Cairnlea Homes

Period: this digest rests on one read, an email thread dated 17 Nov 2025. No call, ticket or news item from the quarter is included.

Webinar: Alice Brewer invited Luke Kershaw, Chief Financial Officer at Cairnlea Homes, to the 20 Nov 2025 webinar on how revenue operations leaders use data to measure what moves the needle.

Customer view: the thread holds no reply, so Luke's interest is not shown. The evidence does not show whether he attended.

Open at the end: the read suggests Alice check whether Luke attended and pass any interest to the account owner. A CFO contact could be engaged on value measurement if he comes to BG-Demo events. No follow-up is recorded.

Design: On 6 Jan 2025 Hannah Lowe and Neil Metcalfe agreed four connectors (Salesforce, Google Workspace, Zendesk, Xero). IT sign-off for API keys and Google Workspace approval was still needed.

Proposal: On 13 Jan 2025 Neil said Luke Kershaw was keen. On 17 Jan 2025 Tom Ashdown walked Neil through the Growth proposal, with a first year of £56k (£12k implementation, £44k subscription), and Neil said Luke had approved proceeding.

Payment terms: In the thread dated 17 Jan 2025, Neil relayed on 21 Jan 2025 that Luke questioned the annual commitment and asked about quarterly payment. Growth is annual in advance, with quarterly available on request.

Contract terms: On 4 Feb 2025 Tom asked Luke for 30 minutes on a few non-standard points. Luke offered Thursday after 14:00, and the points are not named.

Negotiation: On 10 Feb 2025 Owen Tallis quoted £56k and Luke asked for ten percent off, citing tight cash flow while saying the ROI case is strong. Owen said price can change at renewal with ninety-day notice.

Other: On 23 Mar 2025 Sofia Marchetti invited Faye Metcalfe to a 17 Apr 2025 webinar, with no reply.

Open at the end: The agreed discount and a signed order form are not shown. Signature was targeted for the end of the month after the 10 Feb 2025 call.

Scheduling: On 29 Nov 2024 Tom Ashdown and Neil Metcalfe agreed to hold a discovery call. Neil replied promptly.

Discovery: On the 6 Dec 2024 call Neil described fragmented after-completion customer care data across tickets, email chains and undocumented calls. Luke Kershaw, the Chief Financial Officer, said missing records risk lost cost recovery and asked about effort, exit terms and commitment.

Commercial: Tom positioned the Growth tier and gave no figure, only mid-range five figures. He promised a proposal and asked for a decision by the end of the month, to allow a January or early February kickoff.

Follow-up: In a 6 Dec 2024 email Luke agreed to a demo. His priority was call recordings alongside the customer database.

Demo: A demo time was agreed on 18 Dec 2024. On the 27 Dec 2024 call Tom and Hannah Lowe showed search across Salesforce and Zendesk sample data and the dashboard builder. Neil called it "quite slick", raised data protection and asked when they would start.

Open at the end: The proposal with pricing and terms was still to be sent. Embedding in a finance system or intranet is out of scope for the standard offering. Luke had not seen the demo because he was away, and a first-week-of-January walk-through had no confirmed date. A 30 Dec 2024 follow-up call was being scheduled for Thursday at 14:00.