hold, and the split between the one-off and the annual parts, which I'll set out in the proposal. Once I have both, I'll show the cost per contract and say plainly how I've worked it out. I'd like to show you the working, not just the answer. On seeing it first: agreed. The demonstration on your own data comes before any commitment, and I'll build the proposal around what you see in it. The decision date I mentioned is only a planning marker and I'll hold it loosely. I'll send the proposal skeleton over today. Sharon, could you let me know which teams you'd put in the first group? Kind regards, Lewis Lewis Kerr Account Executive, BG-Demo