Stenhouse Physiotherapy Group / BG-Demo – Discovery
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Stenhouse Physiotherapy Group · 23 Feb 2024 11:30
Rhona Aitken and Bruce Lamont, across three Edinburgh clinics, want one view over unconnected systems. Tom Ashdown quoted Growth at £44k plus £12k implementation. Rhona said "Let's do it" and a demo was agreed.
What was said
What this says
As at Fri 9 Oct 2026Rhona Aitken and Bruce Lamont, across three Edinburgh clinics, want one view over unconnected systems. Tom Ashdown quoted Growth at £44k plus £12k implementation. Rhona said "Let's do it" and a demo was agreed.
What happened: Discovery with Rhona Aitken, Head of Operations, and Bruce Lamont, Finance Director. Rhona described scheduling, health records and finance systems that do not talk to each other, with cross-clinic answers taking hours in a spreadsheet.
Customer view: Rhona said an instant answer "would change how I operate". Bruce focused on cost and confirmed year one as £56k all-in. Rhona raised patient data security.
Commercial: Tom quoted Growth at £44k a year plus a £12k implementation of about eight weeks, with eight connectors and a one-hour first response. He targeted a close by late April and going live by mid-June.
Watch: no proposal or sign-off exists yet. Bruce's price questions mean finance will need a clear value case.
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 map the customer's systems and schedule a demo on their own data.
- Tom Ashdown to send the proposal with full details.
Risks
As at Fri 9 Oct 2026- Patient data sensitivity was raised, so the security answer must hold up in the proposal.
- The Finance Director probed total cost, so price may be challenged at sign-off.
Opportunities
As at Fri 9 Oct 2026- Growth subscription with eight connectors across health records, scheduling and finance.
- A twelve-thousand-pound implementation fee for the eight-week setup.
Transcript
Tom AshdownHi Rhona, Bruce, good to speak with you properly. I'm Tom, sales at BG-Demo. I really appreciate you taking the time. How's the week been for you both?
Rhona AitkenBusy. End of February, lots going on. But I'm keen to learn about what you're offering.- Tom AshdownGood. So Stenhouse is a group of clinics, how many locations are you across?
Bruce LamontThree clinics in Edinburgh. Physio and sports medicine.- Tom AshdownRight. And operationally, Rhona, what's your world like? What does a typical week look like for you?
- Rhona AitkenI'm managing clinicians, admin staff, patient bookings, invoicing, compliance, it's quite spread out. Each clinic has its own systems, and I'm trying to get a view across all three at once. That's the hard bit.
- Tom AshdownWhat systems are you running?
- Rhona AitkenWe've got a scheduling system for bookings, our electronic health records system for patient notes, a finance system for invoicing and payments, and various bits of admin stuff scattered around. None of it talks to each other properly.
- Tom AshdownSo if you wanted to answer a question like 'which patients haven't paid their invoices and which clinician is treating them', what would that look like?
- Rhona AitkenThat's exactly the kind of thing I need. Right now that's hours of work: pulling data from three places, matching it up, probably doing it in a spreadsheet. If I could just ask a question and get the answer instantly, that would change how I operate.
- Bruce LamontAnd the cost question, what are we talking about here?
- Tom AshdownSo what you're looking at is a Growth tier subscription. That's 44,000 a year, annual upfront. There's also an implementation fee of 12,000 to get you live: that's usually eight weeks, and that includes getting your systems connected, testing, training your team.
- Bruce LamontSo year one is 56 grand all-in?
- Tom AshdownThat's right. Implementation is one-off, subscription is recurring. Year two onwards, it's just the subscription.
- Rhona AitkenAnd we can ask questions on our patient data, staff data, all of it?
- Tom AshdownThat's the idea. You'd connect your EHR system, your scheduling system, your finance system, eight connectors you're licensed for on Growth. The brain learns how they all fit together, and you can ask it questions that span all of them.
- Rhona AitkenIs that secure? Patient data is sensitive.
- Tom AshdownGood question. Everything runs inside your own Snowflake account, which you already control. We don't touch the data or store it ourselves. It stays behind your firewall, you own it all. We just build and maintain the brain.
- Bruce LamontRight. And what kind of support do we get?
- Tom AshdownYou're on Growth, so quarterly check-ins, a one-hour first response on any issue. A dedicated person looking after your account: that's me through the sales side, and then a customer success manager once you're live.
- Rhona AitkenOkay. I think I'd like to see a demo. Actually see what it looks like.
- Tom AshdownAbsolutely. I'd like to do that on your actual data, if you're willing. Gives you a much better sense of what's possible. We'd need a bit of time to set it up, but then I can walk you through.
- Rhona AitkenThat sounds good.
- Tom AshdownRight. So next step: I'll go back, get your systems mapped, schedule a demo for a couple of weeks from now. I'll send over a proposal as well with the full details. Does that work?
- Bruce LamontYeah, fine. When would you be looking to move fast on this if we want to go ahead?
- Tom AshdownIdeally by late April, we'd want to close things and kick off implementation. That's eight weeks, so you'd be live by mid-June.
- Rhona AitkenGood. Let's do it.
- Tom AshdownBrilliant. I'll get you a proposal, schedule the demo, and we'll take it from there. Cheers, both.