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Ocado - Demo - 2025-12-04

Metadata

  • Date: 2025-12-04
  • Company: Ocado
  • Attendees: Rishi Shah (Treasury Systems Manager), Melissa Pillay, Ketul Shah, Alex, George Merrion, Gurjit
  • Type: Lead Call
  • Source: Notion Customer Success Meetings

Summary

Context

Demo session with Ocado treasury team. Rishi Shah has been in role 6 months, responsible for treasury system infrastructure. Forecasting recently moved from 13 weeks to 12-month rolling.

Key Discussion Points

  • AI-powered transaction categorization demonstrated
  • Bank/language/region agnostic models (recognized "Belasting dienst BTW" as Netherlands VAT payment)
  • 98-99% accuracy within first quarter after user feedback
  • 4-8 week implementation timeline (typically 4 weeks for Kyriba API)

Pain Points

  • Manual Excel-based processes with large files that crash
  • Fragmented data templates from different teams
  • Categorization in Kyriba requires significant effort, rules still in development
  • Limited variance analysis due to manual workload
  • P&L driven forecast doesn't align with bottoms-up timing

Feature Requests & Needs

  • Daily/weekly/monthly forecast granularity options (on roadmap)
  • Counterparty limits and breach alerts for bank exposure (on roadmap)
  • Budget overlay functionality - P&L vs cash flow reconciliation (on roadmap)
  • Scenario testing and modeling capabilities (on roadmap)
  • Geopolitical/economic factor integration (on roadmap)

Customer Feedback

  • Melissa: "Phenomenal - would enable automated cash flow forecasting from historical data, which we can't do today"
  • Rishi: "Machine learning format recognition impressive, clean UI compared to bigger TMS"

Domain Insights

  • Alternative to Kyriba API: Direct bank connection via Swift/SFTP through Fedes partnership (13,000 global banks)
  • SOC2 certified and GDPR compliant
  • Customer case study: On.com unlocked $350M globally through improved forecasting accuracy
  • Payback period typically 2-3 months

Deal Signals

  • Follow-up meeting scheduled for third/fourth week of January 2026
  • Post year-end close timing preferred
  • Internal stakeholder alignment needed
  • Competing evaluation: Kyriba's liquidity planning tool

Synced from Notion: https://www.notion.so/2bfc47335ffb81efb07bda551166861c