Wexmoor Property Group / BG-Demo – Demo
Callcompleted
Wexmoor Property Group · 3 Nov 2025 15:00
Dana Whitaker saw a second demo with a new account executive. The deal stands at £62k including one-off implementation. She was told Growth has no freshness credits and still wants security answers in writing before a leadership decision by 16 Jan 2026.
What was said
What this says
As at Fri 9 Oct 2026Dana Whitaker saw a second demo with a new account executive. The deal stands at £62k including one-off implementation. She was told Growth has no freshness credits and still wants security answers in writing before a leadership decision by 16 Jan 2026.
What happened: Matteo Ricci, who has picked up the account, ran the 3 Nov 2025 demo with Hannah Lowe. Dana brought IT security questions on region, audit trail and permissions.
Commercial: Matteo said £62k is the total deal including the one-off implementation, not an annual subscription price. He also stated plainly that Growth service credits cover availability and not data freshness, which is an Enterprise feature.
Customer view: Dana does not think Enterprise is needed but will flag the point to her finance director. That director dislikes surprises at renewal.
Watch: no go-live date was given and the written answers are outstanding. Leadership wants to decide by 16 Jan 2026.
Themes
As at Fri 9 Oct 2026Theme
Growth demo, security review
Importance
neutral
Sentiment
positive
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Hannah Lowe to send the written note on region, audit trail and permissions once Dana forwards the security spreadsheet.
- Matteo Ricci to send the proposal splitting implementation from subscription, with a note on what changes at first renewal.
- Hannah Lowe to propose a connector sequence for the plan.
Risks
As at Fri 9 Oct 2026- Security answers on residency, audit trail and permissions are still outstanding and could delay the decision.
- The finance director may weigh the lack of freshness credits on Growth against Enterprise.
Opportunities
As at Fri 9 Oct 2026- Dana plans to show the dashboards builder to her finance director, and the tenant timeline page was strongly welcomed.
Transcript
Matteo RicciGood afternoon, Dana. Can you hear me properly? I've changed headset since the last time.
Dana WhitakerHi, yes, I can hear you fine. Afternoon to you, I suppose, though it's earlier here.- Matteo RicciOf course, apologies, I always forget. Hannah is just coming in. Ah, there she is.
Hannah LoweHello both. Sorry, I was stuck on another call that overran. Hi Dana, good to see you again.- Dana WhitakerYou too. I have to say, I hadn't realised I'd be meeting someone new, Matteo. Nice to meet you.
- Matteo RicciA pleasure, Dana. I have picked up the account, and I've read the notes and listened back to the first session, so you won't need to repeat yourself. I would rather you heard from me directly that the handover is complete and that nothing has been dropped.
- Dana WhitakerGood. I've had enough of repeating myself this month.
- Matteo RicciUnderstood. So, let me restate the timeline as I have it. You told us your leadership wants to decide by 16 Jan 2026, which is a Friday. Working back from that, we need the security questions closed, a proposal you can defend internally, and your operations leads convinced. Today is about the last of those and the first of the others. Is that still right?
- Dana WhitakerThat's right. Nothing has moved. I did bring one thing, though. A colleague in IT has been reading what Hannah sent over, and he's got a list of questions. He couldn't join today but I'll read them out as we go.
- Hannah LoweThat's helpful. Before I share my screen, can I ask what you most need to know by the end of this call? I'd rather start with his list than with my slides.
- Dana WhitakerTwo things. First, where does the data physically live and who can see it. Second, how do I know it's current, because the whole point is that my people trust it on a Monday morning.
- Hannah LoweGood, those are the right two. Let me take the first. To be precise: the brain runs inside your own Snowflake account, so the data lives wherever you've set that account up. We don't hold a separate copy. The people who can see it are the people your own access rules allow.
- Dana WhitakerHe'll ask about region. We're a US business and some of our clients are particular about that.
- Hannah LoweUnderstood. The short answer is it stays in the region of your Snowflake account. The longer answer is that there is also a dedicated residency option on our side, and I don't want to say more about how it applies to you until I've checked with our security lead. I'll put that in writing.
- Dana WhitakerThat's an honest answer. He'll like that more than a confident one.
- Matteo RicciLet me confirm that in writing as well, Dana, so that both items go to your colleague in one note.
- Hannah LoweRight, I'll share now. You should see the home page. This time I've loaded the extract you sent after the first session, which has a larger set of tickets and a good number of service contracts.
- Dana WhitakerI see it. Oh, that's a lot more than last time.
- Hannah LoweIt is. And you'll see these counts of indexed records beside each source. They've moved since the first load, which is what you want. If one stayed flat for weeks, that would tell you the connector had broken or the source had changed.
- Dana WhitakerThat's his second question. Is that how I'd know about staleness?
- Hannah LoweIn part. The refresh runs overnight and should be complete by 07:00 your local time on business days. If a source is flat, you'll see it here. What I'd add is that being available is not quite the same as being fresh. The brain can answer a question perfectly well on data that's a day or two behind, so the freshness counts are the thing to watch.
- Matteo RicciMay I add something there, Dana, because I would rather you heard it from me than found it in the paperwork? On the tier we're discussing, Growth, the service credits in the contract cover availability. They do not cover data freshness. Freshness credits are part of the Enterprise tier.
- Dana WhitakerHmm. So if the data goes stale, I don't get anything back?
- Matteo RicciNot as a service credit, no, on Growth as standard. What you do have is the refresh schedule we've just described, and our team looks at those counts too. If freshness credits matter to your finance director, then that is a fair reason to look at Enterprise, and I'd rather we discussed it openly now than after signature.
- Dana WhitakerOkay. Thank you for saying that. I'll note it. I don't think we need Enterprise, but I'll flag it to him and to the finance director, so it's a conscious choice.
- Hannah LoweShall I carry on? I'd like to show the lease-renewal flow on your data, as that's what you came for.
- Dana WhitakerPlease. Go for it.
- Hannah LoweI'll type: for tenants with a lease ending next quarter, what did they say on their last renewal call, and are there any open tickets?
- Hannah LoweThere we are. It's grouped by building. For each tenant it gives a one-line summary of the call, the open tickets, and a link to the contract. Let me open this one.
- Dana WhitakerThat's the one with the lift problem. I remember that. It's all in here, even the part where the tenant threatened to leave.
- Hannah LoweAnd the link takes you to the exact moment in the recording. I'd always encourage opening that before acting, because a summary is a summary.
- Dana WhitakerYes. And that's what I'd tell my team. Check the source for anything that matters. Can I ask it a harder one? How many of our contracts renew automatically if nobody does anything?
- Hannah LoweLet's see. That's a contract-reading question, and it's a good test.
- Hannah LoweIt's given me a list with a clause quoted for each. Two of these it has flagged as uncertain, and I'd rather it did that than guess. Look, the wording is ambiguous in this one.
- Dana WhitakerThat one is genuinely ambiguous. Our own lawyer argued about it. So it's behaving better than most of my staff.
- Matteo RicciWhich is, I think, the principle. It shows you what it found and where, and it is honest about what it doesn't know.
- Dana WhitakerLet me read his next question. He asks whether the people who ask questions are logged. He wants an audit trail.
- Hannah LoweTo be precise, I know the brain records questions asked and who asked them, because that's how we measure usage. Whether that satisfies an audit requirement as you'd define it is a different matter, so I'll check the exact detail with our security lead before I answer in writing. I don't want to overstate it.
- Dana WhitakerFine, put it on the list.
- Hannah LoweIt's already on there. That makes three items for the written note: region and residency, the audit trail, and how access maps onto your drive permissions.
- Matteo RicciAnd I will add what your colleague's own security review needs to see, so we shape the document around his checklist and not ours. Dana, does he have a standard form?
- Dana WhitakerHe does. A spreadsheet of questions he sends every vendor. I'll forward it. It's long and a bit tedious.
- Hannah LowePlease send it. I'd rather answer his questions in his format. It tends to get through the review faster and it means fewer follow-ups for everyone.
- Dana WhitakerWill do. Now show me the dashboards, as promised. My finance director thinks in charts.
- Hannah LoweOf course. I've built a rough one using the extract. Open tickets by building on the left, renewals by quarter on the right, and a table underneath of contracts that end soon.
- Dana WhitakerCan I change the grouping? Say by region rather than building?
- Hannah LoweYou can. I'll do it now. Group by region, and there. It redraws straight away. And anyone you give access to can build the same thing in a few minutes. That's the dashboards builder, which is included in Growth.
- Dana WhitakerThat's the one I'll show my finance director. He doesn't want to talk to a chatbot, but he will look at a chart.
- Matteo RicciA very sensible way to approach it. The chart gets him in the room, and the questions follow. May I ask, Dana, who in operations would own this once it's live? I find the rollouts that work all have one named owner.
- Dana WhitakerI have an analyst in mind. She's already the person who builds everything in spreadsheets, so she'd be thrilled to stop. And I'd be the sponsor, I suppose, on the operations side.
- Matteo RicciGood. I'll make a note. Not a name for the contract, just so I can say to your finance director that someone is accountable.
- Dana WhitakerRight. Before we go further, I want to see something else. Can it tell me what a tenant has been saying across all three sources over time? Not one call, the whole picture.
- Hannah LoweThat's what the page for a tenant does. Let me open one. Here, you have the timeline. Tickets, calls and contract events in order, with the themes pulled out at the top.
- Dana WhitakerThat's the view I've wanted for years. Can I ask my team to look at one of these before every renewal conversation?
- Hannah LoweThat's the pattern I'd suggest. Make the page part of the preparation, and then see how many people actually open it after a month. That's a useful number for you as well, as it tells you whether it's earning its keep.
- Matteo RicciDana, shall I move to the commercial side while the dashboard is still on the screen? Hannah, please stay for questions.
- Dana WhitakerYes. Go ahead. I want to be clear what I'm taking upstairs.
- Matteo RicciOf course. The proposal, as scoped, is the Growth tier, for the operations teams you described, with the connectors we've discussed. The value of the deal as it stands is £62,000, and I want to be precise about what that is: it is the total for the deal, including the one-off implementation. It is not an annual subscription price.
- Dana WhitakerThat was the question on my mind. So the number my finance director will see on the second year is lower than that.
- Matteo RicciDifferent, certainly. I would rather not say how much lower until I've written the breakdown, because I won't quote a figure on a call that I haven't checked line by line. Let me confirm that in writing, with implementation and subscription shown separately.
- Dana WhitakerThat's all I needed. Thank you. I'll have that conversation internally once it arrives.
- Matteo RicciWhat does your finance director need to see, in order to sign something like this? Do you know how he thinks about it?
- Dana WhitakerCost against hours saved, mostly. And a clear picture of what happens at the end of the first year. He hates surprises at renewal. He's been burned before.
- Matteo RicciThen I'll include a plain note on what happens at the first renewal and what changes, so nothing is a surprise to him. I would rather have that conversation now than in a year's time.
- Dana WhitakerHe'll appreciate it. And the timing: can you give me a go-live date, so he can see when the benefit starts?
- Matteo RicciNot today. I won't give you a date that Hannah's team hasn't agreed, because then it's only my hope and not a commitment. What I can do is ask for a proposed plan and put it in the proposal with the owners named.
- Hannah LoweI'll sit down with the team this week and come back with a realistic sequence, connector by connector, so that Dana can see which sources come first.
- Dana WhitakerGood. Then I think we're nearly there. Let me recap what I'm expecting, so I've got it right.
- Matteo RicciPlease. That would be helpful.
- Dana WhitakerHannah sends the written note on region, audit trail and permissions, in the format of my colleague's checklist, once I've sent him that spreadsheet. You send the proposal with the split between setup and the yearly part, plus what happens at renewal. And I get a plan for the order of the connectors.
- Matteo RicciExactly right. And I'll add a short summary of today's discussion about freshness and service credits, so the point on Growth against Enterprise is in writing and nobody has to rely on memory.
- Dana WhitakerThank you, Matteo. I'll get the spreadsheet to Hannah tomorrow.
- Hannah LoweLovely. Thanks, Dana, thanks Matteo. Speak soon.
- Matteo RicciThank you both. Best regards, and have a good rest of the day.
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