Quarrington Care Network / BB-Demo – Proposal
Callcompleted
Quarrington Care Network: documents · 2026-03-03 17:45
Proposal call for the Growth tier. The deal total is £62,000 including implementation. Security and privacy review gates signature, and the expected close is 16 Apr 2026. No decision was needed on the call.
What was said
What this says
Current to 11 Oct 26Proposal call for the Growth tier. The deal total is £62,000 including implementation. Security and privacy review gates signature, and the expected close is 16 Apr 2026. No decision was needed on the call.
What happened: Jordan Pike walked Danielle Okonkwo and Gregory Hasselbeck through the Growth proposal. The £62,000 total includes the one-off implementation fee and is not a yearly price.
Customer view: Danielle wants one clear answer to a referral trend question, with tickets and calls behind it. Gregory wants nothing that creates work for his team and will not sign before privacy and security approve.
Commercial: The business associate agreement is with the customer's privacy officer. Finance had not yet seen the proposal, and the expected close is 16 Apr 2026.
Watch: The call shows leadership asking what is actually being bought. The evidence does not show who in security will review, as the contact had yet to be sent.
Themes
Current to 9 Oct 26Theme
Growth proposal and security review
Importance
upsell
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 sends the follow-up email, the first-test draft and a security pack by Friday.
- Danielle Okonkwo forwards the proposal to finance and picks two or three early liaisons.
- Gregory Hasselbeck's team sends the security review contact.
Risks
Current to 9 Oct 26- Signature depends on privacy and security approval, which is the gating step.
- Finance had not yet seen the proposal, so commercial questions may follow.
- Gregory does not want to add work for a stretched team, so access delays could slow the start.
Opportunities
Current to 9 Oct 26- Danielle is a clear champion and says she can sell the brain to every branch manager herself.
- Leadership seats and extra users could be sold later as the additional users add-on.
Transcript
Jordan Pike NoneHey Danielle, can you hear me okay? I had a bit of an echo on my side a second ago.
Danielle Okonkwo NoneLoud and clear. Hi Jordan. Gregory's just dialling in, he was finishing something with the branch operations team.- Jordan Pike NoneNo problem at all. We've got a few minutes of grace. How's the week treating you?
- Danielle Okonkwo NoneBusy, but good busy. Actually, I have a win for you. One of my liaisons walked into a hospital discharge office yesterday and knew exactly which referrals had gone quiet. She'd pulled it together from three different spreadsheets the night before, and she said it took her two hours she didn't want to spend again.
- Jordan Pike NoneThat's exactly the pain we want to take away. Two hours for one referrer.
- Danielle Okonkwo NoneRight. And she has a whole patch of them. So, yes, that's why I keep pushing this.
Gregory Hasselbeck NoneHello, sorry. Gregory here. Am I late?- Jordan Pike NoneNot at all, Gregory, thanks for joining. We have about thirty-seven minutes booked, so I'll keep an eye on the clock. Quick agenda, if that works. One, I'll recap what we've scoped. Two, walk through the proposal and what's in it. Three, talk about what has to happen on your side before anyone signs. Sound okay?
- Gregory Hasselbeck NoneFine. What decision is needed today?
- Jordan Pike NoneTo be transparent, none today. Today is about making sure the proposal is right, so you can take it to privacy and security with no surprises. The decision comes later, and we've pencilled in Thursday 16 April 2026 as the expected close.
- Gregory Hasselbeck NoneGood. Keep it simple, please.
- Jordan Pike NoneWill do. So, recap. Quarrington is about sixty branches across Illinois, Indiana and Wisconsin. Danielle's referral relations team and the patient services team both need to see each referring hospital in one place: the calls, the tickets, the contracts. Right now that's scattered across your CRM, the helpdesk, the call recorder and shared drives.
- Danielle Okonkwo NoneThat's it. Right now my liaisons are the integration. They're the glue between the systems, and that's not a good use of them.
- Jordan Pike NoneYeah. So what we're proposing is our Growth tier. That's built for several teams sharing one brain, which fits you with two teams starting. It sits inside your own Snowflake account, so your data doesn't leave your environment. We don't copy it out to a vendor cloud.
- Gregory Hasselbeck NoneSay that again. It stays where?
- Jordan Pike NoneIn your Snowflake account. We run inside it. Your security team keeps control of the access, the keys, the logs. We're a tenant in your house, not the other way round.
- Gregory Hasselbeck NoneGood. That's what I'd want to hear. What's the risk?
- Jordan Pike NoneFair question, and I'd rather give you a straight answer. The main risk isn't the technology, it's scope. If we try to connect everything on day one, the first few weeks drag. So we recommend starting with the sources that matter most for referral relations and patient services, and adding more once people are using it.
- Danielle Okonkwo NoneI'd want the CRM first, honestly. Then the helpdesk, because that's where the liaison complaints end up. And the call recorder, because the managers want to hear what the referrers actually said.
- Jordan Pike NoneThat's a sensible order. CRM, helpdesk, call recorder. Then we look at your Microsoft 365 mailboxes and the shared drive for the contracts. Does that match what you'd sketched with Hollie?
- Danielle Okonkwo NoneMostly. We talked about the drive being later, yes. The contract documents are a mess and I don't want to promise the liaisons something that isn't ready.
- Jordan Pike NoneGood instinct. We'd rather go live with three things that work than eight that half work.
- Gregory Hasselbeck NoneWho does the work on our side?
- Jordan Pike NoneGood one. Honestly, not a lot of your team's time, and that's by design. Someone in IT to grant access in Snowflake and to the source systems. Someone who knows the CRM well enough to answer questions about fields. And Danielle, or a delegate, to say what a good answer looks like for the liaisons.
- Gregory Hasselbeck NoneI'd like to avoid creating work for my team. They're stretched.
- Jordan Pike NoneUnderstood. That's why the implementation is fixed fee and we carry the delivery. Hollie Grieve, our customer success manager, would run it with you, and she's pretty good at keeping the asks small and specific.
- Danielle Okonkwo NoneShe's great. The liaisons took to her right away in the workshop.
- Jordan Pike NoneLove to hear that. Okay, let me pull up the proposal. I'll share my screen. Let me know when you see it.
- Danielle Okonkwo NoneGot it. It's showing.
- Gregory Hasselbeck NoneI see it too.
- Jordan Pike NoneGreat. So page one is what we just covered, the scope. Page two is the part you'll care about most, Gregory, and it's the numbers. The total deal value is £62,000. To be clear, that is the all-in figure for the deal, and it includes the one-off implementation fee. It isn't a yearly price on its own.
- Gregory Hasselbeck NoneSo sixty-two thousand, implementation included.
- Jordan Pike NoneRight. The deal total, with the implementation inside it. When we get to the order form, the subscription part and the implementation part are laid out separately, so finance can see them side by side.
- Gregory Hasselbeck NoneFine. I'll want finance to look at that line by line.
- Jordan Pike NoneOf course. And just so it's on the record, I'm not going to push you on a timeline that doesn't work for your finance team.
- Danielle Okonkwo NoneCan I ask about the users? We've got liaisons, patient services, a few managers, and I'd like the leadership team to be able to ask questions too.
- Jordan Pike NoneYeah. Growth comes with a defined number of users and connectors, and it's all written on page three. I don't want to quote it from memory and get it wrong, so look at that table and tell me if it covers your first wave.
- Danielle Okonkwo NoneGive me a second. I'm counting heads.
- Danielle Okonkwo NoneOkay. I think the first wave fits. The leadership team is the question mark, because some of them will want to log in once a month and some every day.
- Jordan Pike NoneThat's pretty normal. What I'd suggest is, we start with the people who will use it every week. If you find you need more seats later, there's an add-on for additional users and we can price it separately. No need to buy headroom you don't use.
- Danielle Okonkwo NoneI like that. Let's do that.
- Gregory Hasselbeck NoneHas the business associate agreement been drafted?
- Jordan Pike NoneIt has. It's with your privacy officer now, and I believe our legal team is waiting on comments. I'll confirm that before we hang up the follow-up email. To be transparent, I'm not going to ask anyone to sign anything until your privacy and security people are comfortable.
- Gregory Hasselbeck NoneGood. I won't sign before they approve.
- Jordan Pike NoneCompletely fair, and honestly that's how it should work. If your security team has questions, I'd rather they come to me directly. I'll bring the right people from our side. No games.
- Danielle Okonkwo NoneGregory, I can nudge them this week if you want. I just need to know who to nudge.
- Gregory Hasselbeck NoneI'll ask my assistant to send you the contact. Keep it low key. They don't like being chased.
- Danielle Okonkwo NoneUnderstood. Gentle nudge.
- Jordan Pike NoneLet me say one more thing on the security side, because it matters. Anything touching patient information, we don't want it moving around by email. The brain answers inside Snowflake, and your own access controls decide who sees what. If you want certain referral records hidden from certain roles, that's something we configure with your team, not something we guess at.
- Danielle Okonkwo NoneWhich is the part I care about. I don't want a liaison seeing something they shouldn't.
- Jordan Pike NoneRight. And that gets written down, in the implementation plan, before anything goes live. Not after.
- Gregory Hasselbeck NoneHow long does the implementation take?
- Jordan Pike NoneThe proposal has a timeline on page four. It's measured in weeks, not months, and it depends mostly on how quickly access is granted. The main thing I'd flag is that the clock starts once the agreement is signed and the access is in place, so a slow week on your side moves everything along.
- Gregory Hasselbeck NoneUnderstood.
- Danielle Okonkwo NoneAnd during that time, can the liaisons see anything? Even a early version? I have one or two who'll want to try it.
- Jordan Pike NoneYes, and I like that. Usually we get a small group on early, the ones who'll tell us honestly when an answer is wrong. Pick two or three. They become your champions inside the field team.
- Danielle Okonkwo NoneI've got names already. One of them is very, very opinionated.
- Jordan Pike NoneThose are the best ones. What would make this a yes for you, Danielle? Not for the contract, I mean for the liaisons.
- Danielle Okonkwo NoneHonestly? If they can ask, what's the referral trend for this hospital, and get a straight answer in a few seconds, with the tickets and the last few calls behind it. That's it. If it does that, I can sell it to every branch manager myself.
- Jordan Pike NoneThat's exactly what it's built for. And I'd suggest we write that into the plan as the first test. One question, one referrer, a clear answer.
- Danielle Okonkwo NoneYes. Put that in. I need this by Friday, the draft of that test, if you can.
- Jordan Pike NoneFriday works. I'll draft it and send it with the follow-up so you can mark it up.
- Gregory Hasselbeck NoneDanielle, what does Friday give you?
- Danielle Okonkwo NoneA page I can show the leadership team. Something they can react to, so it's not abstract. They keep asking what we're actually buying.
- Gregory Hasselbeck NoneFair. Send me that as well.
- Jordan Pike NoneWill do. Gregory, anything in the commercial section that worries you? Anything that feels unclear?
- Gregory Hasselbeck NoneI'd like to understand what happens at the end of the first term.
- Jordan Pike NoneGood, I'd rather you ask now. The subscription runs for a year, billed in advance, and then it renews. Your customer success manager reaches out well ahead of the renewal, with a review of how it's been used, so you're not surprised by anything. If the value isn't there, that conversation should be uncomfortable for us, not for you.
- Gregory Hasselbeck NoneGood. That's the right way round.
- Danielle Okonkwo NoneAnd I'd want a check-in, not just at renewal. The first few months, I'd like to see whether people are actually asking questions.
- Jordan Pike NoneGrowth includes regular quarterly reviews, and Hollie would do a lighter touch early on. We look at who's asking, how often, and what they're getting back. It's the best measure we have of whether the brain is worth it to you.
- Danielle Okonkwo NonePerfect.
- Jordan Pike NoneOkay, so, here's where we are. Scope is agreed in principle. The deal total is £62,000, implementation included. The business associate agreement is with your privacy officer. Security review is the gating step. And the target for closing is Thursday 16 April 2026. Did I miss anything?
- Gregory Hasselbeck NoneHas finance seen the proposal?
- Danielle Okonkwo NoneNot yet. I wanted to be sure about the scope first. I'll forward it today, after we hang up.
- Gregory Hasselbeck NonePlease do. And copy me.
- Danielle Okonkwo NoneOf course.
- Jordan Pike NoneOne small thing from me. If finance has questions on the payment terms or how the invoices are split, send them straight to me. I'll turn it around quickly. I don't want that sitting for a week.
- Gregory Hasselbeck NoneThank you. That's helpful.
- Jordan Pike NoneAlright. Let me recap next steps so we're all on the same page. I send the follow-up email today with the proposal, the draft of the first test for Danielle by Friday, and a security pack for your privacy and security team. Danielle forwards the proposal to finance and picks the first two or three liaisons. Gregory, your team sends the contact for the security review. Does that sound right?
- Danielle Okonkwo NoneThat's right. Let's loop in the liaisons once we have the draft.
- Gregory Hasselbeck NoneAgreed. Nothing else from me.
- Jordan Pike NoneGreat. Thanks, both. Appreciate you making the time. Speak soon.
- Danielle Okonkwo NoneThanks, Jordan. Talk soon.
- Gregory Hasselbeck NoneThank you. Goodbye.
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