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T09 Account review before go-live

2025-02-12·vendor-internal · Internal (RELEX only) · 52 segments

Attendees: Marco Rossi, Ana Duarte, Henrik Sørensen

What this document established

Internal account review (RELEX only): contract 980k at 14% below list; Kahn as the gate; renewal mid-2027; phase-2-inside-twelve-months as the live risk.

Conversation (turn by turn)

  1. turn 1 Me (unidentified voice) 2025-02-12

    so Right, so where are we with Acme.

  2. turn 2 Them (unidentified voice) 2025-02-12

    Go-live is in about three weeks for core. Dry goods, DC-1, the pilot group.

  3. turn 3 Me (unidentified voice) 2025-02-12

    Go-live is in. DC-1, the pilot group.

  4. turn 4 Them (unidentified voice) 2025-02-12

    Go-live is. DC-1, the pilot group.

  5. turn 5 Me (unidentified voice) 2025-02-12

    And the number.

  6. turn 6 Them (unidentified voice) 2025-02-12

    Signed at nine hundred and eighty eighty thousand annual. We held above the floor, we went to fourteen percent off list and the floor is eighteen, so there is headroom if Phase 2 needs sweetening.

  7. turn 7 Me (unidentified voice) 2025-02-12

    But, do not sweeten it yet.

  8. turn 8 Them (unidentified voice) 2025-02-12

    I was not going to.

  9. turn 9 Me (unidentified voice) 2025-02-12

    you know Talk me through the room.

  10. turn 10 Them (unidentified voice) 2025-02-12

    Lena Fischer is the champion, unambiguously. Head of supply chain, she brought us in, she defends us internally. If we lose Lena we lose the account.

  11. turn 11 Me (unidentified voice) 2025-02-12

    Is she safe?

  12. turn 12 Them (unidentified voice) 2025-02-12

    She is safe. Kahn is the gate. CFO. He does not care about ambient, he does not care about automation rates, you know he cares about fresh waste because that is what the board asks him about, and he has said twelve months for ROI more than once.

  13. turn 13 Me (unidentified voice) 2025-02-12

    She is. care about ambient. that is what. about, and he has said.

  14. turn 14 Them (unidentified voice) 2025-02-12

    Three times in my hearing.

  15. turn 15 Them (unidentified voice) 2025-02-12

    kind of like So the twelve-month clock is the real deadline, not not the plan dates.

  16. turn 16 Them (unidentified voice) 2025-02-12

    kind of like So the. not not the plan dates.

  17. turn 17 Me (unidentified voice) 2025-02-12

    And Phase 2 sits where relative to that.

  18. turn 18 Them (unidentified voice) 2025-02-12

    like That is the problem. Twelve months from signature puts us at roughly the end of of this year. Phase 2 is not scoped yet.

  19. turn 19 Me (unidentified voice) 2025-02-12

    So it is tight.

  20. turn 20 Them (unidentified voice) 2025-02-12

    It is tight.

  21. turn 21 Me (unidentified voice) 2025-02-12

    Who else.

  22. turn 22 Them (unidentified voice) 2025-02-12

    Priya Nair in IT. She is not against us but she is not for us either. She She will do what is agreed and she will tell you exactly why will not work, which is actually useful, but she will not push anything uphill on our behalf.

  23. turn 23 Me (unidentified voice) 2025-02-12

    she is not. what is. you exactly why will. is actually useful.

  24. turn 24 Them (unidentified voice) 2025-02-12

    us but she. what is. she will.

  25. turn 25 Them (unidentified voice) 2025-02-12

    She has been straight with us every time.

  26. turn 26 Them (unidentified voice) 2025-02-12

    She has. I would not call her a blocker. I would call her weather.

  27. turn 27 Me (unidentified voice) 2025-02-12

    And the fresh person.

  28. turn 28 Them (unidentified voice) 2025-02-12

    Sofia Almeida. She She is one who actually understands the problem were hired to solve. She has no political weight whatsoever, I mean she is a category manager covering two roles, and she is the single point of knowledge on fresh. She flagged that herself in the demo.

  29. turn 29 Me (unidentified voice) 2025-02-12

    Is that in the risk register.

  30. turn 30 Them (unidentified voice) 2025-02-12

    It is in mine.

  31. turn 31 Me (unidentified voice) 2025-02-12

    So, put it in the account plan too.

  32. turn 32 Them (unidentified voice) 2025-02-12

    One more thing on Kahn. Do not schedule him on a Friday. He He has his kids Fridays since the separation and he will either decline or join and be somewhere else.

  33. turn 33 Me (unidentified voice) 2025-02-12

    Noted. Just put availability constraint in the notes, not the reason.

  34. turn 34 Them (unidentified voice) 2025-02-12

    Noted. Just. reason.

  35. turn 35 Them (unidentified voice) 2025-02-12

    But, fine.

  36. turn 36 Me (unidentified voice) 2025-02-12

    Competition?

  37. turn 37 Them (unidentified voice) 2025-02-12

    Nobody on core, basically we won cleanly. But there is somebody circling the fresh module specifically. Lena mentioned they had been contacted, she did not say by whom and I did not push.

  38. turn 38 Me (unidentified voice) 2025-02-12

    That is worth knowing. Fresh is the emotional centre of the account and it it is the piece we have not delivered.

  39. turn 39 Them (unidentified voice) 2025-02-12

    Correct.

  40. turn 40 Me (unidentified voice) 2025-02-12

    yeah Renewal date?

  41. turn 41 Them (unidentified voice) 2025-02-12

    Three years from signature, so mid twenty-seven.

  42. turn 42 Me (unidentified voice) 2025-02-12

    Then the risk is not renewal, kind of like the risk is Phase 2 slipping past Kahn's window and the fresh scope going out to tender.

  43. turn 43 Them (unidentified voice) 2025-02-12

    That is exactly the risk.

  44. turn 44 Me (unidentified voice) 2025-02-12

    actually How does this compare to the Braggeholm situation, are we we discounting similarly there?

  45. turn 45 Them (unidentified voice) 2025-02-12

    actually How does this. we discounting similarly there?.

  46. turn 46 Them (unidentified voice) 2025-02-12

    brag a home went out at much steeper discount.

  47. turn 47 Me (unidentified voice) 2025-02-12

    Do not put that in any shared document.

  48. turn 48 Them (unidentified voice) 2025-02-12

    No.

  49. turn 49 Me (unidentified voice) 2025-02-12

    So, right. Actions. Marco, get Phase 2 scoped before the ninety-day review so we have something to show Kahn. Ana, DC-2 on the risk register with a named owner. And someone write down that Sofia is a single point of failure.

  50. turn 50 Them (unidentified voice) 2025-02-12

    So, right. Actions. Marco. review so we have something. DC-2 on the risk register. point of failure.

  51. turn 51 Them (unidentified voice) 2025-02-12

    you know I will do that today.

  52. turn 52 Me (unidentified voice) 2025-02-12

    Good.