Tamar Crossing Freight / BG-Demo – Discovery
Callcompleted
Tamar Crossing Freight · 16 Jul 2026 15:00
Jason Pengelly described sales, dispatch and billing data split across systems and agreed to a demo on his own data. No price was given; Sophie Ling deferred it to a proposal after the demo.
What was said
What this says
As at Fri 9 Oct 2026Jason Pengelly described sales, dispatch and billing data split across systems and agreed to a demo on his own data. No price was given; Sophie Ling deferred it to a proposal after the demo.
What happened: Sophie Ling ran a discovery call with Jason Pengelly on 16 Jul 2026. Jason said sales, dispatch and billing sit in separate systems, so nobody has a complete view of a customer.
Customer view: Jason said the business is growing faster than its systems and that insight is all tribal knowledge. He expects three or four users eventually and named Salesforce, a dispatch CSV export, Xero and call recordings as sources.
Commercial: Sophie described a four-week Starter implementation and put pricing off until a proposal after a demo. No figure was given on the call.
Watch: Sophie said Salesforce and Xero data would be real time and always fresh, while the service refreshes nightly by 07:00. The evidence does not show that the demo took place.
Themes
As at Fri 9 Oct 2026Theme
Fragmented freight data, Starter fit
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- Sophie Ling to send demo dates and Jason Pengelly to supply the list of fields from each system.
- Sophie Ling to bring a solutions engineer to demo on Jason's Salesforce data, then send a proposal with pricing.
- Sophie Ling to restate the nightly refresh by 07:00 at the demo so expectations match the service.
Risks
As at Fri 9 Oct 2026- The four named sources would use all four Starter connectors, leaving no room for a fifth without Growth or an add-on.
- The real time wording conflicts with the nightly refresh and could set an expectation the service level does not meet.
- The demo was proposed for the following month, and the evidence does not show it was booked or held.
Opportunities
As at Fri 9 Oct 2026- Starter fits a team of three or four users with a four-week implementation.
- Growing fleet and customer service headcount could later support extra users or connectors, or a move to Growth.
Transcript
Sophie LingJason, hi, thanks for making the time. How's the logistics business treating you?
Jason PengellyNot bad, Sophie. Busy as ever. Trying to chase profitability and keep the drivers happy at the same time.- Sophie LingI can imagine. Tell me a bit about the operation: fleet size, where you're running, what your biggest challenges are.
- Jason PengellyWe've got about sixty vehicles, mostly running Plymouth to the ferry routes and back, Channel crossings, some domestic long haul. We move freight and provide logistics services. The challenge is we're growing faster than our systems can keep up with.
- Sophie LingIn what way?
- Jason PengellyWe've got a CRM where sales lives, a dispatch system with our routes and driver assignments, and billing goes through our accounting software. When a customer calls with a tracking question or complains about a delivery, nobody's got a complete view. Did we pick up on time, was there a call, what did the driver say?
- Sophie LingSo the information's split across three or four systems.
- Jason PengellyExactly. And we're growing fast, we're taking on more customer service staff, more drivers. If I want to understand what's driving complaints or what makes a customer sticky, I need data. Right now it's all tribal knowledge.
- Sophie LingWhat's your team structure on the customer side, who'd be using something like this?
- Jason PengellyThat's me, really, I'm commercial manager, so pricing, contracts, customer issues. Our finance person looks at billing. And we're hiring a customer operations lead next month, so three or four people eventually.
- Sophie LingAnd what systems do we need to connect to? You've mentioned CRM, dispatch, billing.
- Jason PengellyCRM is Salesforce. Dispatch is a custom system, but it exports to CSV. Billing is Xero. And we record calls, so I'd want that in there too if possible.
- Sophie LingThe short answer is yes to all of that, Salesforce connects directly, Xero connects, and we can usually bring call data in through the recording system. The CSV from dispatch is fine, we can set up a regular import or a connector depending on your setup.
- Jason PengellyWhat would that look like in practice?
- Sophie LingWe'd build connectors to pull data from Salesforce and Xero in real time, so you're always querying fresh data. The dispatch CSV we'd probably ingest daily or whenever you export it. Calls we'd integrate with your recording platform. Then you get a query interface where you can ask 'show me all jobs for customer X, their calls, any issues logged, billing history', all in one view.
- Jason PengellyThat would be genuinely useful. Is this something we'd need to put a big technical effort into?
- Sophie LingNot on your side. We handle the integration. You'd give us access to the systems, and we'd set it all up. There's an implementation phase, typically four weeks for Starter tier, and then it runs.
- Jason PengellyAnd what's the cost?
- Sophie LingI'd like to do a proper demo first, show you on your actual data, then we'll put together a proposal with pricing. Does that work for you?
- Jason PengellyYeah, I'd rather see it in action. When?
- Sophie LingNext month? I can bring one of our solutions engineers, and we'll connect to your Salesforce and show you the brain in action. You'll get a proper feel for what's possible.
- Jason PengellySounds good. I'll clear the calendar.
- Sophie LingBrilliant. I'll send you some dates. In the meantime, if you can get me a list of fields from each system, what data's important to you, that'll help us prepare the demo.
- Jason PengellyWill do. Cheers, Sophie.
- Sophie LingCheers, Jason. Speak soon.
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