Marlstone Legal / BG-Demo – Discovery
Callcompleted
Marlstone Legal · 8 Jan 2025 16:45
Marlstone Legal's Operations Director and Chief Executive described client data split across CRM, call recorder, Outlook and a finance spreadsheet. Tom Ashdown positioned Growth at around £52k for the first year, and a demo was agreed.
What was said
What this says
As at Fri 9 Oct 2026Marlstone Legal's Operations Director and Chief Executive described client data split across CRM, call recorder, Outlook and a finance spreadsheet. Tom Ashdown positioned Growth at around £52k for the first year, and a demo was agreed.
What happened: Tom Ashdown ran a 30-minute discovery call on 8 Jan 2025 with Emma Croft and Elliot Kirkby. Both described the same problem: client, call and billing information sits in separate systems.
Customer view: Elliot said he logs into four or five places to piece a client relationship together, and that other tools had not worked. He wants to ask a question and get an answer from one place.
Commercial: Tom proposed Growth, with 40 users, eight connectors and about eight weeks to implement. The £52k figure he quoted covers implementation and the first year's subscription. It is a verbal estimate, not a signed price.
Watch: Emma asked about cost directly, so price will matter. The call shows no mention of a competitor, a budget holder or a decision date. The only commitment was a demo within about a week.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send demo options and book the demo with Hannah Lowe within about a week.
Risks
As at Fri 9 Oct 2026- Price was raised by Emma and only a verbal first-year figure was given, so cost could become the sticking point.
- The call does not show a decision date or any competing option under review.
Opportunities
As at Fri 9 Oct 2026- A new Growth subscription with implementation, covering CRM, call recorder, email and finance data in one brain.
Transcript
Tom AshdownHi Emma, Elliot, cheers for making the time. How's the start of the year been?
Elliot KirkbyPretty hectic. January's always a rush but we've got new clients coming through so everything's a bit chaotic at the moment.- Tom AshdownYeah, I can imagine. So today I just want to understand what you're dealing with day to day. Walk me through the business-development side. What does that look like?
Emma CroftWell, we've got partners with client relationships, and the team needs to see everything: the client, what we've discussed on calls, the billing. But that's spread across multiple systems.- Elliot KirkbyThat's the issue. Salesforce is our CRM, we've got a call recorder, emails in Outlook, and finance runs a spreadsheet. So if someone asks me about a client relationship, I'm logging into four or five places to piece it together.
- Tom AshdownRight, so you're losing time and nobody's got one source of truth. Have you tried to stitch that together?
- Elliot KirkbyWe've looked at various tools, nothing's really worked. We want something that pulls it all together so we can ask a question and get an answer from one place, not seven.
- Tom AshdownThat's exactly what we do. The brain sits on top of all your systems and you ask it questions. Your team gets a clean, single answer back.
- Emma CroftHow does it work in practice?
- Tom AshdownWe set up connectors from your systems into Snowflake, and you ask questions through our interface. So you could ask 'show me all matters for this client, the last calls we've had, what we're billing, outstanding actions' and it all comes back together.
- Elliot KirkbyHow long does that take to set up?
- Tom AshdownFor Growth, which I'd say fits you, it's about eight weeks. We'd assign Hannah, our solutions engineer, to work with your IT team on the connectors and data quality.
- Emma CroftWhat's the cost?
- Tom AshdownRight, so Growth includes 40 users and eight connectors. First year you're looking at around £51,600 all-in. That covers implementation and the first year's subscription. Once we've done a demo, we can talk through the detail.
- Elliot KirkbyWhen could we see the demo?
- Tom AshdownI'll sort that with Hannah. Probably a week or so, I'll send over some options and we'll get something locked in.
- Emma CroftSounds good.
- Tom AshdownBrilliant. I'll get that over tomorrow. Cheers both.