Bellhurst Accountancy / BB-Demo – Demo
Callcompleted
Bellhurst Accountancy: documents · 2024-08-09 14:30
Kevin Lister saw a demo of search, drill-down, dashboards and chat over Xero and the CRM, and said he had not expected it to be this good. He asked Tom Ashdown to send pricing and an order form.
What was said
What this says
Current to 11 Oct 26Kevin Lister saw a demo of search, drill-down, dashboards and chat over Xero and the CRM, and said he had not expected it to be this good. He asked Tom Ashdown to send pricing and an order form.
What happened: Tom Ashdown and Hannah Lowe gave Kevin Lister a 60-minute demo on 9 Aug 2024. Kevin said answering one partner question takes twenty minutes of cross-checking Xero and the CRM.
Customer view: He asked about multiple users and later connectors, then said he was not expecting this and it was good. He agreed to receive pricing and an order form.
Commercial: Hannah said Starter includes fifteen users and dashboards, Snowflake is included at no extra cost, and extra connectors are an add-on line on the invoice. Pricing was not discussed on this call.
Watch: The brief lists the dashboards builder under Growth, not Starter, so that promise should be checked against the order form.
Themes
Current to 9 Oct 26Theme
Demo on own data
Importance
praise
Sentiment
positive
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown said he would send Kevin the pricing and order form template that afternoon.
- Check the order form for the dashboards, Snowflake and connector add-on wording given on the call.
Risks
Current to 9 Oct 26- Dashboards were presented as part of Starter although the brief lists the dashboards builder under Growth.
- Snowflake was promised as included at no extra cost, which needs to match the order form.
Opportunities
Current to 9 Oct 26- Email and calendar connectors could be added as paid add-ons within the four-connector Starter limit.
- An on-site training day was raised as an option beyond the couple of hours of training.
Transcript
Tom Ashdown NoneKevin, hi. Can you hear me all right?
Kevin Lister NoneYeah, I can hear you fine. Hi Tom.- Tom Ashdown NoneGood. Hannah's just loading in, she'll walk you through everything today. How's your week been?
- Kevin Lister NoneOh, you know, end of month madness. Reconciling everything, checking that we've hit our targets.
- Tom Ashdown NoneTell me about it. Right, Hannah, you're there?
Hannah Lowe NoneHi Kevin. Thanks for your time. So just to frame this, I understand you've got Xero for the accounts, and a CRM for your client relationships. And today your team is pulling data from both systems manually when someone needs to answer a question about a client. Is that roughly right?- Kevin Lister NoneYeah, that's exactly it. And it's clunky. Like, if a partner asks 'what's the revenue from this client, and have we done their year-end review?', I've got to log into Xero, find the invoices, then cross-check the CRM for the services we've delivered. Takes twenty minutes for one answer.
- Hannah Lowe NoneRight. So the brain solves that. It's an AI layer that sits on top of your systems: you ask it a question in plain English, and it answers it by looking at both Xero and your CRM at the same time. Let me show you how it works. I'm going to share my screen, this is a demo with sample data from your systems.
- Hannah Lowe NoneOkay, so here's the interface. There's a search bar at the top. Let me type a question: 'Show me clients with revenue over seventy-five thousand who we haven't touched in three months.'
- Hannah Lowe NoneAnd back comes a list. Client name, their revenue from Xero, when we last interacted with them according to the CRM. All in one place.
- Kevin Lister NoneSo that's pulling from both systems in real time?
- Hannah Lowe NoneNot quite real time, to be precise, it's refreshed every night. The data is fresh by seven in the morning on business days. So when you start your day, everything is current.
- Tom Ashdown NoneAnd it all happens in your Snowflake account, so your data never leaves your infrastructure.
- Kevin Lister NoneSnowflake?
- Hannah Lowe NoneMost practices your size don't have it. That's fine, we set it up and manage it. It's included in your subscription, no extra cost to you.
- Hannah Lowe NoneNow, I can also click into a result and drill down. So here's a client, I can see all their invoices from Xero, and all the interactions from the CRM, side by side. So you see exactly what's happened with them.
- Hannah Lowe NoneAnd then there's dashboards. You can build these yourself: no code, just drag and drop. This is a revenue dashboard: pipeline by fee earner, conversion rate over time, average deal size. And this updates automatically when new data comes in.
- Kevin Lister NoneCould multiple people use that? Or is it just me?
- Hannah Lowe NoneMultiple people. Starter, which is what you'd be on, includes fifteen users. So fifteen people can log in and search, ask questions, build their own dashboards, whatever they need.
- Tom Ashdown NoneAnd they all see the same data, no silos. If you hire another partner and they need access, we just add them.
- Hannah Lowe NoneThere's also a chat feature, so if you want to explore an answer, like you search 'which clients are unprofitable?' and it gives you a list, you can then ask in chat 'why are they unprofitable? what's the utilisation?' and it digs deeper.
- Kevin Lister NoneThat's clever.
- Hannah Lowe NoneSo the other bit is connectors. We pull data from different systems. You've got Xero and your CRM, that's two. On Starter you can have four total, so you could add, say, your email system or your calendar. Then you could ask 'show me all the conversations with this client' and it would pull from email, CRM, calendar, all at once.
- Kevin Lister NoneAnd if I wanted to add more connectors later?
- Tom Ashdown NoneNo drama. We'd add them for you. It's an add-on fee, just a line on your invoice.
- Hannah Lowe NoneLet me show you one more thing. This is the chat. So I type 'which clients have grown their spending in the last year?', and it not only finds them, but then I can ask 'why have they grown?' and it pulls relevant info from your notes, your history, everything. It's like having someone who knows your entire book of business sitting next to you.
- Kevin Lister NoneI have to say, I wasn't quite expecting this. It's good.
- Tom Ashdown NoneBrilliant. So, shall we talk about getting you set up? Because I reckon this could make a real difference to how your team works.
- Hannah Lowe NoneThe implementation takes about four weeks. During that time, we'll get Snowflake set up, we'll connect your systems, and we'll run a couple of training sessions so your team know how to use it before you go live.
- Kevin Lister NoneWhat kind of time commitment are we talking for the training?
- Hannah Lowe NoneThe short answer is a couple of hours. The longer answer is we can do office hours after launch, there's a knowledge base, and if you want more, we can always arrange a proper training day.
- Tom Ashdown NoneLook, I'll send you over the pricing and an order form template once we're done here. No pressure, have a look, give me a shout if you've got questions, and we can get something in the diary for next week to go through the details.
- Kevin Lister NoneYeah, okay. Send that over.
- Tom Ashdown NonePerfect. I'll get that out to you this afternoon.
- Kevin Lister NoneGreat. Cheers.
- Tom Ashdown NoneCheers, Kevin. Speak soon.
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