Marlstone Legal / BG-Demo – Check In
Callcompleted
Marlstone Legal · 29 Sep 2025 10:30
Esther Quaye's 29 Sep 2025 check-in found Marlstone Legal pleased and using the brain daily, with other teams asking for access. Elliot Kirkby called a further connector not urgent and said 40 users is enough for now.
What was said
What this says
As at Fri 9 Oct 2026Esther Quaye's 29 Sep 2025 check-in found Marlstone Legal pleased and using the brain daily, with other teams asking for access. Elliot Kirkby called a further connector not urgent and said 40 users is enough for now.
What happened: Esther Quaye held a 30-minute check-in with Elliot Kirkby, Operations Director, on 29 Sep 2025. One minor export ticket was open and Elliot reported clean data.
Customer view: A short informal session with the business development team led to daily use. Elliot said people from other parts of the firm are now asking for access.
Commercial: The customer is on Growth with 40 users and eight connectors. Elliot said 40 is fine for now and another connector is not urgent, and an early February QBR was agreed ahead of a renewal about six months away.
Watch: Use is mostly searches, and a client health dashboard is only an idea. Requests from other parts of the firm may become a seat or team conversation at renewal.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Esther Quaye to book an early February QBR covering adoption, value and renewal.
- Esther Quaye to send Elliot Kirkby the summary of the call.
Risks
As at Fri 9 Oct 2026- Use is mostly searches and no dashboards are built yet, so the customer's investment in the brain is still light.
Opportunities
As at Fri 9 Oct 2026- Other parts of the firm are asking for access, which could mean extra users or a new team on Growth.
- A further connector was called useful but not urgent.
Transcript
Esther QuayeHi Elliot, thanks for making time. How are things? So just to recap, we've got one open ticket from last week, looks like a minor question about exporting search results, Laura cleared that up pretty quickly. Nothing urgent on our side.
Elliot KirkbyGreat, yeah, that was fine. Things have actually been going really well. The team's actually using it now, which is brilliant.- Esther QuayeThat's fantastic to hear, and I can see that in the usage data. Adoption has picked up significantly over recent weeks. The team's really engaging with it.
- Elliot KirkbySo we did a little session with the business development team, not a formal training, just showing them some examples of what they could pull out. And once they saw you could ask 'Show me all our biggest clients' or 'Show me deals we're at risk of losing', they basically started using it every day. Word spread and now people from other parts of the firm are asking for access.
- Esther QuayeThat's brilliant. So it sounds like you're getting real value from it. Are they building any dashboards, or mostly just running searches?
- Elliot KirkbyMostly searches so far. Mark, he's one of the client services managers, he's talked about building a dashboard to track client health, but that's future. Right now they're just exploring.
- Esther QuayeOkay, that makes sense. And the data's staying fresh? No issues with the connectors dropping off or anything like that?
- Elliot KirkbyNot that I've noticed. Emma checks on it pretty regularly and everything's coming through cleanly.
- Esther QuayePerfect. Just so we're aligned, that's exactly what we like to see at this stage. Usage growing, the team discovering value, data staying fresh. What I was going to suggest is, now that you've got good engagement, is it worth thinking about adding another connector? You've got other systems potentially available. Does any of that feel relevant?
- Elliot KirkbyHmm, we've talked about that. Another connector could be useful, but it's not urgent. The CRM and calls are doing most of the heavy lifting for us.
- Esther QuayeFair. We can always come back to it. I've logged everything we've talked about today and I'll send through a summary. One thing I did want to flag: you're approaching your contract renewal in about six months, and we should probably book a proper QBR with you sometime soon, just to talk through adoption, value, and renewals. Would February be a good time for that?
- Elliot KirkbyYeah, February sounds fine. Probably early February so we've got time to discuss everything before renewal.
- Esther QuayeBrilliant, I'll get that in the calendar. And just to check: you're still in Growth at the moment, 40 users, eight connectors available. Is that still the right fit, or do you think you'll need more seats?
- Elliot KirkbyForty's fine for now. I don't think we'll hit that limit in the next couple of months. We can talk about it at renewal if needed.
- Esther QuayeGreat. So to recap: usage is growing nicely, team's discovering value, data quality is solid, and we'll do a proper QBR in early February. I think we're in really good shape. Anything else I should know about?
- Elliot KirkbyNo, all good. I'm really pleased with how it's going, to be honest. Way more useful than I thought it'd be six months ago.
- Esther QuayeThat's what we love to hear. Many thanks, Elliot. I'll send the summary over shortly. Speak soon.