Bellhurst Accountancy / BG-Demo – Discovery
Callcompleted
Bellhurst Accountancy · 24 Jun 2024 14:30
On the 24 Jun 2024 discovery call, Kevin Lister described days lost pulling client data from about five places. Tom Ashdown quoted Starter at £20k plus £6,000 implementation. Kevin needs his boss to approve.
What was said
What this says
As at Fri 9 Oct 2026On the 24 Jun 2024 discovery call, Kevin Lister described days lost pulling client data from about five places. Tom Ashdown quoted Starter at £20k plus £6,000 implementation. Kevin needs his boss to approve.
What happened: Tom Ashdown introduced B-Glass to Kevin Lister, Head of Revenue Operations. Kevin said a single client question can cost a day pulling data from about five systems.
Customer view: Kevin is intrigued and has a CRM, email, recorded calls and a service desk. He did not object to the price but asked whether £20k repeats every year.
Commercial: Tom quoted Starter at £20k a year plus £6,000 implementation with a four-week timeline. On renewal he said only that it depends on the market and would be discussed then.
Watch: The four systems Kevin named match the four-connector Starter limit, so any further source needs the connector add-on or Growth. The evidence does not show whether his boss approved.
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 Kevin Lister a brief of what the Hannah scoping call covers.
- Kevin to take the investment to his boss and agree a date for the scoping call.
Risks
As at Fri 9 Oct 2026- Kevin's boss must approve the investment and was not on the call.
- Renewal pricing was left vague as market-dependent, which may surface as a question about the £19,500 repeating.
Opportunities
As at Fri 9 Oct 2026- Four named systems fill the Starter connector limit, so extra sources would support the additional connectors add-on or Growth.
Transcript
Tom AshdownHi Kevin, how's your week been?
Kevin ListerNot bad, not bad. June's a bit mental for us, half-year close, but it's good to be thinking about things like this.- Tom AshdownI bet. So thanks for making the time. I'm Tom, by the way, I work here at BG-Demo. We've had a chat with a few accountancy firms, and I think there's probably something interesting for you lot.
- Kevin ListerYeah, I'm intrigued. What's the pitch?
- Tom AshdownSo we build this thing called B-Glass, basically. It sits on top of all your data: your CRM, emails, calls, whatever you've got, and it lets people ask questions and get answers instead of spending days digging around. From what I understand, you guys spend a lot of time pulling together information for clients.
- Kevin ListerTell me about it. We get a question from a client...'how's my bookkeeping looking?', and we end up spending a day pulling data from about five different places. It's inefficient.
- Tom AshdownYeah, exactly. So the brain would sit on top of all that and make it searchable. You ask a question, you get an answer. From your system, for your client.
- Kevin ListerAnd what systems are we talking about?
- Tom AshdownSo for an accountancy practice, typically the CRM, the email, maybe a helpdesk if you've got one. We can also pull call data if you're recording calls. Some firms do, some don't.
- Kevin ListerWe are recording calls. And we've got a CRM and email obviously. We use the helpdesk too, we'd call it the service desk, that's internal stuff.
- Tom AshdownPerfect. So you're all set. You've got the connectors. The only question is really whether it makes sense to invest in the brain.
- Kevin ListerWhat does that look like?
- Tom AshdownSo the way it works is we come in, we connect to your systems, CRM, email, calls, service desk, and we build a searchable layer on top that your team can use. It runs in your own cloud, so you own it and it's secure. Your team gets trained up, and then they're using it day-to-day.
- Kevin ListerAnd how long does that take?
- Tom AshdownImplementation is four weeks for a Starter customer, that's the entry-level package. You'd have a team from us on it full-time, working with someone on your side.
- Kevin ListerOkay. And the cost?
- Tom AshdownFor Starter, that's fifteen users, four connectors, the works, it's nineteen thousand five hundred a year plus six thousand for the implementation. So all-in for year one, you're looking at twenty-five thousand five hundred.
- Kevin ListerRight. And then it's nineteen five every year after?
- Tom AshdownThat's the idea, yeah. Well, it depends on the market. We'd have a conversation at renewal time about what the world looks like then, but we try to keep things fair.
- Kevin ListerOkay. What would you need from us?
- Tom AshdownSo our Solutions Engineer: her name's Hannah: would have a call with you, probably someone from your tech team or whoever looks after your CRM. She'd ask a bunch of questions about your setup, how your data's structured, any quirks. From that she'd know what's involved and we'd put together a plan.
- Kevin ListerSounds reasonable. How soon could we do that call?
- Tom AshdownEnd of this week? Next week? Whenever suits you.
- Kevin ListerLet me check with my boss, she'll need to buy off on the investment, and I'll come back to you.
- Tom AshdownNo drama. I'll send you a little brief about what Hannah will cover, and then you can loop in whoever you need. Once you've had that scoping call, we'd have a much clearer picture of what's involved and when we could get you live.
- Kevin ListerThanks, Tom.
- Tom AshdownNo worries. Speak soon.