Kingdon Diagnostics / BB-Demo – Check In
Callcompleted
Kingdon Diagnostics · 2025-04-22 12:15
Aisha Bukhari is positive: active users are up since training, the brain shows turnaround before the trust raises it, and she wants a one-page usage summary for her board. Renewal is in the new year with nothing to decide.
What was said
What this says
Current to 13 Oct 26Aisha Bukhari is positive: active users are up since training, the brain shows turnaround before the trust raises it, and she wants a one-page usage summary for her board. Renewal is in the new year with nothing to decide.
What happened: Marcus Bell reviewed usage with Aisha Bukhari. Active users have risen sharply from a low base, and Leanne and other contract managers now ask questions rather than only view pages.
Customer view: Aisha values seeing turnaround before the trust raises it, and said the brain helps with how her team talks about it. She reported no open problems and no recent tickets.
Commercial: She checked the Growth contract of 40 users at £42k a year, which Marcus said matches the invoices. She asked for evidence she can put in front of her board ahead of the renewal.
Watch: The summary must be plain and defensible, because she will not overstate the numbers. Lewis Kerr owns any pricing conversation.
Themes
Current to 9 Oct 26Theme
Usage growth and renewal evidence
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- Marcus Bell to send Aisha a one-page usage summary in plain numbers.
- Marcus Bell to offer times next week for a thirty-minute session on who needs training.
- Aisha Bukhari to check with Leanne which colleagues should attend.
Risks
Current to 9 Oct 26- Aisha needs a board-ready value case before the renewal, and the growth in usage started from a low base.
- Contract managers who have not been trained may not adopt the brain, which would narrow the base of questions asked.
Opportunities
Current to 9 Oct 26- A short training session for more contract managers could deepen adoption on the Growth tier.
- A clear usage summary lets the renewal conversation start from demonstrated value.
Transcript
Marcus Bell NoneHello Aisha, can you hear me? I'll share my screen in a second.
Aisha Bukhari NoneHello Marcus, yes, I can hear you. Good afternoon.- Marcus Bell NoneAfternoon. Thanks for making time. How's the week been?
- Aisha Bukhari NoneBusy, as ever. I had a contract review with one of the trusts this morning, so I'm glad of a quieter half hour. And you? Still all over the North West?
- Marcus Bell NonePretty much, yes. Rather a lot of accounts to keep afloat, but that's the job. Okay, so what I want to cover is quick. I've pulled the numbers on how your team has been using the brain, then anything that's got in your way, and then what you'd like from us next. Is that all right?
- Aisha Bukhari NoneThat's fine. I'd like to see the numbers. As you know, I don't like going into a trust meeting without them.
- Marcus Bell NoneUnderstood. Here's the screen. The headline is that the number of people active in a typical month has gone up a lot since the training session in February. It's nearly three times what it was the quarter before.
- Aisha Bukhari NoneNearly three times. Well, that's encouraging. But I'd say it was a low base, wasn't it? Let's see the figures behind it, so I'm not overstating it to anyone.
- Marcus Bell NoneFair, and you're right that it was a small number to begin with. It's a handful of people now rather than two or three. What's good is that it's not just you and Ryan any more. Leanne and some of the contract managers are in there regularly, and they're asking questions, not only looking at pages.
- Aisha Bukhari NoneYes, Leanne's been telling me. She built a turnaround dashboard and she's been bringing it to her team catch-up. I think it's made a difference to how we talk about it.
- Marcus Bell NoneThat's what I was hoping to hear. Is it helping with the trusts?
- Aisha Bukhari NoneIt is, a bit. The point for me is that we see the turnaround before the trust raises it. That was the whole idea. Last month we noticed a slip on one contract before they'd mentioned it, and we could go to them first. No surprises for the trust.
- Marcus Bell NoneThat's the best use I can think of. Is there anything not working as you'd like? Any data you expected and can't see?
- Aisha Bukhari NoneMostly no. There were a couple of invoices that weren't attached to the right trust at first, but Callie sorted that out before she left, I believe. Ryan said it was cleared up.
- Marcus Bell NoneYes, I've seen the note on that. And you've not raised anything with support lately. I can see no tickets in the last few weeks, which in this case I'd read as things working, not people giving up.
- Aisha Bukhari NoneGood. Let me ask about the contract, because I'd rather be sure. What does the contract say about the number of users? We've got more people interested now.
- Marcus Bell NoneYou're on Growth with forty licensed users, and only a small fraction are in use, so you've plenty of room. If you did get close we'd talk about adding more, but you're nowhere near. The order form is for £41,800 a year and that matches what's been invoiced, so it's all consistent.
- Aisha Bukhari NoneGood, thank you. That's what I wanted to hear. And I assume renewal is something we'll talk about nearer the time?
- Marcus Bell NoneYes, it's in the new year. There's nothing to decide now. I'll be back in touch well before, and if you've got questions about pricing at that point, that's Lewis Kerr, who looks after the commercial side. I'm the one who'll make sure you've got the usage evidence in hand.
- Aisha Bukhari NoneThat's helpful. I'd like to have the evidence in a form I can put in front of our board. Could you give me a short summary, usage and what it's replaced? I'd prefer it to be something I can stand behind.
- Marcus Bell NoneOf course. I'll send you a one-page usage summary, plain numbers, and I won't dress it up. Happy to jump on a call afterwards if you want to go through it.
- Aisha Bukhari NoneLovely. One more thing. Can we get more of the contract managers trained? Ryan and Leanne did the session in February, but others have joined us or haven't had the chance.
- Marcus Bell NoneYes, I'd suggest a short session for the people who haven't been through it, run by me rather than a full implementation day. Shall we book thirty minutes next week, you, Leanne and whoever you'd like to bring, to agree who needs what?
- Aisha Bukhari NoneYes, please do. I'll ask Leanne which of her colleagues would benefit most.
- Marcus Bell NonePerfect. So to recap: I send you the usage summary and a couple of times for next week, and you check with Leanne on who should come. Anything else?
- Aisha Bukhari NoneNo, I think that's everything. Thanks, Marcus, that was clear and quick, which I appreciate.
- Marcus Bell NoneCheers Aisha. Speak soon.
- Aisha Bukhari NoneBest wishes, goodbye.
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