Kingdon Diagnostics / BB-Demo – Proposal
Callcompleted
Kingdon Diagnostics: documents · 2024-11-11 09:15
Proposal call on 11 Nov 2024 with Aisha Bukhari and CFO Graeme Charlton. Scope is accepted; budget, measurable return, invoicing spread and the board timetable are open. Expected close is 23 Dec 2024.
What was said
What this says
Current to 11 Oct 26Proposal call on 11 Nov 2024 with Aisha Bukhari and CFO Graeme Charlton. Scope is accepted; budget, measurable return, invoicing spread and the board timetable are open. Expected close is 23 Dec 2024.
What happened: Tom Ashdown walked through the Growth proposal at £53,800, a total for the deal with implementation included. Graeme Charlton joined and led on cost, return, risk and timing.
Customer view: Graeme said budget is his to answer and asked whether the return can be measured. Aisha wants a written baseline and the data wording in the pack.
Commercial: Graeme needs the paper a week ahead of the board and would prefer spread invoicing. He wants a terms conversation with Lewis Kerr only after reading the paper.
Watch: Tom was plain that Growth has no freshness credit, and named the champion risk with Aisha. He asked for two or three users from the first week.
Themes
Current to 9 Oct 26Theme
Growth proposal and budget
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown sends the proposal pack today with price split, implementation weeks, invoicing options, order form and master agreement.
- Aisha Bukhari brings in the IT colleague and writes the baseline.
- Tom Ashdown books early December time with Lewis Kerr, and the paper must reach Graeme a week before the board.
Risks
Current to 9 Oct 26- Graeme has not confirmed budget and wants measurable return before the board.
- Aisha is the single champion, so adoption could rest on one person.
- Growth carries no freshness service credit, and Graeme noted it.
Opportunities
Current to 9 Oct 26- An agreed baseline of query time and team hours gives Graeme a before-and-after case for the board.
- Eight connectors on Growth leave headroom beyond the three the customer needs.
Transcript
Tom Ashdown NoneHello, hello. Can you both hear me alright?
Aisha Bukhari NoneYes, loud and clear. Good morning, Tom.- Tom Ashdown NoneMorning, Aisha. Graeme, I think you're on mute. There you go.
Graeme Charlton NoneMorning. Sorry, the call before this one overran.- Tom Ashdown NoneNo drama at all. How's your week been, either of you? Anything going on up in Newcastle, or is it the usual?
- Aisha Bukhari NoneBusy. We've got a contract review with one of the trusts coming up, so I've mostly been buried in documents. I don't mind it, it's what I do, but it does eat the days.
- Tom Ashdown NoneI bet. And you, Graeme?
- Graeme Charlton NoneMonth end. What's changed since we last spoke?
- Tom Ashdown NoneNot a huge amount, which is probably good news. Since the demo on your own data I've put the proposal together, and what I'd like to do is walk you through it and then you tell me where it doesn't fit. Is that alright with you both?
- Aisha Bukhari NoneThat's what I was hoping for. Can we start with what's actually in it? I've got a couple of questions on scope before we get anywhere near numbers.
- Tom Ashdown NoneCourse. So it's the Growth tier. And the idea, going right back to our first chat, is that your contract managers see each trust's referrals, the reporting-turnaround tickets and the invoices together, in one place, rather than three systems and a spreadsheet someone's keeping on the side. Growth covers several teams, so that's the contract managers plus whoever in finance needs the invoice side, and it comes with the dashboards builder and a review with us every quarter.
- Aisha Bukhari NoneAnd the connectors? That was the bit I wanted pinned down. The referral system, the helpdesk and the accounting system. Those three are the ones I can't do without.
- Tom Ashdown NoneYeah, all three are in. Growth gives you room for eight connectors, so there's headroom if you want to bring something else in later. What I won't do is promise go-live dates from memory on this call. I'll put them in writing with the pack.
- Aisha Bukhari NoneThat's fair. I'd rather have it right than quick.
- Graeme Charlton NoneLet's keep it simple. What does it cost, and what's in that number?
- Tom Ashdown NoneRight. So the figure on the proposal is £53,800. That's the total for the deal, implementation included, so please don't read it as the yearly price. I'll send you the split between the one-off part and the annual subscription in writing, because I don't want to quote the breakdown off the top of my head and get it wrong.
- Graeme Charlton NoneFifty-three eight, all in. Whether that's within budget is mine to answer, not yours. What's the return?
- Aisha Bukhari NoneCan I take that one, Graeme? If I put it in trust terms. At the moment, when a trust asks about turnaround, someone pulls tickets by hand, someone else pulls invoices, and it takes days to get to an answer I'm happy to send. I want the turnaround figures visible before the trust raises it. No surprises for the trust. That's the return for me: fewer scrambles and a much better position in a contract review.
- Graeme Charlton NoneFewer scrambles I understand. Can it be measured?
- Tom Ashdown NoneFair challenge. What I'd suggest is we agree now what you'd look at after the first quarter. How long a turnaround query takes to answer, how many hours your team spend pulling it together. If we baseline that before we start, you've got a before and an after, and nobody's arguing from feel.
- Aisha Bukhari NoneI can do the baseline. I'd want it written down though, so I'm never overstating what's improved.
- Graeme Charlton NoneGood. That I can take to the board.
- Tom Ashdown NoneBrilliant. Let me share my screen, hang on, I'll bring up the page on your own data again so we're all looking at the same thing. Give me a second, it's being slow. Is that coming through?
- Aisha Bukhari NoneYes, I can see it.
- Tom Ashdown NoneSo this is the sort of question a contract manager would ask. Which referrals for this trust are sitting outside the turnaround window, and what's the invoice position against them. It pulls the tickets and the invoices together, and it shows you where the answer came from.
- Aisha Bukhari NoneThat's the bit that matters to me. Where it's got the answer from. I can't put anything in front of a trust if I can't trace it.
- Tom Ashdown NoneNo, completely. That's the point of it.
- Aisha Bukhari NoneRight. Sorry, I was reading ahead. Can I ask about data? What does the contract say about where it lives and who can touch it? Information governance will want it in black and white.
- Tom Ashdown NoneGood, I'd expect that. It's built and runs inside your own Snowflake account, so it sits within your environment rather than ours. The order form sits under our master agreement, and I'll send you both so you can read them side by side.
- Aisha Bukhari NoneThank you. I'll need a colleague in IT to look at the Snowflake side too. I'll bring them in this week.
- Tom Ashdown NonePerfect. If they've got questions, fire them over and I'll get the right person on our side to answer. No drama.
- Graeme Charlton NoneTiming. Board papers close before Christmas. When do you need this signed?
- Tom Ashdown NoneWe've pencilled in 23 Dec 2024 as the expected close. So there are a few weeks to get through the paperwork, which is comfortable if nothing sticks.
- Graeme Charlton NoneThen I need your paper a week ahead of the board. I don't miss a board deadline.
- Tom Ashdown NoneUnderstood. Leave that with me.
- Aisha Bukhari NoneBefore we go on, can I ask about implementation? How long before my contract managers are using it, and what do you need from us?
- Tom Ashdown NoneSensible. I'll confirm the weeks in the pack, but it's a matter of a couple of months rather than a couple of weeks, with the connectors going in first and then your team trying it on real questions. What I need from you is one person who owns access to the systems, and someone in IT for Snowflake.
- Aisha Bukhari NoneThat'd be me for the first, and the IT colleague for the second.
- Tom Ashdown NoneLovely. And then on our side, Amara Obi is the customer success manager for your account. She picks it up once you're live and runs the quarterly reviews.
- Graeme Charlton NonePayment. How is it invoiced? Our NHS customers pay slowly, so cash matters to me.
- Tom Ashdown NoneI follow. The standard is annual in advance on thirty-day terms, and quarterly is possible if you ask. I wouldn't want to commit on invoicing without it in writing, so let me flag that to my colleagues and come back to you.
- Graeme Charlton NoneDo. Spread would suit us better. Not a condition. A preference.
- Aisha Bukhari NoneCan I come back to the data side? When people say these things go stale, how fresh is it for the turnaround tickets?
- Tom Ashdown NoneGood one. The nightly refresh is meant to be complete by seven in the morning on business days, so your contract managers start the day on yesterday's tickets. If a source changes, say you move a system, that's where you'd see it start to go stale, and that's what the reviews are for. We look at it together.
- Aisha Bukhari NoneAnd if it's late? What does the contract say?
- Tom Ashdown NoneOn Growth there's a service credit for availability, but not for freshness. That's only on Enterprise. I'd rather say it plainly now than have it surprise you in a year.
- Aisha Bukhari NoneThank you, I appreciate that. Graeme, you'd want to know that one.
- Graeme Charlton NoneNoted. Let's keep it simple then. Is Growth the right size?
- Tom Ashdown NoneFrom what I've seen, yes. You've got several teams and a handful of trusts to report to, and I wouldn't push you onto anything bigger. If you outgrow it, we talk then.
- Aisha Bukhari NoneOne thing for the board paper. Can I describe it as a way of seeing each trust's performance and spend in one place? I don't want to promise anything the contract doesn't.
- Tom Ashdown NoneThat's a fair description. I'd stick to that and the baseline figures, and leave the rest until you've got a quarter of data behind it.
- Aisha Bukhari NoneRight. That's what I'd do anyway. I don't go into a trust meeting unprepared.
- Graeme Charlton NoneWhat's the risk? If it doesn't land.
- Tom Ashdown NoneHonest answer, the usual one. A source changes and nobody tells us, so the data goes stale. Or the person who championed it moves on and nobody's asking it questions. Aisha's the champion here, so what I'd ask is that two or three of your team are using it from the first week, so it isn't resting on one person.
- Aisha Bukhari NoneI like that. I'll name people. The contract managers will use it more than I will, really.
- Graeme Charlton NoneGood. Who do I talk to on terms?
- Tom Ashdown NoneLewis Kerr owns the account commercially on our side, so if you want to go through terms, he's the one. He'll bring our VP Sales if it needs it.
- Graeme Charlton NoneFine. I'd want that conversation, but only after we've read the paper.
- Tom Ashdown NoneOf course, no rush.
- Aisha Bukhari NoneWhile I think of it. The demo showed referrals by trust. Can the dashboards builder give me a monthly view for a trust meeting?
- Tom Ashdown NoneThat's what it's for, and it's included in Growth. I'd show your people how in the first review, rather than promise you a finished report today.
- Aisha Bukhari NoneSensible. Let's see the turnaround figures first and build the view round them.
- Graeme Charlton NoneLast thing from me. If we sign, what do you do about the first month? Who do I call if something's wrong?
- Tom Ashdown NoneDuring implementation it's the team doing the work, and I'm on the end of the phone for anything that's stuck commercially. After that it's Amara and our support desk, and on Growth there's a one business hour first response for the serious stuff. I'll write that out so you've got it.
- Graeme Charlton NoneGood. Write it out.
- Aisha Bukhari NoneI think that's everything from me for now. I've got my list. Referral system, helpdesk, accounting system, IT colleague, baseline, wording on data.
- Tom Ashdown NoneThat's exactly my list too, which is reassuring. So, from me: I'll send the proposal pack over today, with the price split, the weeks for implementation, the invoicing options and the order form and master agreement to read together.
- Tom Ashdown NoneFrom you, Aisha, it's the IT colleague and the baseline. From you, Graeme, it's reading it and telling me what doesn't sit right. And let's get something in the diary for early December with Lewis, so if it's terms you want to talk about, we've got time before the board.
- Graeme Charlton NoneEarly December works. I'll have my diary sent over.
- Aisha Bukhari NoneAnd I'd want the wording on data with the pack, not after it. No surprises for the trust.
- Tom Ashdown NoneIt'll be in the pack. Promise.
- Graeme Charlton NoneThen we're done. Thank you, Tom.
- Aisha Bukhari NoneThank you both. Best wishes. Speak soon.
- Tom Ashdown NoneCheers both, have a good week. Speak soon.
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