Marlstone Legal / BB-Demo – Demo
Callcompleted
Marlstone Legal: documents · 2025-01-22 16:00
Demo on 22 Jan 2025 for Elliot Kirkby, Operations Director. Hannah Lowe showed search, matter views and dashboards on dummy legal-firm data. Elliot was receptive and said he had the picture. No price, rival or buying decision was discussed.
What was said
What this says
Current to 11 Oct 26Demo on 22 Jan 2025 for Elliot Kirkby, Operations Director. Hannah Lowe showed search, matter views and dashboards on dummy legal-firm data. Elliot was receptive and said he had the picture. No price, rival or buying decision was discussed.
What happened: Tom Ashdown introduced Hannah Lowe, who walked Elliot through search, matter views with linked calls, and a custom top-clients dashboard on dummy legal-firm data.
Customer view: Elliot asked practical questions about avoiding jumping between the call recorder and the CRM, and about building his own views. He closed with "I think I've got the picture."
Commercial: Hannah said dashboards are unlimited and that the brain runs inside the customer's Snowflake account. The call does not show a tier, a price, a budget or a timeline.
Watch: Elliot was the only customer-side attendee, and the evidence does not show who else would sign off. The next step needs a named decision-maker.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to follow up with Elliot Kirkby with a proposal and ask who else must approve the purchase.
Risks
Current to 9 Oct 26- Only Elliot attended for the customer, so the wider buying group and sign-off route are not visible.
- The call raised no price, budget, timeline or competitor, so buying intent is unconfirmed.
Opportunities
Current to 9 Oct 26- Elliot's interest in custom dashboards points to the dashboards builder, which sits in the Growth tier.
- The Snowflake-resident security answer satisfied his security question and can be reused in the proposal.
Transcript
Tom Ashdown NoneElliot, this is Hannah, she's our solutions engineer. She's going to walk you through the brain on your data.
Hannah Lowe NoneHi Elliot, good to meet you. I've loaded some dummy legal-firm data so you can see how it works: clients, matters, calls, billing. Let me walk you through the interface. This is the search box. You just type a question.
Elliot Kirkby NoneAnd it just works?- Hannah Lowe NonePretty much. Let me try one: show me all active matters.
- Hannah Lowe NoneThree results. You've got the matter name, the assigned partner, billing status, all in one view.
- Elliot Kirkby NoneNice. And how do I see the calls associated with a matter?
- Hannah Lowe NoneClick on the matter. Last six calls with that client. Date, partner, duration, what they discussed.
- Elliot Kirkby NoneSo I'm not jumping between the call recorder and the CRM?
- Hannah Lowe NoneCorrect. The brain pulls from three systems: CRM, call recorder, and billing. You see it all in one place.
- Elliot Kirkby NoneWhat about building a custom view? Like, my top clients?
- Hannah Lowe NoneYou just select the client field and the revenue field, set a filter, and boom. My top-clients dashboard. It updates every night.
- Elliot Kirkby NoneCould I have five different dashboards if I want?
- Hannah Lowe NoneUnlimited really. Top clients, overdue billing, matters by partner, you name it.
- Elliot Kirkby NoneAnd security wise?
- Hannah Lowe NoneTo be precise, the brain lives inside your Snowflake account. Your data stays in your environment. We run the brain, but we don't see your data.
- Elliot Kirkby NoneThat's good to know. I think I've got the picture.