Haverkamp Kontraktlogistik / BG-Demo – Discovery
Callcompleted
Haverkamp Kontraktlogistik · 23 Dec 2025 08:45
Stefan Meyerhoff of Haverkamp Kontraktlogistik is interested in the Enterprise tier, but the works council must review first, then the budget holder. Decision hoped for by 12 May 2026, not promised. Demonstration pencilled for January.
What was said
What this says
As at Fri 9 Oct 2026Stefan Meyerhoff of Haverkamp Kontraktlogistik is interested in the Enterprise tier, but the works council must review first, then the budget holder. Decision hoped for by 12 May 2026, not promised. Demonstration pencilled for January.
What happened: Discovery call with Stefan Meyerhoff, who wants key-account teams to see contracts, service reports, complaints and emails in one place. He sees renewal preparation by hand as taking days.
Customer view: He will not bypass the works council before any tool that reads emails and calls. He asked for a written description of what data is used and who sees it, in German too.
Commercial: Matteo Ricci sketched around £140k total deal value on Enterprise, including the one-off implementation and not a yearly price. Stefan cannot commit budget alone; the budget holder sees it only after the works council has looked.
Watch: The 12 May 2026 decision date is Matteo's planning date and Stefan said he does not promise it. A German-language document depends on engineering agreeing a date.
Themes
As at Fri 9 Oct 2026Theme
Enterprise discovery, works council
Importance
upsell
Sentiment
positive
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci to send the written description of connected data and who can see it.
- Matteo Ricci to send a short cost summary for the budget holder.
- Stefan Meyerhoff to say when the works council can look, then agree the demonstration.
Risks
As at Fri 9 Oct 2026- The works council review comes first and could delay or reshape the decision, so the 12 May 2026 target is not firm.
- Budget sits with a colleague who has not yet seen the deal, and Stefan cannot commit alone.
- A German-language description has no engineering-agreed date yet.
Opportunities
As at Fri 9 Oct 2026- Enterprise tier for the key-account teams, with CRM, helpdesk and mailboxes first and finance data later.
- A demonstration on Haverkamp's own data in January once the works council has the description.
Transcript
Matteo RicciStefan, good morning. Can you hear me? I think my headset is a little quiet.
Stefan MeyerhoffGood morning, Matteo. Yes, I hear you well. Quite early, but fine.- Matteo RicciEarly indeed, and in the last week before Christmas. I appreciate it. Happy Christmas to you and the team in advance.
- Stefan MeyerhoffThank you, the same to you. Half of my people are already away, so it is quiet. Good for a long conversation. Shall I give the agenda?
- Matteo RicciPlease, go ahead.
- Stefan MeyerhoffStep by step. One, how my key-account teams work today and where it hurts. Two, what your brain would connect to. Three, what we need to involve internally, the works council especially. Four, timeline and what comes next.
- Matteo RicciThat is a good structure. And to restate where we are on timing, my understanding is that you would like to reach a decision by the middle of May, which is 12 May 2026 in our planning. Is that right?
- Stefan MeyerhoffThat is the wish, yes. But I do not promise it yet. Many people need to look. Let us talk first.
- Matteo RicciOf course. So, point one. Tell me how a key-account team works today. What does a typical week look like?
- Stefan MeyerhoffWe serve German food and drinks brands from four distribution centres, around Bremen and Hanover. Each brand client has an account team. They have the contract, the service reports, the complaints, the emails. All in different places.
- Matteo RicciAnd when a client calls with a problem, what does the account manager see?
- Stefan MeyerhoffThat is my question as well. What does the client see? If the account team does not have the whole picture, the client notices at once. They feel we do not know them.
- Matteo RicciYes. I hear that often from contract logistics. Which part of the picture is missing most?
- Stefan MeyerhoffBefore a renewal meeting, someone has to collect everything by hand. Service levels, incidents, what was promised last year. It takes days. And brand clients renew, or they do not, on that.
- Matteo RicciUnderstood. That is exactly the kind of preparation the brain is meant to take away. Let me describe it briefly, and then you tell me where it does not fit.
- Matteo RicciWe build one layer over your systems, your CRM, calls, emails, tickets and finance data, and it runs inside your own Snowflake account. Your teams ask questions in plain language and get answers from your own records.
- Stefan MeyerhoffInside our Snowflake. So the data does not leave us.
- Matteo RicciThat is correct. And I will say it clearly, I would rather you heard it from me early: for a company of your size and with a works council, the security and data-protection review is a real step, and we support it.
- Stefan MeyerhoffGood that you say it. The works council must be involved. We must involve the works council before any tool that reads emails and calls. I do not bypass it.
- Matteo RicciI would not ask you to. What does the works council need to see, in your experience? Documents, a demonstration, a conversation with us?
- Stefan MeyerhoffAll three, probably. First a clear description: what data, who sees it, what is not used. They will ask if it measures individual employees.
- Matteo RicciThen I will prepare a written description of what is connected and who can see what, for you to read first. Let me confirm that in writing after the call.
- Stefan MeyerhoffPlease. In German too, if possible, for them.
- Matteo RicciI will check what we can provide and tell you honestly if it takes longer. I do not want to promise a date that engineering has not agreed.
- Stefan MeyerhoffGood. Now the money, so we are open. Which size are you thinking about? We looked at the Enterprise tier.
- Matteo RicciYes. On the Enterprise tier, with the key-account teams in scope and the implementation included, the deal we have sketched is around £140k in total value. To be careful, that is the total for the deal including the one-off implementation. It is not the yearly price.
- Stefan MeyerhoffUnderstood, a total. I cannot commit budget on my own. My colleague who holds the budget must see this, and only after the works council has looked.
- Matteo RicciThat is a sensible order. Would it help if I prepared a short summary for the budget holder, with the structure of the cost spelled out, so you do not have to explain it?
- Stefan MeyerhoffYes, that helps. Short. Not a long document.
- Matteo RicciShort, agreed. Now, point two on your agenda, the systems. Which ones would the account teams most want to see together?
- Stefan MeyerhoffThe CRM first, then the helpdesk and the mailboxes. Later perhaps the finance data. But step by step. First the account teams, then we see.
- Matteo RicciStep by step suits us as well. What I would suggest is a demonstration on your own data in the new year, once the works council has had the description, so that nobody is surprised.
- Stefan MeyerhoffIn January, perhaps. I do not like vague timelines, so let me say clearly: the description first, then the council, then the demonstration. I will tell you when the council meets.
- Matteo RicciPerfect. Let me summarise. One, I send you the written description of the connected data and who can see it. Two, I send the short summary for your budget holder. Three, you tell me when the works council can look. Four, we agree the demonstration after that. Did I miss anything?
- Stefan MeyerhoffNo, that is complete. Thank you, Matteo. Enjoy the holidays.
- Matteo RicciThank you, Stefan, and a good break to you. Best regards, and speak in the new year.
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