Kingdon Diagnostics / BG-Demo – Demo
Callcompleted
Kingdon Diagnostics · 31 Oct 2024 11:00
Second demo on 31 Oct 2024. Aisha liked the answers with their working shown, but Kingdon has no Snowflake account and scanned contracts are untested. Tom Ashdown restated £54k all in.
What was said
What this says
As at Fri 9 Oct 2026Second demo on 31 Oct 2024. Aisha liked the answers with their working shown, but Kingdon has no Snowflake account and scanned contracts are untested. Tom Ashdown restated £54k all in.
What happened: Hannah Lowe showed referrals, reporting tickets and invoices on one trust page, with turnaround counted from referral and from scan. Aisha Bukhari said she was happy on the demo.
Customer view: Leanne Armstrong wants to try a wider extract of Kingdon's own data before saying yes. Aisha warned that the information governance review might run past 8 Nov 2024.
Commercial: Tom Ashdown repeated £54k all in, implementation included, as the deal total and not a yearly price. Aisha will take the shape of the cost to her director.
Watch: Kingdon does not appear to have a Snowflake account, which the brain needs. Scanned PDF contracts were also left untested.
Themes
As at Fri 9 Oct 2026Theme
Growth demo, Snowflake prerequisite
Importance
upsell
Sentiment
mixed
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Hannah Lowe sends the note on the Snowflake question and the list of fields for the wider extract.
- Tom Ashdown gets a call with Kingdon's IT lead in the diary and sends the proposal with the deal split out.
- Leanne Armstrong checks how the radiographers' forms are logged and sends the wider extract.
Risks
As at Fri 9 Oct 2026- Kingdon does not appear to have a Snowflake account, so IT must decide before an implementation can start.
- The information governance review may run past the pencilled decision date of 8 Nov 2024.
- Scanned PDF contracts may not be readable by the brain and are untested.
Opportunities
As at Fri 9 Oct 2026- Growth tier fits contract managers, Leanne's reporting team and finance users on one brain.
- The referral-versus-scan turnaround comparison speaks directly to an argument Aisha has with the trusts.
Transcript
Tom AshdownMorning, Aisha. Can you hear us all right? We've got a bit of an echo on our side, I think that's just me.
Aisha BukhariMorning, Tom. Yes, I can hear you fine. Leanne's just joining as well, I can see her in the waiting room.
Leanne ArmstrongHello, sorry, I was stuck in the other meeting. It overran, as they do. Can everyone hear me?- Tom AshdownLoud and clear. No drama. How's your week been, Leanne? Aisha was saying reporting's been a bit of a scramble.
- Leanne ArmstrongIt has, a bit. We've got two of the trusts asking for turnaround figures and I'm pulling them out of three different places. So, you know, this is rather timely.
- Aisha BukhariThat's rather the point of today. We've got the contract review coming up with one of the trusts, and I'd like to go in with the turnaround figures already in front of us, no surprises for the trust.
- Tom AshdownPerfect. Right, so you know Hannah from the earlier chat. She's our solutions engineer, she'll be doing the driving today, and I'll chip in with the commercial bits if they come up.
Hannah LoweHello both. Before I share anything, what do you most need to know by the end of the hour? I'd rather aim at that than walk you through every screen.- Aisha BukhariTwo things. Can contract managers see, for each trust, the referrals, the reporting-turnaround tickets and the invoices together? And can I trust the numbers enough to put them in front of a trust?
- Hannah LoweGood, that's clear. The short answer is yes to the first. The longer answer is that it depends on which systems feed it, so let me show you on the sample data you sent over and we'll talk about the real sources after.
- Leanne ArmstrongSorry, just so I'm following. The sample data, is that our actual export or a tidied version?
- Hannah LoweTo be precise, it's the export from your reporting tickets as you sent it, with the patient detail already removed by your side. I haven't cleaned it. If it looks messy on screen, that's your data being honest.
- Leanne ArmstrongHa. Fair enough. It will be messy.
- Hannah LoweRight, I'm sharing now. Can you see the brain's home page? It's a search box and a chat panel, and underneath, pages that pull things together.
- Aisha BukhariYes, I can see it. Quite plain, isn't it? I mean that kindly.
- Hannah LoweIt is, deliberately. Let me ask it something real. I'll type: which trust had the slowest reporting turnaround on MRI last month?
- Hannah LoweGive it a few seconds. It's reading across the tickets and the referral records, not just a single table.
- Hannah LoweThere we go. It gives you the trust, the average turnaround, and underneath it lists the tickets it used. So you can click through and check it, which I think matters for what Aisha said about trust.
- Aisha BukhariThat's the bit I like. Every answer has its working. What does the contract say about turnaround, though? Can it pull that in as well, so we can compare?
- Hannah LoweIf the contracts are in a connected document store, yes. SharePoint is the usual one. It would index the schedule that sets the turnaround target, and then you could ask whether a trust is inside it. I'll put that in writing so it's not just me saying it on a call.
- Aisha BukhariThey are in SharePoint, mostly. Some are scanned PDFs from before my time.
- Hannah LoweScans are the one thing I'd want to test before promising. If the text is readable it's fine, if it's an image of a signature page and nothing else, less so. Let's put that on the list.
- Tom AshdownLeave that with me, I'll note it down. We can do a quick test on a handful of the scans before anything's signed.
- Leanne ArmstrongCan I ask about the tickets side? Ours are in the helpdesk, but the radiographers log things in a separate form sometimes. Would that be picked up?
- Hannah LoweOnly if the form lands somewhere we connect to. If it ends up as a ticket in the helpdesk, yes. If it sits in someone's inbox, then no, not unless we connect the mailbox, and I'd want a conversation about whether you'd want that.
- Leanne ArmstrongThey go into the helpdesk, mostly. I think. I'll check with the team.
- Hannah LoweThat's the right instinct. Let's move on to the page for a single trust. This is what I'd imagine a contract manager opening on a Monday.
- Hannah LoweSo at the top you've got the referrals by week, then the open reporting tickets, then the invoices raised and paid. All three sit on one page and it refreshes overnight, so it's ready by seven in the morning on a working day.
- Aisha BukhariSeven. So if I'm in early for a trust call, it's there.
- Hannah LoweIt should be, yes. And if it's ever not, that's a service issue you'd raise and we'd treat it as one.
- Leanne ArmstrongCan I click on a ticket from here?
- Hannah LowePlease do, or I will. Here. You see the ticket text, who raised it, when it was opened and closed, and the same for any related invoice queries.
- Leanne ArmstrongRight. Mm. And the turnaround, is that worked out from the open and close times, or from a field we fill in?
- Hannah LoweGood question, and it matters. Here it's the timestamps. If your team keeps a manual field as well, and the two disagree, I'd want us to decide together which one counts. Otherwise you get two answers and nobody trusts either.
- Aisha BukhariYes. That's exactly the argument we have with the trusts. They count from referral, we count from the scan. Let's see the turnaround figures both ways, if it can do that.
- Hannah LoweIt can if both dates exist in the records. I'll try. Give me a moment, I'll ask it to show both.
- Hannah LoweThere. Two columns, one from referral and one from scan. The gap between them is your argument in numbers. Not pretty, but it's clear.
- Aisha BukhariHonestly that's quite useful already. Leanne, does that look right to you?
- Leanne ArmstrongIt looks about right. The gap on the cumbrian sites is bigger, which is what I'd expect, because of the courier for the images.
- Tom AshdownThat's the sort of thing it'd show you before the trust brings it up, which I think is what you were after, Aisha.
- Aisha BukhariIt is. Can I ask about security, Hannah? I know that's usually a separate conversation but I'd rather ask now and not be caught out.
- Hannah LowePlease. Ask whatever you like.
- Aisha BukhariWhere does the data actually live? Our information governance lead will ask, and I never cut a corner on that.
- Hannah LoweThe short answer is that it runs inside your own Snowflake account. We don't copy your data into ours. The longer answer is that we'd need your IT team to set up the account or point us at the one you already have, and then everything is built there, under your access controls.
- Aisha BukhariWe don't have a Snowflake account. Not as far as I know.
- Hannah LoweThen that's a first step, and I'd rather say so plainly now than have it as a surprise in the proposal. It's a decision for your IT lead. I can write up what that involves, a page, no jargon.
- Leanne ArmstrongI'm fairly sure our IT lead will have opinions. Good ones, I hope.
- Tom AshdownThey always do, and they're usually right. Happy to get on a call with them. Let's get something in the diary.
- Aisha BukhariPlease. Could you do that next week? And can I ask about users? The contract managers, plus Leanne's team, plus a couple from finance for the invoice side. I don't know how that maps.
- Tom AshdownThat's what the Growth tier is for, really. Several teams on one brain, with dashboards for the contract managers and quarterly reviews with us. The user number's comfortable for what you've described, but I'll confirm it in the proposal and not quote from memory.
- Aisha BukhariAnd in rough terms, what are we looking at? I'd like to know whether to bring it up with my director now or wait.
- Tom AshdownFair. The way the deal is shaped today, it's fifty-three thousand eight hundred pounds, £53,800, all in, with the implementation included. That's the total for the deal, not the yearly price, so I'd want to split it out properly in writing so it's not misread. Like I say, I'll confirm it.
- Aisha BukhariRight. Understood. So the implementation is in there and then there's a yearly figure on top of the one-off part.
- Tom AshdownThat's it. I'll lay both out so you can show your director the two parts separately.
- Aisha BukhariGood. Thank you. Now, Hannah, can you go back to that first page? I want to see what it looks like when the numbers are wrong. I mean, if a connector breaks, how would we know?
- Hannah LoweGood one. There's a connector status page. Let me bring it up. You see each source, when it last loaded and how many records came through. If a source goes quiet, the count stops moving, and that's how we'd spot it, and how you would.
- Leanne ArmstrongSo if the helpdesk changed something on our side, and I forgot to tell you, it'd show up there.
- Hannah LoweYes. Usually it's after somebody changes a field or a login. It's rarely dramatic. But it's the commonest way a brain goes stale without anybody complaining, which is why I show it every time.
- Aisha BukhariI appreciate you saying that. A lot of suppliers wouldn't.
- Tom AshdownHannah's the one who'd rather tell you the awkward bit up front. Saves us all a headache.
- Hannah LoweRight, I think we've covered the main views. Aisha, is there anything you wanted to see that we haven't?
- Aisha BukhariInvoices by trust, the last bit. I'd like to see one that's been queried, so I know the finance side isn't a bolt-on.
- Hannah LoweRight. Give me a second. Here's a query raised against an invoice, linked to the trust, and you can see the related reporting ticket alongside it. So if a trust disputes an invoice because of slow turnaround, both sit together.
- Aisha BukhariYes. That's the thing. That's the very thing. Right, that's me happy on the demo.
- Leanne ArmstrongSame here. I'd like to try it with a bit more of our own data before I say yes, though. The sample's lovely but it's small.
- Tom AshdownVery sensible. Hannah, is that something we can do before the end of next week?
- Hannah LoweA wider extract, yes, if Leanne can send it. I'd need to be clear which fields to leave out so nothing sensitive comes with it. I'll put that in writing today and we'll go from there.
- Aisha BukhariPlease do. I'd like it copied to me. And on timing, I'd like to be through this before the contract review. Tom, you mentioned a close date?
- Tom AshdownWe've pencilled Friday 8 November 2024 for deciding, just as a working date. It's not a deadline, and I'd rather you were comfortable than rushed. If it slips, it slips.
- Aisha BukhariGood. That's workable for me. I'll be honest, the information governance review might run past that, but we'll see.
- Tom AshdownNo drama. We'll follow your pace on that. So, to pull it together. Hannah sends the note on the Snowflake question, and the list of fields for the wider extract. I'll get a call with your IT lead in the diary, and I'll send the proposal with the deal split out clearly.
- Leanne ArmstrongAnd I'll check how the radiographers' forms get logged, and send the extract once I know what to leave out.
- Aisha BukhariAnd I'll speak to my director about the shape of the cost, and to information governance about the scans and where the data would sit.
- Tom AshdownBrilliant. Thanks both. Thanks, Hannah, that was a good one. Enjoy the rest of your day.
- Hannah LoweThanks all. Speak soon.
- Aisha BukhariBest wishes, everyone. Thank you.
Callsmade from