Tilden Marsh Logistics / BG-Demo – Discovery
Callcompleted
Tilden Marsh Logistics · 3 Dec 2025 16:15
Discovery call with Tilden Marsh's customer service and finance leads. Reps juggle several screens to find shipper history. Pricing was deferred until after a demo; a close by 11 Feb 2026 was floated by BG-Demo.
What was said
What this says
As at Fri 9 Oct 2026Discovery call with Tilden Marsh's customer service and finance leads. Reps juggle several screens to find shipper history. Pricing was deferred until after a demo; a close by 11 Feb 2026 was floated by BG-Demo.
What happened: Matteo Ricci ran discovery with Angela Kowalski and Gerald Szabo. They described reps searching across the CRM, call recordings and a spreadsheet for about two hundred shippers.
Customer view: Angela confirmed the pain and said a rep wanted to spot repeat complaints and failure clusters. Gerald said the reps do not love Salesforce.
Commercial: Gerald asked whether pricing comes after the demo and was told yes, with a tailored proposal. The 11 Feb 2026 close date was Matteo's framing, not a customer commitment.
Watch: No tier, budget or sponsor was stated. Angela will bring in Brittany Hayes from the systems team for the demo.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci to send next steps and book a demo with Jordan Pike and Hannah Lowe in the new year.
- Angela Kowalski to bring Brittany Hayes into the demo.
Risks
As at Fri 9 Oct 2026- No budget, tier or sponsor was stated, and pricing was deferred until after the demo.
- Reps already dislike Salesforce, so connector scope and adoption need care.
Opportunities
As at Fri 9 Oct 2026- A new US logistics customer, with a clear pain of reps searching across several systems.
- Pattern spotting across shippers could become an early questions-asked use case.
Transcript
Matteo RicciAngela, Gerald, hello. Great to see you both. I'm Matteo, one of our account executives here at BG-Demo. How are things in Cleveland today?
Angela KowalskiHi Matteo, really well, thanks. We're excited to learn more. So you cover the logistics space for you, or is this a new area?- Matteo RicciI work with regulated businesses mainly, insurance, fintech, but the brain works the same way for anyone who's buried in separate systems. Logistics is interesting because you're coordinating so much customer data. Let me ask: when a shipper calls in with a problem, what does your team actually do today?
Gerald SzaboThey juggle three or four screens. CRM for the account, call recordings to find what happened, maybe a spreadsheet for exceptions. We don't have a single place to see what we know about that relationship.- Angela KowalskiRight. We handle about two hundred shippers, and it's constant: loads in transit, failures, claim calls. The reps spend more time searching than solving.
- Matteo RicciThat's exactly why we built the brain. In one query you see the shipper's account, every call about them from the last two years, their load history, exceptions, everything. Angela, is that a pain point today?
- Angela KowalskiAbsolutely. And we'd want it faster. One of our reps who's good with systems thinks we could use it to spot patterns: which shippers complain repeatedly, where our failures cluster, that sort of thing.
- Matteo RicciThat's the next layer. Once the brain has all the data together, your team starts asking it real questions. You go from reactive to insights. Let me ask about your current systems: CRM is...?
- Gerald SzaboSalesforce for accounts and opportunities, though honestly the reps don't love it. We use a call recorder for the audio. Xero for invoicing and some ticketing in there as well.
- Matteo RicciGood. So the brain would sit in your Snowflake account and pull from all of those. We'd set up connectors: one for Salesforce, one for the call recorder, Xero, and whatever else, and then you have one queryable layer. No more jumping between windows.
- Angela KowalskiWhat's the timeline if we moved forward? And what would the technical lift be on our side?
- Matteo RicciGood questions. A proper demo would answer both: we'd walk through exactly which connectors make sense for you, how your data flows, and what your reps would actually see. That's really the next step. As for timing, we'd typically scope it, then move to a proposal. If the fit is right, we'd close by 11 Feb 2026.
- Gerald SzaboAnd pricing, is that something we'd discuss after the demo?
- Matteo RicciAbsolutely. The demo tells us the scope, and then we'd come back with a proposal that's tailored to Tilden Marsh. You'd see the cost, the timeline, everything. Fair?
- Angela KowalskiYes, that works. Who would be in the demo?
- Matteo RicciI would hand you to Jordan Pike: he's our US lead: and Hannah Lowe, our solutions engineer. Hannah's brilliant with the architecture and questions from your IT team. The goal is to show you real data, your actual schemas, and answer all the technical and practical questions before we talk investment. Does that work?
- Angela KowalskiGood. I'll loop in Brittany Hayes from our systems team, she'll want to see that side of it.
- Matteo RicciPerfect. I'll send a note to you both with the next steps and we'll get a demo booked in for the new year.
- Gerald SzaboSounds good. Thanks, Matteo.
- Matteo RicciThanks both. Speak soon.