Carnwath Haulage

Outreach: the quarter holds one read, an email thread dated 7 Jan 2025. Sofia Marchetti invited Margaret Cleland, Finance Director, to a 16 Jan 2025 finance leaders webinar on automating reconciliation.

Customer view: none shown. Margaret did not reply, and the thread does not show whether she attended.

People: Sofia is the BG-Demo sender and Margaret is the only customer contact in the period.

Open at the end: no follow-up is recorded in the thread. The read suggests Sofia check whether Margaret attended or wants the webinar material. It also notes reconciliation as a finance use that could be raised with her.

Gap: the period holds no calls, tickets or news, so nothing here shows the account's health, usage, price or renewal position.

Scheduling: In the thread from 24 to 27 Oct 2023, Tom Ashdown offered Andy Brownlie a demo of the brain on Carnwath's data. Andy replied the same day with "Sounds good", asked for Tuesday or Wednesday, and Tom confirmed Wednesday.

Demo: On 30 Oct 2023 Tom and Tobias Renwick showed the brain answering questions on Carnwath's own Salesforce, booking system and Xero data. Andy and Steven Gillies asked about concurrency, answer speed, wrong data, the audit trail and what happens when the brain errs.

Buying signals: Steven closed by asking how and when to get started. Tom said that if Carnwath signs within a couple of weeks, go-live by the end of the year was doable.

Concerns: Andy questioned the one-year commitment, which Tom described as binding for a year before renewal or leaving. Salesforce data quality was raised, and Tobias said the brain will reflect it.

Open at the end: Tom promised a proposal the day after the demo. The reads do not show who at Carnwath signs, who else reviews the proposal, or whether it was sent or answered.

Scheduling: Tom Ashdown asked Andy Brownlie for a discovery call on 12 Sep 2023. Andy replied two days later offering Thursday afternoon, and Tom confirmed 14:00.

Discovery call: on 20 Sep 2023 Tom spoke with Andy, Commercial Manager, and Margaret Cleland, Finance Director. They described booking, Salesforce and email data that nobody can see across, and a recent double-booking.

Customer view: Margaret called the situation "a nightmare". Andy liked that the data stays in their own Snowflake account. Sentiment on the call was positive.

Commercial: both asked about cost and Tom declined to quote, promising pricing the next day. The tier is not stated. The call mentioned a fixed implementation fee, an annual subscription and a possible go-live at the end of the year.

Open at the end: Tom was to send confirmed pricing and demo dates, and to book a demo on Carnwath data with Tobias Renwick, proposed for mid-October. The evidence does not show whether either was sent. Margaret, as Finance Director, is likely to test value against the fee.