Eichsfeld Spedition / BG-Demo – Discovery
Callcompleted
Eichsfeld Spedition · 8 Dec 2025 14:30
Discovery with Eichsfeld Spedition. Sandra Kühn and CFO Ralf Wagner described manual reconciliation of the logistics system and Xero. Growth tier and a verbal price were given; a demo on their data is to be arranged.
What was said
What this says
As at Fri 9 Oct 2026Discovery with Eichsfeld Spedition. Sandra Kühn and CFO Ralf Wagner described manual reconciliation of the logistics system and Xero. Growth tier and a verbal price were given; a demo on their data is to be arranged.
What happened: On 8 Dec 2025 Matteo Ricci held a discovery call with Sandra Kühn, Head of Customer Service, and Ralf Wagner, Chief Financial Officer. They described a logistics system, Xero and spreadsheets that do not match.
Customer view: Sandra said the team of about ten spends two or three hours a day reconciling data. Ralf said he needs to see which shipments are invoiced, paid and outstanding.
Commercial: Matteo pointed to Growth with forty users, starting at ten to twelve, and an eight-week build. He quoted fifty-six thousand all-in for year one, then fifty-six each year, a spoken figure to check against any order form, since implementation is a one-off fee.
Watch: Neither guest reacted to the price. A demo on their data depends on Sandra sending the key field lists.
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 the offering one-pager the same day and book a demo on the customer's data.
- Sandra Kühn to send the key fields from the logistics system and Xero within a few days.
Risks
As at Fri 9 Oct 2026- The price was spoken without a written proposal, and the same figure each year sits oddly with a one-off implementation fee.
- Neither contact reacted to the price, so willingness to pay is not shown.
- The demo depends on Sandra sending the key field lists from the logistics system and Xero.
Opportunities
As at Fri 9 Oct 2026- Growth tier for about ten to twelve users, with headroom to forty.
- A clear finance pain from the CFO: invoiced, paid and outstanding shipments in one view.
Transcript
Matteo RicciSandra, Ralf, thank you for making the time. We've got thirty minutes today. I'd like to understand what you're trying to achieve with your data and where you see the pain.
Sandra KühnGood to speak with you. We manage shipments, track them through different systems, and getting a complete view of what's moving is difficult.- Matteo RicciWhat systems are you running?
Ralf WagnerWe've got the logistics system, which is our core, tracks freight. Then Xero for invoicing and payments. And emails, call records, a lot of it spreadsheet-based.- Matteo RicciAnd when you want to know: say, pending shipments or which customers have overdue invoices, how do you find that?
- Sandra KühnSomeone has to pull from the logistics system, then cross-check against Xero. It takes time. And the data doesn't always match because updates happen at different times.
- Matteo RicciData sync is an issue. What's your team size on operations?
- Sandra KühnAbout ten of us. We spend maybe two or three hours a day just pulling and reconciling data.
- Ralf WagnerAnd finance, I need visibility into which shipments are invoiced, which are paid, which are outstanding. That manual process is killing me.
- Matteo RicciRight. So you need your logistics system and Xero talking to each other, with fresh data and no manual work. That's what we do. We build a queryable layer on top of both, so your teams search and get answers in seconds.
- Sandra KühnAnd that's inside our own Snowflake?
- Matteo RicciExactly. Your infrastructure, your control. We just set it up and support it.
- Ralf WagnerHow many users can we have?
- Matteo RicciGrowth tier is forty. You'd start with maybe ten to twelve, but you've got headroom to grow.
- Sandra KühnAnd cost?
- Matteo RicciFifty-six thousand all-in for year one, then fifty-six each year.
- Ralf WagnerTimeline?
- Matteo RicciEight weeks end to end. Four weeks for us to build, four for implementation and training.
- Sandra KühnAnd next steps?
- Matteo RicciI'll send you a one-pager with the offering. Then we schedule a demo on your data, that's usually two weeks out. For that, I'll need a list of the key fields from your logistics system and Xero that matter most.
- Sandra KühnI can get that to you in the next few days.
- Matteo RicciPerfect. I'll send the document today and we'll get the demo on the calendar. Thank you both.