Marlstone Legal / BB-Demo – Demo
Callcompleted
Marlstone Legal · 2025-01-22 15:00
Marlstone Legal's Operations Director Elliot Kirkby saw a Growth demo over Salesforce, Gong and Microsoft 365 and responded warmly. Pricing was quoted verbally and a proposal was to follow.
What was said
What this says
Current to 14 Oct 26Marlstone Legal's Operations Director Elliot Kirkby saw a Growth demo over Salesforce, Gong and Microsoft 365 and responded warmly. Pricing was quoted verbally and a proposal was to follow.
What happened: Hannah Lowe demonstrated the brain on Growth across Salesforce, Gong calls and email. Elliot said it was exactly what the firm needs and chose three of eight connectors to start.
Commercial: Tom Ashdown quoted Growth at forty-four thousand a year plus twelve thousand implementation, eight weeks to live. Growth includes 40 users, eight connectors and a one-hour P1 response.
Customer view: Elliot was positive but non-committal, saying he would think it over. The billing system is a possible later connector.
Watch: Elliot is the only customer voice, and the evidence does not show who else would decide. The proposal is an open item and no order form is mentioned.
Themes
Current to 9 Oct 26Theme
Growth tier demo, new business
Importance
upsell
Sentiment
positive
Voice
unknown
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the proposal to Elliot Kirkby the same day as the call.
- Tom to follow up with Elliot after a few days to take questions and move to an order form.
Risks
Current to 9 Oct 26- Elliot gave no commitment and the evidence does not show who else is involved in the decision.
- The proposal is still open and no order form is in evidence.
Opportunities
Current to 9 Oct 26- Growth tier with Salesforce, Gong and email, with the billing system as a later fourth connector.
- Elliot's reaction suggests a strong fit for matter-level search across calls and email.
Transcript
Tom Ashdown NoneHi Elliot, got you on the call. How was your week?
Elliot Kirkby NoneYeah, not bad, cheers. Busy as ever. Looking forward to seeing what you've got for us.- Tom Ashdown NonePerfect. I've got Hannah with me, she's our Solutions Engineer and she'll walk you through how the brain works on your data. Hannah, you've had a look at Elliot's setup?
Hannah Lowe NoneYes. Just to confirm: you've got Salesforce for the matters, Gong for the calls, and email in Microsoft 365, yeah?- Elliot Kirkby NoneThat's right. We'd want to pull it all together in one place.
- Hannah Lowe NoneBrilliant. So the short answer is the brain sits on top of all three, inside Snowflake, and you can ask it questions about a matter and see the calls and the partner conversations all in one place. The longer answer is, let me show you. I'm going to share the screen now.
- Hannah Lowe NoneSo this is the brain you'd get on Growth tier. Three main bits: Pages, that's your matter profile, everything you care about in one place. Chat, you ask a question, the brain answers in English. And Search, if you want to find something specific, bit faster than chat. To be precise, you get 40 users, eight connectors, so you could add things like your billing system or your helpdesk later. And we'd have your data live within eight weeks.
- Elliot Kirkby NoneAnd if I have questions as we're using it? What does support look like?
- Tom Ashdown NoneSo on Growth you get quarterly check-ins with your CSM, and then if something breaks, you've got one-hour response on a P1. Support's included. No hidden costs.
- Hannah Lowe NoneRight. And I can walk you through the connectors, how many would you want to start with?
- Elliot Kirkby NoneWell, Salesforce, the calls, and email to begin with. We could add the billing system later.
- Hannah Lowe NoneThree of eight. Perfect. Let me show you what the page looks like when it's built. This is a matter profile for a client: you've got the client details pulled from Salesforce, the partner calls across the top, key emails below. All of it searchable, all of it in one place instead of jumping between systems.
- Elliot Kirkby NoneThat's exactly what we need. What kind of things could I ask it?
- Hannah Lowe NoneYeah, good question. 'Show me all calls on matters over a million pounds'. 'Which partners spent the most time on the Henderson matter'. 'Find emails with the word asset where we haven't responded'. That sort of thing.
- Tom Ashdown NoneAnd once you're live, you get access to the library, worked examples, use cases from other law firms. Not exact competitors, but the pattern is pretty similar.
- Elliot Kirkby NoneThat sounds brilliant, honestly. What's the investment?
- Tom Ashdown NoneRight. So Growth is forty-four thousand a year. Implementation is twelve thousand, eight weeks to live. So all-in, fifty-six to start with, then the forty-four annually.
- Elliot Kirkby NoneOkay. And that's for the 40 users and eight connectors?
- Hannah Lowe NoneThat's right. If you need more of either, we can add them. Additional users are an add-on, additional connectors as well.
- Elliot Kirkby NoneWhat's next? How does this work from here?
- Tom Ashdown NoneSo I'll get you a proposal. Give you a few days to look at it, and then we can talk through any questions. If it feels right, we'd get an order form signed and kick off the implementation.
- Elliot Kirkby NoneSounds good. I'll give it a think and we can go from there.
- Tom Ashdown NoneBrilliant. I'll send that over today. Cheers, Elliot.
- Elliot Kirkby NoneThanks. Speak soon.
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