Kingdon Diagnostics / BG-Demo – Discovery
Callcompleted
Kingdon Diagnostics · 2 Oct 2024 11:30
Aisha Bukhari wants contract terms, turnaround and invoices side by side per trust, and needs a value case before she can go to leadership. Tom Ashdown gave an indicative £54k for Growth, implementation included.
What was said
What this says
As at Fri 9 Oct 2026Aisha Bukhari wants contract terms, turnaround and invoices side by side per trust, and needs a value case before she can go to leadership. Tom Ashdown gave an indicative £54k for Growth, implementation included.
What happened: Aisha described an independent imaging network whose team stitches referrals, tickets, invoices and contract schedules together in spreadsheets before each trust review. Tom pitched the brain built inside her own Snowflake account.
Customer view: She wants to see turnaround problems before the trust does, and asked for a live demo on her own data, not a slide deck. Information governance will need the sample scope, who sees it and how long it is kept.
Commercial: Tom gave a working figure of £54k for the Growth tier, total including the one-off implementation, as indicative and not an offer. The decision date of 8 Nov 2024 was a placeholder.
Watch: She cannot go to leadership until she can show what it is worth, so the value case matters as much as the demo.
Themes
As at Fri 9 Oct 2026Theme
Contract turnaround evidence
Importance
neutral
Sentiment
positive
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send Aisha the sample data scope in writing before proposing demo dates.
- Hannah to write up the Snowflake and data handling description for information governance.
- Tom to arrange a live demo on Kingdon Diagnostics data with Hannah, Ryan and Leanne attending.
Risks
As at Fri 9 Oct 2026- Aisha cannot go to leadership until she can show what the brain is worth, so the decision may slip without a value case.
- Information governance must approve the anonymised sample scope before any demo data is built.
Opportunities
As at Fri 9 Oct 2026- A Growth tier sale with a named-connector implementation covering referrals, turnaround tickets and invoices per trust.
- Contract managers, Leanne Armstrong and Ryan Heslop are named users who would attend the demo.
Transcript
Tom AshdownHello, Aisha, can you hear me alright? I've got a bit of an echo on my side, hang on.
Aisha BukhariI can hear you fine, no echo here. Good morning, Tom.- Tom AshdownMorning. Right, that's gone, it was my headset. How's your week been so far? Busy?
- Aisha BukhariBusy, yes. We've got a contract review coming up with one of the trusts, so I've been buried in the schedules for most of the week. Nothing dramatic, just a lot of reading and a lot of cross-checking.
- Tom AshdownNo drama, that's good. And honestly that's pretty much why I wanted this in the diary, because a contract review is exactly the sort of thing I'd like to hear about. Before I start rambling, how would you like to use the time? I've got a few questions but I'd rather you steered.
- Aisha BukhariThat's fine. Let me give you the background and then you can ask. We're an independent imaging network, MRI and CT, twelve sites across the North East and Cumbria. Most of our work comes through trusts under contract, and then there are the private insurers. What keeps me awake is that every trust contract has its own reporting turnaround commitments, and they're not the same from one trust to the next.
- Tom AshdownRight. And when you say turnaround, you mean how long from the scan to the report being issued?
- Aisha BukhariScan to report, yes, by modality and by priority. What does the contract say, that's my first question every time. Some trusts want a report within a set number of days, some have different rules for urgent referrals, and I have to be able to evidence it. Not roughly. Evidence it.
- Tom AshdownAnd where does the evidence live at the moment?
- Aisha BukhariEverywhere, honestly. Referrals come out of the radiology system as exports, the turnaround tickets sit in the helpdesk, invoices are in the accounting system, and the contract schedules are, well, documents on a shared drive. My team stitch it together in spreadsheets before every review.
- Tom AshdownMm. And how long does the stitching take, roughly? Don't hold me to it, I'm just trying to get a feel.
- Aisha BukhariFor one trust, a couple of days if nobody's off sick. For the whole portfolio before a quarter end, closer to a fortnight of someone's time. And then I'm never completely sure it's right, which I don't like. No surprises for the trust, that's my rule.
- Tom AshdownSure, and that's the bit the brain is meant to take off you. So the idea, and I'll keep it simple, is we build one layer over those sources inside your own Snowflake account, so the data stays in your environment, and your contract managers can ask it questions in plain English. Referrals, turnaround tickets and invoices, side by side, trust by trust.
- Aisha BukhariInside our own Snowflake account. Say a bit more about that, because information governance will ask me on day one, and I'd rather have the answer before they do.
- Tom AshdownCourse they will. So it's built and run in your account, you hold the keys, and we don't take a copy off to ours. I'm not our technical person, mind, so what I'll do is get Hannah, our solutions engineer, to write that up properly rather than me waffling at you. She does all the security side.
- Aisha BukhariPlease. I'd much rather have it in writing from someone who knows. I never cut a corner on that.
- Tom AshdownWouldn't expect you to. Leave that with me. Can I ask who'd actually use it day to day?
- Aisha BukhariThe contract managers mainly, a handful of them. Then Leanne Armstrong, who's the service manager for reporting, she'd want the turnaround side. And Ryan Heslop, our information analyst, he'd be the one looking after the connections. I'd want both of them at anything you show us.
- Tom AshdownPerfect, that's exactly who I'd want in the room. Have you looked at anything else, or tried building something yourselves?
- Aisha BukhariRyan built some reports himself last year. They're good, but they only cover turnaround. They don't know anything about the contract terms or what we've invoiced. We haven't spoken to anyone else seriously. Someone mentioned an analytics suite, but it sounded aimed at much bigger groups than us.
- Tom AshdownFair enough. So, just so I've got the picture, when a trust asks for turnaround figures in a review, who asks, and what do they actually do with the number?
- Aisha BukhariTheir contract management team, usually, and they compare it with the commitment in the schedule. If we're under, there can be a service credit, or at the very least an uncomfortable conversation. So I want to see the problem before they raise it. That's the whole point for me: let's see the turnaround figures before the trust does.
- Tom AshdownUnderstood. That's a good test for a demo, actually. If we put a trust's schedule next to the real turnaround, would that land with you?
- Aisha BukhariIt would. As long as it's your demo on our data and not a slide deck. I've sat through the slide deck.
- Tom AshdownHa, no slide deck, promise. Hannah would load a sample of your own data and we'd walk through it live. What would you need to sign off before we could do that?
- Aisha BukhariAnonymised, no patient detail, ever. Ryan would prepare the extract, but I'd need to approve exactly what's in it. And information governance would want that written down too, who sees it and how long it's kept.
- Tom AshdownCourse. We'll put that in writing, the scope of the sample, who sees it, how long it's kept. Leave that with me.
- Aisha BukhariGood. And I should be straight about timing. We'd want to decide before the end of the year, but I can't go to my leadership until I can show them the value. They'll ask what it's worth, and I want an answer that isn't a feeling.
- Tom AshdownThat's fair, and it's the right way round. Our working date on the deal is Friday 8 November 2024 for a decision, but that's a placeholder, we move it to suit you. On the money, and I don't want to quote from memory so I'll confirm it properly in writing, the working figure for the Growth tier is £53,800 all in, implementation included. Treat that as indicative, not an offer.
- Aisha BukhariRight. That's roughly what I'd assumed it would be. So that's the total including the set-up, not a yearly number?
- Tom AshdownTotal, including the one-off implementation. I'll split it out clearly in the proposal so there's no confusion about what repeats each year. I'd rather you saw that on paper than took my word on a call.
- Aisha BukhariGood, because I'll need to explain it to people who weren't on this call. How long is the implementation, roughly? Do we lose a quarter getting it going?
- Tom AshdownIt's a matter of weeks rather than months for Growth, but I'll let Hannah give you the exact plan, because it depends how many of your sources we connect and how tidy the exports are. No drama, we'd agree it up front, and it'd name the connectors we're committing to.
- Aisha BukhariAlright. Then what happens between now and a demo? I don't want this to drift while I'm chasing the trust review.
- Tom AshdownLet's get something in the diary. I'll send you a short note after this with the sample data scope and a few dates for the demo, with Hannah on it, in a couple of weeks. You bring Ryan and Leanne. Does that sound sensible?
- Aisha BukhariThat sounds sensible. Send me the scope first, though, so I can get it past information governance before Ryan builds anything.
- Tom AshdownScope first, then dates. And I'll ask Hannah to put the Snowflake and data handling description in writing so you've got something to forward. Anything else you'd want covered in the demo that I haven't asked about?
- Aisha BukhariInvoices against referrals, per trust. If the brain can show me what we've billed a trust next to what they've sent us and how quickly we reported, that's the page I'd want on screen in front of the trust.
- Tom AshdownNoted, referrals, turnaround and invoices per trust, on one page. I'll make sure Hannah has that in the plan. Thanks for being so open about it, Aisha, that's really helpful.
- Aisha BukhariThank you, Tom. Good luck with your afternoon. I'll look out for the note.
- Tom AshdownCheers, Aisha. Speak soon.
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