Kingdon Diagnostics / BB-Demo – Proposal
Callcompleted
Kingdon Diagnostics · 2024-11-14 15:15
Tom Ashdown took Aisha Bukhari through the Growth proposal at £54k for the whole deal. Open points: first-term room on price, quarterly payment, governance answers and a target signature of 23 Dec 2024.
What was said
What this says
Current to 13 Oct 26Tom Ashdown took Aisha Bukhari through the Growth proposal at £54k for the whole deal. Open points: first-term room on price, quarterly payment, governance answers and a target signature of 23 Dec 2024.
What happened: Tom walked Aisha through the Growth proposal covering several teams, four named sources and the scanned contracts as a separate line. He committed to a revised proposal by Monday.
Customer view: Aisha wants to see turnaround figures before the trust asks for them. She described information governance as the main hurdle and the data staying in the customer's own account as the point they will like most.
Commercial: The £54k is the deal total with implementation included, not a yearly price. Tom offered a little first-term room, a quarterly payment option and an early review after go-live, none yet priced.
Watch: Signing before Christmas is tight, the director has not yet confirmed the signing, and the IT lead has said yes in principle only.
Themes
Current to 9 Oct 26Theme
Growth proposal walkthrough
Importance
renewal
Sentiment
positive
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Hannah to send the governance pack to Aisha on the day of the call.
- Tom Ashdown to send a revised proposal with the scans line and early review, and to answer on price and quarterly payment by Monday.
- Aisha Bukhari to send a note from her director on the signing.
Risks
Current to 9 Oct 26- Information governance questions are still open and could delay signing before Christmas.
- The director has not yet confirmed who signs, and finance is reading the proposal first.
- Pricing room and the quarterly option are unconfirmed, so the commercial terms may shift.
Opportunities
Current to 9 Oct 26- A Growth tier sale across contract managers, reporting and finance teams.
- An early review after go-live could give Aisha the evidence she wants for the trust.
- An on-site training day could be sold as an add-on if the reporting team needs it.
Transcript
Tom Ashdown NoneAfternoon, Aisha. Can you hear me? I'm in a room with a dodgy heater, so apologies if it rattles.
Aisha Bukhari NoneAfternoon, Tom. I can hear you fine. No rattle that I can detect.- Tom Ashdown NoneGood. How's your week gone? You said the contract review was this week.
- Aisha Bukhari NoneIt was yesterday, and it went all right. A lot of the questions were about turnaround, as I thought. I had to say, we're working on getting those figures in one place, which, well, is why we're here.
- Tom Ashdown NoneHa, well, that's a decent reason to be on the call. Did it land all right with the trust?
- Aisha Bukhari NoneThey were fine. They've asked for the figures in the new year, so I've got a little breathing space, but not a lot.
- Tom Ashdown NoneRight. Then let's make today useful. I've sent the proposal over this morning. Have you had a chance to read it, or shall I take you through it?
- Aisha Bukhari NoneI've read it twice, actually, but I'd like you to take me through it so I know what's meant and what's boilerplate.
- Tom Ashdown NoneFair enough. Page one is the scope. It's the Growth tier, so several teams on one brain: your contract managers, Leanne's reporting team, and finance for the invoice side. The sources are the helpdesk, the referral records, the accounting system and the contract documents in SharePoint.
- Aisha Bukhari NoneYes. That matches what we discussed. I noticed the scanned contracts are listed as a separate line. Is that a worry?
- Tom Ashdown NoneNot a worry, just honesty. Hannah tested a handful of the scans after your demo and most of them read fine. A few of the older ones are images with little text, so we've said those would be done as a separate piece, and we'll agree which ones matter.
- Aisha Bukhari NoneThat's sensible. I'd rather it was written down than assumed. What does the contract say about what happens if those few can't be read?
- Tom Ashdown NoneThey wouldn't be in the brain, and you'd know which, because we'd list them. It wouldn't be a hidden gap. I'll make that line clearer in the order form. Leave that with me.
- Aisha Bukhari NoneThank you. Now, the price. Page three, I think.
- Tom Ashdown NoneYes. So the deal total is £53,800, with the implementation included. That's the figure for the whole deal, not a yearly price. The proposal splits it into the one-off implementation and the annual subscription, so you've got both separately for your director.
- Aisha Bukhari NoneI did see the split. I'd like to be sure I describe it right. If I say to my director, it's £53,800 to get going, and the ongoing part is smaller, is that fair?
- Tom Ashdown NoneYes, that's fair. The first-year total is that figure, and then in later years it's the subscription part only. I'd say it just like that.
- Aisha Bukhari NoneGood. And is there any room on the figure? I've got to ask, it's my job.
- Tom Ashdown NoneOf course you do. There's a little room, on the first term, if it helps you get it over the line. I'd want to talk to my colleagues before I put a number on it, and I won't give you one off the top of my head. Can I come back to you by Monday?
- Aisha Bukhari NoneMonday's fine. I'd also like to understand what you'd want in return. Is it a faster decision, a reference, a longer term?
- Tom Ashdown NoneProbably a decision before Christmas, to be honest. We've pencilled Monday 23 December 2024 as the target to sign. But I'd say that's a hope, not a gun to your head.
- Aisha Bukhari NoneRight. Before Christmas is tight but possible. The main thing is information governance. They've asked for a few more answers.
- Tom Ashdown NoneWhat have they asked? I'd rather get ahead of it.
- Aisha Bukhari NoneMostly where the data sits, who can see it, and what happens if we leave. Fairly standard. They also want to be sure no patient detail goes anywhere it shouldn't.
- Tom Ashdown NoneThat's all fair. The Snowflake bit helps, because it all sits in your own account, so you control who sees what. Hannah's written the answers up and she'd happily go through them with your governance lead if that's quicker. I'll ask her to send the pack today.
- Aisha Bukhari NonePlease. And is the Snowflake account something you set up, or do we?
- Tom Ashdown NoneYour IT lead would own it. We'd work inside it with their permission. I know Leanne mentioned they've got opinions. Have they had a chance to speak to Hannah?
- Aisha Bukhari NoneThey have. It went better than I feared. They've said yes in principle, but they'd like to see it written down, in a form they can sign off. And, to be fair to them, they'd like to know how long it all takes.
- Tom Ashdown NoneFair. The timeline's on page five. For Growth it's about two months from signing to being live, with the first connectors up much sooner. I'd say the helpdesk is the first to go in, since that's where the turnaround figures come from.
- Aisha Bukhari NoneTwo months. So if we signed just before Christmas, we'd be live around the end of February?
- Tom Ashdown NoneRoughly, yes, though I'd rather say late winter than a date. Christmas will slow people down, mine included. I'll confirm the dates properly in the order form, so you're not relying on my arithmetic.
- Aisha Bukhari NoneFine. Then there's the contract itself. What does the contract say about how we'd leave, if it doesn't work?
- Tom Ashdown NoneIt's in the terms. A yearly subscription, paid in advance, thirty-day payment terms on invoices, and you can stop at the end of the term by giving notice. The data stays yours and in your account, so there's nothing to extract from us. I'll point you at the exact clause so you can show your governance lead.
- Aisha Bukhari NoneThat's helpful. The data staying in our account is the thing they'll like most.
- Tom Ashdown NoneIt's the bit I'd lead with, really. Now, can I ask you something? Who signs this at your end? I don't want to find out at the last minute that it needs somebody I haven't met.
- Aisha Bukhari NoneIt'd be my director, with finance reading it first. I've mentioned it already. They've seen the shape of it, and they've asked whether it can be paid quarterly rather than all at once.
- Tom Ashdown NoneQuarterly is possible, on request. I'll put it in as an option so you can compare. Whether it changes anything on the total, I'll need to check, so I'll come back to you on that along with the other point by Monday.
- Aisha Bukhari NoneGood. Let me think about what else. Training. Leanne's team will need to be able to use it without ringing you every day.
- Tom Ashdown NoneYes. There's a session built into the implementation for each team, and we can run an extra day on site if you want it, which is a separate cost. For a reporting team I'd suggest starting with the session and seeing how it goes.
- Aisha Bukhari NoneThat seems right. I don't want to pay for a day we don't need.
- Tom Ashdown NoneExactly. No point. Is there anything in the proposal that surprised you, or that you'd change?
- Aisha Bukhari NoneOne thing. The review meetings. It says quarterly. I'd like the first one to be fairly soon after we go live, while the turnaround figures are fresh, so I've got something to show the trust.
- Tom Ashdown NoneDone. I'll note an early review in the first weeks after go-live, then quarterly after that. It's a good idea, actually. I'll make sure our customer success lead picks it up.
- Aisha Bukhari NoneGood. That's me, I think. I just need the answers on the price and the quarterly option, and the clause reference, and the governance pack.
- Tom Ashdown NoneI've got those down. Governance pack from Hannah today, a revised proposal with the scans line and the early review by Monday, and I'll come back on the price and quarterly payments at the same time.
- Aisha Bukhari NonePerfect. And I'll get you a note from my director on the signing, as soon as I have it.
- Tom Ashdown NoneBrilliant. Thanks, Aisha. Good luck with the trust. Speak soon.
- Aisha Bukhari NoneThank you, Tom. Best wishes.
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