Marbury Kline Health / BB-Demo – Discovery
Callcompleted
Marbury Kline Health: documents · 2026-04-27 14:30
Discovery call on 27 Apr 2026 with Marbury Kline Health, a hospital services outsourcer. Real pain from scattered data and growth, but no Snowflake warehouse. Jordan Pike pitched Enterprise and proposed an architecture call.
What was said
What this says
Current to 11 Oct 26Discovery call on 27 Apr 2026 with Marbury Kline Health, a hospital services outsourcer. Real pain from scattered data and growth, but no Snowflake warehouse. Jordan Pike pitched Enterprise and proposed an architecture call.
What happened: Nicole Sullivan and Brandon Sullivan described scattered Salesforce, call and ticketing data. Leadership questions on customer risk take weeks of manual work.
Customer view: Brandon said they are expanding with new divisions and that the manual approach does not scale. They have no warehouse today, so Snowflake could be part of the solution.
Commercial: Jordan Pike gave a ballpark of £125,000 a year for Enterprise and about £30,000 implementation over twelve weeks. He recommended Enterprise on an assumed regulated environment that the customer did not confirm.
Watch: Snowflake setup would add to the implementation. The evidence does not show that the architecture call or proposal happened.
Themes
Current to 9 Oct 26Theme
Enterprise discovery, Snowflake gap
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Jordan Pike books the architecture call with the customer's IT and security teams and the solutions team.
- Jordan Pike prepares the formal proposal with SOW, pricing, timeline and security questionnaire.
Risks
Current to 9 Oct 26- The prospect has no Snowflake warehouse, which adds setup and migration scope and could slow or deter a decision.
- Enterprise was recommended on an assumed regulated environment that the customer did not confirm.
Opportunities
Current to 9 Oct 26- New divisions and customers support an Enterprise subscription with implementation including security review support.
- Snowflake setup and migration can be scoped into the implementation.
Transcript
Jordan Pike NoneHi Nicole, Brandon. Thanks for making time. Quick agenda: I want to understand your data challenge, walk through what we do, and see if BB-Demo is a fit. We've got thirty minutes, sound good?
Nicole Sullivan NoneSounds good.
Brandon Sullivan NoneLet's do it.- Jordan Pike NoneSo Nicole, you reached out because of a data challenge. What's the pain point?
- Nicole Sullivan NoneRight. So we're in hospital services outsourcing: managing facilities, staffing, that kind of thing. Our issue is data's all over the place. Salesforce has the contracts and service data, the call system has all our customer interactions, ticketing system tracks the work orders and issues. When leadership wants to know things, how's a customer relationship trending, are we at risk of losing them, it takes weeks of manual work to figure out.
- Jordan Pike NoneGot it. Is this a problem today, or something you're trying to prevent?
- Nicole Sullivan NoneBoth. We've had a couple of account situations where a customer was unhappy and we didn't see it coming because the signals were scattered across systems.
- Brandon Sullivan NoneAnd we're expanding. New divisions, new customers. The manual approach doesn't scale.
- Jordan Pike NoneOkay, so here's what we do. We build an AI data layer that lives inside your Snowflake account and pulls together all those systems, CRM, calls, tickets, finance, whatever. Your teams can then ask it questions in plain English and get answers in seconds instead of days.
- Nicole Sullivan NoneWhen you say 'inside Snowflake', we're not Snowflake customers. Is that a problem?
- Jordan Pike NoneSo to be transparent, our product runs in Snowflake. If you're not on Snowflake right now, that's something we'd need to discuss. Are you open to moving to Snowflake as your data warehouse?
- Brandon Sullivan NoneWe don't have a warehouse today. We're pretty manual. So Snowflake could be part of the solution.
- Jordan Pike NoneThat's good to know. So that would be a piece of the implementation. Now, given your scale: enterprise customer, new divisions, regulated environment, which I'm guessing applies, the right tier for you is Enterprise. That's designed for company-wide use, high user counts, lots of data, and it includes premium features like SSO and our Sandbox environment.
- Brandon Sullivan NoneWhat's the cost?
- Jordan Pike NoneI can give you ballpark. Enterprise is one hundred twenty-five thousand annually. Implementation depends on complexity, but for your profile, Snowflake setup, data migration, security review, probably around thirty thousand. So you're looking at one fifty-five all-in for the first year.
- Nicole Sullivan NoneAnd that gets us what, unlimited users?
- Jordan Pike NoneEnterprise includes one hundred fifty users, twenty connectors. Basically company-wide access. If you grow past that, there are add-ons, but that's a good ceiling for most companies.
- Brandon Sullivan NoneAnd what would the timeline look like?
- Jordan Pike NoneEnterprise is usually twelve weeks because of the security review, Snowflake setup, data migration. That's from the day you sign. So if you signed mid-quarter, you'd be live around twelve weeks later.
- Nicole Sullivan NoneWhat's the next step?
- Jordan Pike NoneSo here's where we are: I'd love to get a deeper dive with your IT and security teams on the architecture and data governance piece. That would be a call with our solutions team. Then we'd work up a formal proposal with SOW, pricing, timeline, and security questionnaire. That gets you to a decision point.
- Brandon Sullivan NoneWhen are you thinking?
- Jordan Pike NoneI'd propose we schedule that architecture call for next week, you think about whether you want to proceed, and we'd get you a proposal within three weeks. You'd have a month or so to review and decide. Does that work?
- Nicole Sullivan NoneYeah, that's workable.
- Jordan Pike NoneGreat. I'll send calendar invites for the architecture call and follow up with the proposal timeline. Thanks, both.
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