Marlstone Legal / B-Brain – Discovery
Callcompleted
Marlstone Legal: documents · 2025-01-07 16:45
Discovery call on 7 Jan 2025 with Marlstone Legal's Operations Director and Chief Executive. Client context sits in three systems, and both want to explore further. Tom Ashdown positioned Growth and promised a proposal.
What was said
What this says
Current to 11 Oct 26Discovery call on 7 Jan 2025 with Marlstone Legal's Operations Director and Chief Executive. Client context sits in three systems, and both want to explore further. Tom Ashdown positioned Growth and promised a proposal.
What happened: On 7 Jan 2025 Tom Ashdown ran discovery with Elliot Kirkby and Emma Croft. Their business development team loses time gathering client context across Salesforce, a call recorder and Xero.
Customer view: Emma also wants conflict and renewal visibility before pitching for new work. Elliot expects about ten users at first and perhaps thirty if the partners join, which fits Growth.
Commercial: Tom positioned Growth with eight weeks of implementation and quarterly QBRs. No price figure was given, only that it is a substantial annual amount.
Watch: Elliot asked what happens if it does not work out. Tom described thirty days after go-live, then a full year.
Themes
Current to 9 Oct 26Who was there
B-Brain
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send a Growth proposal by the end of the following week.
- Tom Ashdown to hold a walk-through call with Elliot and Emma the week after.
Risks
Current to 9 Oct 26- Elliot asked what happens if it does not work out, so the full-year commitment after go-live is a concern.
- The call gave no price, so the reaction to Growth pricing is untested.
Opportunities
Current to 9 Oct 26- A Growth subscription with implementation, sized for about ten users now and perhaps thirty with partners.
- Emma's interest in conflict and renewal visibility gives a concrete use case for the proposal.