Brinkerhof Distributie / BG-Demo – Discovery
Callcompleted
Brinkerhof Distributie · 10 Jul 2025 15:15
Femke van Gestel and Ruud Verhoeven described three or four systems per installer and wanted one view. Ruud wants invoices that match the contract and the numbers in writing. The £56k is the whole deal, not an annual price.
What was said
What this says
As at Fri 9 Oct 2026Femke van Gestel and Ruud Verhoeven described three or four systems per installer and wanted one view. Ruud wants invoices that match the contract and the numbers in writing. The £56k is the whole deal, not an annual price.
What happened: Priya Raman ran the 10 Jul 2025 discovery with Femke and Ruud. The pain is account managers checking orders, complaints and credit queries in separate places.
Customer view: Femke asked whether account managers will actually use it, saying a tool nobody opens is a cost. Ruud is firm that he pays only invoices he can match to the contract.
Commercial: Priya quoted £56k for the whole deal including implementation and promised a proposal splitting the one-off fee from the yearly subscription. The Growth tier with eight connectors and about eight weeks of implementation was discussed, with an order form targeted for 10 Nov 2025.
Watch: Snowflake is unconfirmed, and Dutch and Flemish complaint text is an open question. Ruud said he does not decide today.
Themes
As at Fri 9 Oct 2026Theme
Single installer view, pricing clarity
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Femke confirms with IT whether the customer is on Snowflake and who owns it, by the Monday after the call.
- Priya sends the IT note, the call recap and a proposal splitting the one-off fee from the subscription.
- Priya gets a demo on the customer's own data in the diary, aiming for an order form on 10 Nov 2025.
Risks
As at Fri 9 Oct 2026- The customer has not confirmed it runs Snowflake, which the brain needs.
- The Financial Director will not pay what he cannot match to the contract and wants the numbers in writing first.
- Dutch and Flemish complaint text handling is unanswered, and Femke asked for a straight answer.
Opportunities
As at Fri 9 Oct 2026- Growth tier fits several teams and the four connectors Femke listed, well inside eight.
- A clear split of the one-off fee and the subscription in the proposal answers Ruud's main concern.
Transcript
Priya RamanHello, hello. Femke, Ruud, can you both hear me?
Femke van GestelYes, I hear you. Good afternoon, Priya. Ruud is joining, I see him now.
Ruud VerhoevenGood afternoon. Sorry, the link was slow.- Priya RamanNo problem at all, plenty of time. Thanks both for making space on a Thursday afternoon. Before we start, quick recap of where we are, so we're all on the same page. Femke and I spoke earlier in the month about getting the account managers one view of each installer, orders, delivery complaints and credit queries. Today is about the detail, so I understand how you work now. And then next steps, with a view to a decision in November, to keep momentum.
- Femke van GestelGood. First, the actions from last time. I sent you the list of the systems. Did you get it?
- Priya RamanI did, thank you, that was really helpful. I've read it, but let's go through it so Ruud hears it too.
- Femke van GestelOkay. Orders and invoicing are in our ERP. Delivery complaints come into the helpdesk, and also by email, to be honest, from the installers directly to their account manager. Credit queries go to the finance team, also by email, and then Ruud's people decide.
- Priya RamanRight. So an account manager before a visit has to go to three places. Is that fair?
- Femke van GestelThree places, sometimes four. And then they ask me, or they ask finance, and we answer on the phone. Not practical.
- Priya RamanAnd what does that cost you in practice? Missed things, slow answers?
- Femke van GestelSlow answers mostly. An installer complains about a late delivery, and the account manager does not know that the same installer has an open credit query. So they say the wrong thing. That has happened.
- Ruud VerhoevenIt has happened, yes. And then I get a call.
- Priya RamanHa, I can imagine. That's precisely the situation the brain is built for. It sits over those systems, so the account manager asks one question and sees the orders, the complaints and the credit position together.
- Femke van GestelWhere does it run? Our IT will ask this first.
- Priya RamanGood question. It runs inside your own Snowflake account, so your data doesn't leave your environment. Do you have Snowflake today?
- Femke van GestelWe have a data platform, I think it is Snowflake, but I will confirm with IT. I do not want to say yes and be wrong.
- Priya RamanThat's absolutely fine. Let's put it down as an action for you, and I'll bring a short note for your IT on what we'd need from them.
- Femke van GestelGood. Next. Do the account managers use it? In the end this is the only question that matters. A tool nobody opens is a cost.
- Priya RamanI'd rather answer that properly than sell you something. It works when it's part of their routine, a visit or a call. So we plan the rollout around that, and our customer success team tracks who is actually asking questions. If people aren't using it, you'll see it, and so will we.
- Femke van GestelOkay. That is a better answer than most.
- Ruud VerhoevenPriya, may I ask my question? It is about invoices.
- Priya RamanPlease, go ahead.
- Ruud VerhoevenHow is it invoiced? I need to match every invoice to the contract. If I cannot match it, I do not pay it.
- Priya RamanCompletely understood. There are two parts. A one-off fixed fee for the implementation when you join. Then an annual subscription, invoiced in advance, or quarterly if you prefer to ask for that. Terms are thirty days. Both amounts are written into the order form, so every invoice matches a line in the contract.
- Ruud VerhoevenAnd what does it cost per year?
- Priya RamanSo the figure we have pencilled in is £56,000 for the whole deal, implementation included. I want to be careful here, because that number is the total, not the annual price. In the proposal I'll split it into the one-off fee and the yearly subscription, line by line, so you see exactly what recurs.
- Ruud VerhoevenGood. I want no surprises. Is the renewal price fixed?
- Priya RamanIt's written in the order form too. I'll make sure the proposal states what happens at the end of the first term, so there's nothing you find out later.
- Ruud VerhoevenGood. Is this in the contract, the service levels? If the system is down, what then?
- Priya RamanAvailability commitments and service credits sit in the contract, and an order form can adjust them. I'll include the Growth service levels in the proposal so you can read them in writing, not take my word.
- Ruud VerhoevenOkay. That is what I needed. I do not decide today, you understand.
- Priya RamanOf course, nobody expects that. Today's purely about whether it's worth a closer look.
- Femke van GestelWhat is the plan, then? Let's make it practical. What happens after today?
- Priya RamanRight. So the next step is a demo, on your own data, not a canned one. For that I need access to a sample of orders and complaints, which means IT, hence the Snowflake question. Then a proposal, then the order form under our master agreement. Growth comes with forty users and eight connectors, and implementation takes about eight weeks, so if you want to be live early in the new year, signing in November works well.
- Femke van GestelEight connectors. We need the ERP, the helpdesk, email, and the credit information. Is that okay?
- Priya RamanThat's comfortably inside it. We'd list the connectors in the order form, with the days each one goes live.
- Femke van GestelGood. And the installers in Flanders, do you have Dutch language?
- Priya RamanLet me not promise something I haven't checked. I'll ask our solutions team how it handles Dutch and Flemish complaint text and come back with a straight answer.
- Femke van GestelYes. Please. Not vague.
- Priya RamanNot vague, promise.
- Ruud VerhoevenOne more thing from me. Who is the technical person for the data, on your side?
- Priya RamanAt the start it's our solutions engineer, and then your customer success manager once you're live. I'll introduce both properly in the proposal.
- Femke van GestelFine. Ruud, you are happy to continue?
- Ruud VerhoevenYes. Continue. But send me the numbers in writing before I speak to anyone.
- Priya RamanWill do. Let me recap the actions so we leave with the same list. Femke confirms with IT whether you're on Snowflake and who owns it. I send a note for IT, and the recap from today. I come back on Dutch language. And I get a demo date in the diary for the next couple of weeks. Then the proposal, with the target of the order form on 10 Nov 2025.
- Femke van GestelThat is right. I will confirm with IT by Monday.
- Priya RamanBrilliant. If we can get the demo done in good time, November is realistic.
- Ruud VerhoevenThank you, Priya. Goodbye.
- Femke van GestelGroetjes, Priya. Speak soon.
- Priya RamanThanks both. Best of luck with the rest of the week, speak soon.
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