Ambrose Kell Associates / BB-Demo – Discovery
Callcompleted
Ambrose Kell Associates: documents · 2023-07-05 14:15
Discovery call on 5 Jul 2023 with Emma Illingworth and Priti Priestley: Nell Ashcombe pitched Starter at £6,000 implementation and £22,000 subscription, and the customer asked about exit terms and a September go-live.
What was said
What this says
Current to 11 Oct 26Discovery call on 5 Jul 2023 with Emma Illingworth and Priti Priestley: Nell Ashcombe pitched Starter at £6,000 implementation and £22,000 subscription, and the customer asked about exit terms and a September go-live.
What happened: Nell Ashcombe explained the brain to Emma Illingworth and Priti Priestley and answered questions on pricing, setup time, training and support. The call ended with an agreed next step of a demo.
Customer view: Priti pressed on what a consulting firm would ask the brain, on price, and on what happens if the firm decides it is not for them. Emma asked about data staying in their own infrastructure.
Commercial: Nell quoted Starter with up to fifteen users and four connectors, a four-week setup and a thirty-day notice period after the first year. She said signing by August would support a September go-live, with live-within dates in the contract.
Watch: the evidence does not show a proposal or a signature.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Nell Ashcombe to run a demo on data like the firm's client work and internal communications.
- If Emma Illingworth and Priti Priestley are interested after the demo, Nell Ashcombe to move to a proposal.
Risks
Current to 9 Oct 26- The Finance Director asked what happens if the firm decides the brain is not for them.
- The September go-live depends on signing by August, and a live-within date would be a contractual commitment.
- The evidence does not show how the firm weighed the quoted price.
Opportunities
Current to 9 Oct 26- A Starter sale with a fixed implementation fee and an annual subscription.
- A demo on data like the firm's own client work and internal communications.
Transcript
Nell Ashcombe NoneHi Emma, Priti, thanks for making the time. What would be most useful to you from a call like this?
Emma Illingworth NoneWe're trying to understand what the brain actually does for a consulting firm. How does it help us serve clients better?- Nell Ashcombe NoneGood question. So the brain sits on top of your existing systems: your CRM, your emails, call recordings, and lets your teams ask questions across all of them in plain English instead of logging into multiple tools.
Priti Priestley NoneFor a consulting firm, what would we actually ask it?- Nell Ashcombe NoneThings like: 'which clients have we worked with on transformation projects in the last eighteen months' or 'show me all conversations between us and the finance team at a particular client' or 'which engagements ran over budget'. You stop digging through spreadsheets and asking people 'do you remember?'.
- Emma Illingworth NoneAnd it's all in your own infrastructure? Our data doesn't go anywhere?
- Nell Ashcombe NoneIt runs inside your Snowflake account. Your data never leaves your control. We build the layer on top.
- Priti Priestley NoneHow do you price this?
- Nell Ashcombe NoneThere's a one-off implementation fee and then an annual subscription. For a firm your size, Starter is usually right, up to fifteen users, four connectors for your main systems. Implementation is six thousand, the annual subscription is twenty-two thousand.
- Emma Illingworth NoneAnd the setup, how long does it take?
- Nell Ashcombe NoneFour weeks. We connect your systems, test everything, train your people. Then you're live.
- Priti Priestley NoneWhat's involved in training?
- Nell Ashcombe NoneA couple of hours on your side: we show your team how to search, how to use the pages feature, how to ask questions. Most teams get productive within days.
- Emma Illingworth NoneDo you have consulting firms as customers?
- Nell Ashcombe NoneA few, yeah. The same pattern holds: they stop bouncing between systems and start getting visibility into who knows what about which clients, what conversations have happened, what work's outstanding.
- Priti Priestley NoneWhat's your track record on timelines? If we say we want to go live in September, can you deliver?
- Nell Ashcombe NoneIf you sign by August, yes. We'll commit to live-within dates in the contract. We don't miss those.
- Emma Illingworth NoneOkay. And what happens after you've implemented?
- Nell Ashcombe NoneYou get a customer success manager. On Starter, that means quarterly check-ins to make sure you're using it and getting value. If something goes wrong: a connector fails, a query doesn't work, you raise a ticket and we respond within four business hours.
- Priti Priestley NoneWhat if we try it and decide it's not for us?
- Nell Ashcombe NoneYou've got the full year of the contract. After that, it's thirty days' notice to end. So no lock-in after the first year.
- Emma Illingworth NoneRight. What's the next step?
- Nell Ashcombe NoneI'd like to do a demo. Show you the brain actually working on data like yours, client work, internal communications. Then if you're interested, we talk proposal.