Bellhurst Accountancy / BB-Demo – Discovery
Callcompleted
Bellhurst Accountancy: documents · 2024-06-24 14:30
Kevin Lister of Bellhurst Accountancy wants one place to query Salesforce, accounting and email data for about fifteen people. Tom Ashdown quoted Starter and Kevin accepted the next step of a proposal and order form.
What was said
What this says
Current to 11 Oct 26Kevin Lister of Bellhurst Accountancy wants one place to query Salesforce, accounting and email data for about fifteen people. Tom Ashdown quoted Starter and Kevin accepted the next step of a proposal and order form.
What happened: Tom Ashdown ran a 30-minute discovery call with Kevin Lister, Head of Revenue Operations, on 24 Jun 2024. Kevin described client data split across Salesforce, an accounting package and email.
Customer view: He wants a single place to query it for about fifteen people. He raised no objection to the price or the timeline.
Commercial: Tom quoted Starter at twenty-two thousand a year plus six thousand implementation, with a signature in August meaning live by September. The £22,000 figure differs from the v1 Starter list of £19,500, and the evidence does not show what was signed.
Watch: Tom told Kevin he could cancel with thirty days' notice. Fifteen users sits exactly at the Starter soft limit, so there is no headroom.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown promised Kevin a proposal and order form by the end of that week.
- Confirm against the executed order form what price and cancellation terms were agreed.
Risks
Current to 9 Oct 26- Tom told the customer he could cancel with thirty days' notice, which is looser than an annual term.
- The quoted Starter subscription differs from the v1 Starter list in the brief, so the contracted price needs checking against the executed order form.
- Fifteen users is the Starter soft limit, leaving no headroom.
Opportunities
Current to 9 Oct 26- Two more connectors could be added within the four Starter allows.
- Growth in headcount beyond fifteen users would point to extra users or a Growth upgrade.
Transcript
Tom Ashdown NoneHi Kevin, how's things?
Kevin Lister NonePretty good, thanks Tom. Been meaning to chat about streamlining our client data. At the moment it's scattered across Salesforce, our accounting package, email.- Tom Ashdown NoneRight. So you're pulling together client information from multiple places?
- Kevin Lister NoneYeah, it's not efficient. We have Salesforce for clients, but accounting information's separate, email chains go everywhere. We'd love a single place to query all that.
- Tom Ashdown NoneGot it. How many people would need access to that view?
- Kevin Lister NoneProbably just our team: so me, three or four account managers, maybe one administrator. Fifteen or so total if we're generous.
- Tom Ashdown NonePerfect. And you're comfortable with Salesforce as your CRM?
- Kevin Lister NoneYeah, it works for us. The issue is getting the accounting data in front of the team without manual pulling.
- Tom Ashdown NoneSo what I'm thinking: we could connect Salesforce and your accounting system, give you a query layer over the top. Your team asks questions and gets instant answers. No more manual reports.
- Kevin Lister NoneThat sounds good. How involved is the setup?
- Tom Ashdown NoneWe handle it. You give us read access to Salesforce and your accounting system, we build the connectors, test them, train your team. Takes about a month.
- Kevin Lister NoneAnd then what's the ongoing cost?
- Tom Ashdown NoneYou'd be on Starter tier: that's for one team, up to fifteen users, four connectors. The subscription is twenty-two thousand a year. Implementation is six thousand. So year one all-in is twenty-eight thousand.
- Kevin Lister NoneOkay. And then it's just the twenty-two thousand after that?
- Tom Ashdown NoneYear two onwards, yes. Renewable annually. You can cancel with thirty days' notice.
- Kevin Lister NoneFair enough. When could we start?
- Tom Ashdown NoneIf we sign something in August, we'd have you live by September. Sound reasonable?
- Kevin Lister NoneYeah, that works. So what's the next step?
- Tom Ashdown NoneI'll send over a proposal and order form. You review, let me know if you've got questions, then we sign and kick off. Sound good?
- Kevin Lister NoneSounds good, Tom.
- Tom Ashdown NoneBrilliant. I'll get that to you end of week. Cheers, Kevin.