Marlstone Legal / BB-Demo – Check In
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Marlstone Legal · 2026-09-28 12:00
On the 28 Sep 2026 check-in Elliot Kirkby said the brain is working but only business development is enthusiastic. He wants no extra users or connectors and has no measured ROI ahead of an April renewal quoted at £44k.
What was said
What this says
Current to 14 Oct 26On the 28 Sep 2026 check-in Elliot Kirkby said the brain is working but only business development is enthusiastic. He wants no extra users or connectors and has no measured ROI ahead of an April renewal quoted at £44k.
What happened: Elena Novak checked in with Elliot Kirkby on 28 Sep 2026 and raised the renewal due next April. Elliot reported no major issues beyond one data freshness ticket that was resolved quickly.
Customer view: business development people love it, but the associates are still finding their feet. Elliot said no exact ROI has been measured.
Commercial: Elliot declined more users or connectors. Elena quoted £44k but said she would confirm terms with finance, and the v2 Growth list of £50k may apply at this first renewal.
Watch: with no value case and adoption confined to one group, the renewal rests on goodwill.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Elena Novak to confirm renewal terms and price with the finance team before sending the formal notice.
- Build a simple value case with Elliot Kirkby before the renewal conversation.
Risks
Current to 9 Oct 26- No ROI has been measured, so the renewal has no value case behind it.
- Adoption is concentrated in business development while the associates are still finding their feet.
- The £44,000 figure quoted may be below the v2 Growth list of £50,000 due at this first renewal.
Opportunities
Current to 9 Oct 26- Wider associate adoption could grow questions asked and justify the Growth subscription.
Transcript
Elena Novak NoneHello Elliot, thanks for finding the time. I wanted to check in on how the brain is working for you since we went live earlier in the year.
Elliot Kirkby NoneHi Elena. Yeah, it's been good. The team's using it pretty regularly now.- Elena Novak NoneExcellent. Looking at our data, the active user base has stayed fairly stable over the summer. I wanted to understand, are there any barriers to broader adoption?
- Elliot Kirkby NoneI wouldn't say barriers exactly. I think the business development team who champion it are very happy. The wider team, the associates, are still finding their feet with it. It's a bit of a mindset shift from the old way of working.
- Elena Novak NoneThat makes sense. You're learning how to use it to better effect. Are there any technical issues we should know about?
- Elliot Kirkby NoneNothing major. One support ticket a couple of months back about data freshness, but that got sorted fairly quickly.
- Elena Novak NoneGood. To be precise, we've seen the data refresh on schedule every morning. As we head towards your renewal, I wanted to check, are there things you'd like to add? More connectors, more users, anything like that?
- Elliot Kirkby NoneNot for now, no. The 40 users we have is enough, and the connectors are working well. I think we'd like to stick with what we've got.
- Elena Novak NoneUnderstood. And how is the value looking from your perspective? What's the return you're seeing?
- Elliot Kirkby NoneThe business development people love it. They're seeing the full picture of each matter in one place instead of hopping between systems. We haven't measured an exact ROI, but the feedback is consistently positive from the users.
- Elena Novak NoneFantastic. Your renewal comes up next April. I'll send you a formal renewal notice in a few months, but I wanted to plant the seed now. I will confirm the exact terms when I speak with our finance team, but you're on Growth at 44,000 per year, as we agreed at the start.
- Elliot Kirkby NoneOkay. That sounds good. Thanks for checking in.
- Elena Novak NoneYou're welcome. I'll be in touch closer to the renewal date. Kind regards, Elliot.