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Commercial and SOW review
transcripts/03_2024-06-11_commercial-sow-review.txt
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1*** SYNTHETIC DATA. This transcript is entirely fictional. Acme Org, Meridian
2*** Consulting and every person named are invented. Any resemblance to a real
3*** organisation or individual is coincidental. Generated for the RELEX challenge
4*** track, AaltoAI Hackathon 2026.
6Meeting: Commercial and SOW review
7Customer: Acme Org (Grocery Retail, EMEA)
8Date: 2024-06-11
9Phase: Pre-Sales
10Attendees: Marco Rossi (RELEX), Henrik Sørensen (RELEX), Lena Fischer (Acme), Robert Kahn (Acme CFO)
12Marco Rossi
130:120:12
14MR
15Marco Rossi 12 seconds
16Robert, Lena, this is Henrik, our account director. He is here because we are talking about money.
17Lena Fischer
180:240:24
19LF
20Lena Fischer 24 seconds
21Yeah.
22Unknown Speaker
230:250:25
24US
25Unknown Speaker 25 seconds
26You're on mute.
27Robert Kahn
280:280:28
29RK
30Robert Kahn 28 seconds
31Then let us talk about money.
32Marco Rossi
330:350:35
34MR
35Marco Rossi 35 seconds
36The proposal is if you...
37Robert Kahn
380:410:41
39RK
40Robert Kahn 41 seconds
41Off what list price?
42Marco Rossi
430:480:48
44MR
45Marco Rossi 48 seconds
46Mm-hm.
47Marco Rossi
480:510:51
49MR
50Marco Rossi 51 seconds
51Fourteen percent below list.
52Robert Kahn
530:560:56
54RK
55Robert Kahn 56 seconds
56And your floor?
57Henrik Sørensen
581:001:00
59HS
60Henrik Sørensen 1 minute
61It's somewhere here.
62Henrik Sørensen 1 minute 11 seconds
63I am not going to tell our floor.
64Robert Kahn
651:151:15
66RK
67Robert Kahn 1 minute 15 seconds
68Agreed.
69Robert Kahn
701:181:18
71RK
72Robert Kahn 1 minute 18 seconds
73You just told me there is one.
74Lena Fischer
751:221:22
76LF
77Lena Fischer 1 minute 22 seconds
78Yeah.
79Henrik Sørensen
801:261:26
81HS
82Henrik Sørensen 1 minute 26 seconds
83Okay so.
84Henrik Sørensen 1 minute 28 seconds
85Everyone has one.
86Lena Fischer
871:341:34
88LF
89Lena Fischer 1 minute 34 seconds
90Yeah.
91Robert Kahn
921:371:37
93RK
94Robert Kahn 1 minute 37 seconds
95Okay so.
96Robert Kahn 1 minute 43 seconds
97I mean Fine. Nine eighty. What am I buying, in one
98Lena Fischer
991:521:52
100LF
101Lena Fischer 1 minute 52 seconds
102True.
103Robert Kahn
1041:531:53
105RK
106Robert Kahn 1 minute 53 seconds
107sentence?
108Marco Rossi
1091:581:58
110MR
111Marco Rossi 1 minute 58 seconds
112Forecasting and replenishment
113Marco Rossi 2 minutes 3 seconds
114Where was I.
115Marco Rossi 2 minutes 6 seconds
116for embient and fresh, phased.
117Robert Kahn
1182:112:11
119RK
120Robert Kahn 2 minutes 11 seconds
121And when
122Marco Rossi
1232:162:16
124MR
125Marco Rossi 2 minutes 16 seconds
126Yeah.
127Robert Kahn
1282:182:18
129RK
130Robert Kahn 2 minutes 18 seconds
131do I...
132Robert Kahn 2 minutes 24 seconds
133get the money back?
134Marco Rossi
1352:302:30
136MR
137Marco Rossi 2 minutes 30 seconds
138Payback depends on the waste
139Marco Rossi 2 minutes 37 seconds
140It's this one here.
141Marco Rossi 2 minutes 47 seconds
142reduction, which which depends on fresh.
143Henrik Sørensen
1442:542:54
145HS
146Henrik Sørensen 2 minutes 54 seconds
147Okay, yeah.
148Robert Kahn
1492:572:57
150RK
151Robert Kahn 2 minutes 57 seconds
152Then I want that in the contract.
153Lena Fischer
1543:013:01
155LF
156Lena Fischer 3 minutes 1 second
157Robert.
158Robert Kahn
1593:083:08
160RK
161Robert Kahn 3 minutes 8 seconds
162Yes.
163Robert Kahn
1643:093:09
165RK
166Robert Kahn 3 minutes 9 seconds
167so I am serious. Not a so...
168Robert Kahn 3 minutes 15 seconds
169not asking for that. But I want it written down that the value...
170Robert Kahn 3 minutes 21 seconds
171case is fresh waste reduction and that the expectation is return on investment inside
172Marco Rossi
1733:303:30
174MR
175Marco Rossi 3 minutes 30 seconds
176Mm.
177Robert Kahn
1783:343:34
179RK
180Robert Kahn 3 minutes 34 seconds
181twelve months of signature. So that in fourteen months nobody can tell me the project was
182Robert Kahn 3 minutes 45 seconds
183a success
184Robert Kahn 3 minutes 48 seconds
185because ambient inventory improved.
186Henrik Sørensen
1873:513:51
188HS
189Henrik Sørensen 3 minutes 51 seconds
190Yeah, yeah.
191Marco Rossi
1923:553:55
193MR
194Marco Rossi 3 minutes 55 seconds
195We can put the value case in the statement of work.
196Unknown Speaker
1974:014:01
198US
199Unknown Speaker 4 minutes 1 second
200Write it in the way I just yeah...
201Marco Rossi
2024:074:07
203MR
204Marco Rossi 4 minutes 7 seconds
205Okay, yeah.
206Henrik Sørensen
2074:084:08
208HS
209Henrik Sørensen 4 minutes 8 seconds
210We can write the value case and the expectation. We cannot write a guarantee,
211Robert Kahn
2124:184:18
213RK
214Robert Kahn 4 minutes 18 seconds
215Right.
216Henrik Sørensen
2174:194:19
218HS
219Henrik Sørensen 4 minutes 19 seconds
220because the delivery depends partly on your data,
221Lena Fischer
2224:274:27
223LF
224Lena Fischer 4 minutes 27 seconds
225Exactly.
226Henrik Sørensen
2274:284:28
228HS
229Henrik Sørensen 4 minutes 28 seconds
230and your people.
231Robert Kahn
2324:324:32
233RK
234Robert Kahn 4 minutes 32 seconds
235I understand the difference. but...
236Marco Rossi
2374:364:36
238MR
239Marco Rossi 4 minutes 36 seconds
240Agreed.
241Robert Kahn
2424:394:39
243RK
244Robert Kahn 4 minutes 39 seconds
245Second thing. I do not want to find out in month eleven. What is the reporting?
246Marco Rossi
2474:494:49
248MR
249Marco Rossi 4 minutes 49 seconds
250Monthly steering, and we normally propose.
251Henrik Sorensen
2524:544:54
253HS
254Henrik Sorensen 4 minutes 54 seconds
255Okay.
256Robert Kahn
2574:564:56
258RK
259Robert Kahn 4 minutes 56 seconds
260Put the quarterly review in the SOW.
261Robert Kahn 5 minutes 1 second
262Let me just...
263Robert Kahn 5 minutes 6 seconds
264Not as a nice idea, basically as an obligation.
265Marco Rossi
2665:135:13
267MR
268Marco Rossi 5 minutes 13 seconds
269We will
270Lena Fischer
2715:175:17
272LF
273Lena Fischer 5 minutes 17 seconds
274Right.
275Marco Rossi
2765:195:19
277MR
278Marco Rossi 5 minutes 19 seconds
279put it in.
280Robert Kahn
2815:255:25
282RK
283Robert Kahn 5 minutes 25 seconds
284Yeah.
285Robert Kahn
2865:275:27
287RK
288Robert Kahn 5 minutes 27 seconds
289And I do not need to be at all of them. I will come to the ones that matter.
290Lena Fischer
2915:385:38
292LF
293Lena Fischer 5 minutes 38 seconds
294You will come to all of them and complain.
295Unknown Speaker
2965:465:46
297US
298Unknown Speaker 5 minutes 46 seconds
299Yeah.
300Robert Kahn
3015:475:47
302RK
303Robert Kahn 5 minutes 47 seconds
304You're on mute.
305Robert Kahn 5 minutes 52 seconds
306Probably.
307Henrik Sørensen
3085:565:56
309HS
310Henrik Sørensen 5 minutes 56 seconds
311On the twelve month point, can I ask something? Is that a board commitment or your own?
312Robert Kahn
3136:086:08
314RK
315Robert Kahn 6 minutes 8 seconds
316Both now. There was a story in the
317Robert Kahn 6 minutes 16 seconds
318press in December about food waste and we came out badly. That is why
319Robert Kahn 6 minutes 26 seconds
320this project has a budget. So the board asks me about waste every meeting and I
321Henrik Sørensen
3226:366:36
323HS
324Henrik Sørensen 6 minutes 36 seconds
325Yeah.
326Robert Kahn
3276:376:37
328RK
329Robert Kahn 6 minutes 37 seconds
330would like to have an answer.
331Henrik Sørensen
3326:436:43
333HS
334Henrik Sørensen 6 minutes 43 seconds
335Thank you, that is is useful for us
336Robert Kahn
3376:506:50
338RK
339Robert Kahn 6 minutes 50 seconds
340Okay.
341Henrik Sørensen
3426:526:52
343HS
344Henrik Sørensen 6 minutes 52 seconds
345to know.
346Robert Kahn
3476:596:59
348RK
349Robert Kahn 6 minutes 59 seconds
350It is not a secret. It was in the
351Henrik Sørensen
3527:067:06
353HS
354Henrik Sørensen 7 minutes 6 seconds
355Mm.
356Robert Kahn
3577:087:08
358RK
359Robert Kahn 7 minutes 8 seconds
360newspaper.
361Marco Rossi
3627:127:12
363MR
364Marco Rossi 7 minutes 12 seconds
365On timing, we would look at a kickoff in July and a
366Marco Rossi 7 minutes 21 seconds
367first go live in Q1 next year.
368Robert Kahn
3697:257:25
370RK
371Robert Kahn 7 minutes 25 seconds
372Q1 next,
373Robert Kahn 7 minutes 29 seconds
374year for what.
375Marco Rossi
3767:357:35
377MR
378Marco Rossi 7 minutes 35 seconds
379Yeah.
380Marco Rossi
3817:367:36
382MR
383Marco Rossi 7 minutes 36 seconds
384Core replenishment. Ambient, dry goods, one distribution distribution
385Marco Rossi 7 minutes 44 seconds
386centre and a pilot store group.
387Robert Kahn
3887:507:50
389RK
390Robert Kahn 7 minutes 50 seconds
391That is not fresh.
392Marco Rossi
3937:537:53
394MR
395Marco Rossi 7 minutes 53 seconds
396No.
397Robert Kahn
3987:587:58
399RK
400Robert Kahn 7 minutes 58 seconds
401Yeah.
402Robert Kahn
4038:018:01
404RK
405Robert Kahn 8 minutes 1 second
406So the thing I am buying arrives when?
407Henrik Sørensen
4088:098:09
409HS
410Henrik Sørensen 8 minutes 9 seconds
411Yeah, yeah.
412Marco Rossi
4138:138:13
414MR
415Marco Rossi 8 minutes 13 seconds
416Fresh follows as phase two.
417Robert Kahn
4188:208:20
419RK
420Robert Kahn 8 minutes 20 seconds
421Right.
422Robert Kahn
4238:218:21
424RK
425Robert Kahn 8 minutes 21 seconds
426Then phase two is inside my twelve
427Robert Kahn 8 minutes 29 seconds
428months.
429Marco Rossi
4308:328:32
431MR
432Marco Rossi 8 minutes 32 seconds
433Yes.
434Marco Rossi
4358:358:35
436MR
437Marco Rossi 8 minutes 35 seconds
438That is the tightest yeah...
439Robert Kahn
4408:388:38
441RK
442Robert Kahn 8 minutes 38 seconds
443It is the only reading of it.
444Henrik Sørensen
4458:438:43
446HS
447Henrik Sørensen 8 minutes 43 seconds
448Yeah.
449Lena Fischer
4508:448:44
451LF
452Lena Fischer 8 minutes 44 seconds
453Can we get through the rest of the document.
454Marco Rossi
4558:498:49
456MR
457Marco Rossi 8 minutes 49 seconds
458Okay.
459Henrik Sørensen
4608:518:51
461HS
462Henrik Sørensen 8 minutes 51 seconds
463Yes. Let us do the commercial schedule and leave so...
464Henrik Sorensen
4658:598:59
466HS
467Henrik Sorensen 8 minutes 59 seconds
468case wording to Marco and that is the...
469Unknown Speaker
4709:069:06
471US
472Unknown Speaker 9 minutes 6 seconds
473My legal team will change it.
474Marco Rossi
4759:129:12
476MR
477Marco Rossi 9 minutes 12 seconds
478basically They usually
479Marco Rossi 9 minutes 17 seconds
480do.
481Robert Kahn
4829:249:24
483RK
484Robert Kahn 9 minutes 24 seconds
485Mm, okay.