Fennick Telecom / BG-Demo – Discovery
Callcompleted
Fennick Telecom · 27 Mar 2024 13:15
Hugh Atherton described Salesforce and call recording systems that do not talk to each other. He found Starter worth exploring and will find dates for a proposal session with finance and IT.
What was said
What this says
As at Fri 9 Oct 2026Hugh Atherton described Salesforce and call recording systems that do not talk to each other. He found Starter worth exploring and will find dates for a proposal session with finance and IT.
What happened: Tom Ashdown held a discovery call with Hugh Atherton, Head of Operations, on 27 Mar 2024. Hugh said a dozen or so people in ops and sales work with the data daily.
Customer view: The main pain is that systems do not connect, so understanding a customer means pulling data by hand. He was open but non-committal: "worth exploring".
Commercial: Tom pitched Starter at £20k a year with a £6,000 implementation fee. Hugh checked that users are a soft limit and connectors a hard cap.
Watch: Snowflake is not yet in place, though finance have shown interest. Finance and IT are not yet involved, so buying authority is unconfirmed.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send a one-pager and the paperwork ahead of the proposal session.
- Hugh Atherton to check with his team and send dates, bringing finance and IT.
- Tom to walk through the Starter proposal with finance and IT present.
Risks
As at Fri 9 Oct 2026- Snowflake is not yet running at the customer, which the brain needs.
- Finance and IT have not joined the conversation, so budget and approval are unconfirmed.
- The four-connector hard cap is tight for Salesforce, calls, emails and one more source.
Opportunities
As at Fri 9 Oct 2026- A dozen or so daily users fits within the fifteen Starter users, with room to grow.
- Finance interest in Snowflake could bring a second sponsor into the proposal.
Transcript
Tom AshdownHi Hugh, how are you? Can you hear me okay?
Hugh AthertonYeah, coming through loud and clear. Thanks for taking the time.- Tom AshdownBrilliant. How's your week been?
- Hugh AthertonGood, busy as always. Looking forward to understanding what BG-Demo can do for us.
- Tom AshdownNice one. So let me start by asking, you're in telecoms resale. What's your current data setup like? Are you running Salesforce, a helpdesk, anything?
- Hugh AthertonWe've got Salesforce for CRM, and then we've got call recording systems. The main issue is they don't really talk to each other. When we need to understand a customer situation, we're manually pulling data from multiple places.
- Tom AshdownThat's the classic challenge. And how many people are working with that data day to day?
- Hugh AthertonMaybe a dozen across ops and sales. Our ops team especially are in there constantly.
- Tom AshdownRight. So what we do is build a brain, essentially a single query layer on top of all your systems. Salesforce, your calls, emails, everything. It sits inside your own Snowflake account and refreshes every night. Your team just asks questions instead of logging into four systems.
- Hugh AthertonSo we'd need Snowflake already running?
- Tom AshdownMost organisations have one or are keen to get set up. It's pretty standard now. Have you looked at it at all?
- Hugh AthertonNot yet, but I think finance have been interested. That's not a blocker for me right now. What does implementation look like?
- Tom AshdownFor a business your size, we're looking at four weeks. You connect Salesforce and your call systems, we configure some dashboards, train the team, and you're away. The fee is £6,000 upfront. Then it's £19,500 a year for our Starter tier.
- Hugh AthertonOkay. And what do I get for that?
- Tom AshdownFifteen users, four connectors, Salesforce, calls, emails and another: pages, chat, search. We check in every six months to make sure you're getting value.
- Hugh AthertonFifteen is a soft limit?
- Tom AshdownYeah, soft on users. The four connectors are a hard cap though.
- Hugh AthertonFair enough. And the pricing is annual upfront?
- Tom AshdownAnnual in advance. Quarterly if you prefer, but it's a bit more. Thirty-day payment terms.
- Hugh AthertonOkay. So next steps, what would you suggest?
- Tom AshdownLet's get something in the diary. Bring finance, maybe someone from IT, and we'll walk through a proposal. I'll send you a one-pager beforehand. Sound good?
- Hugh AthertonYeah, I'll check with the team and get you some dates. This seems like something worth exploring.
- Tom AshdownNo drama. I'll get you the paperwork and leave that with you. Cheers, Hugh.
- Hugh AthertonThanks, Tom. Talk soon.