Kilcolgan Payments / BB-Demo – Discovery
Callcompleted
Kilcolgan Payments · 2025-06-12 14:30
Discovery call on 12 Jun 2025. Client services wants one view across collections, email and tickets; the CFO wants early churn warning. Lewis Kerr positioned Starter and gave a £6,000 implementation fee and about £20k list.
What was said
What this says
Current to 13 Oct 26Discovery call on 12 Jun 2025. Client services wants one view across collections, email and tickets; the CFO wants early churn warning. Lewis Kerr positioned Starter and gave a £6,000 implementation fee and about £20k list.
What happened: Discovery call on 12 Jun 2025 with Clodagh Fitzgerald and Diarmuid Kenny. Lewis Kerr scoped three connectors (collections system, Google Workspace, Zendesk) and positioned Starter.
Customer view: Clodagh described client data sitting in separate systems. Diarmuid wants early warning when a client stops payments or files many disputes.
Commercial: Lewis quoted £6,000 implementation and about £20k list for the annual subscription, with any discount on the first year only. Diarmuid called the ballpark "not unreasonable".
Watch: Lewis mentioned quarterly CSM check-ins, but Starter carries a six-monthly check-in. No proposal existed yet, so the mid-20s all-in figure was only a verbal ballpark.
Themes
Current to 9 Oct 26Theme
Starter scoping and price
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send a detailed proposal with exact price and terms once the customer confirms scope.
- Lewis Kerr to send the product overview, case study and security material so Diarmuid can review.
Risks
Current to 9 Oct 26- Lewis described quarterly CSM check-ins, but the Starter tier includes a six-monthly check-in.
- The customer is anchoring on a mid-20s all-in ballpark before any proposal exists.
Opportunities
Current to 9 Oct 26- Finance's churn early-warning need could widen use beyond client services within Starter.
- One spare connector of Starter headroom, and a longer commitment was raised as a route to a better first-term rate.
Transcript
Lewis Kerr NoneHi Clodagh, hi Diarmuid, thanks for making time. I appreciate it. So I know from our initial chat that you're looking for a way to give your client services team and finance better visibility into what's happening with each client: the collections activity, disputes, tickets. Is that still the main problem you're trying to solve?
Clodagh Fitzgerald NoneYeah, absolutely. Right now our client services team is managing collections and dispute resolution, but they're looking at data in silos. The collections activity is in one system, the disputes and complaints are in email and tickets, and it's hard for them to see the full picture of a client's behaviour.
Diarmuid Kenny NoneFrom our angle, we want to understand churn risk. If a client is stopping payments or filing a lot of disputes, we need to know that early. But the way the data's split up now, it's hard to join the dots.- Lewis Kerr NoneRight, so Clodagh, for your team, it's about efficiency and context. And Diarmuid, for you it's about early warning and risk. Both of those are things the brain is really good at. Let me walk you through what we do. Essentially we build a layer over all your data: your collections system, email, your ticketing system, so your team can ask one question and get answers from all of them at once. Instead of logging into three systems, they ask the brain. And that's where the value comes in. Does that sound like something that could help?
- Clodagh Fitzgerald NoneYeah, definitely. And you said it integrates with all our systems?
- Lewis Kerr NoneCorrect. So we'd need to understand what systems you're using and set up connectors to pull the data in. What's your collections platform?
- Clodagh Fitzgerald NoneWe're using a collections management system, it's not Salesforce, it's a different vendor. But it's got APIs.
- Lewis Kerr NoneGood. And for email?
- Clodagh Fitzgerald NoneGoogle Workspace.
- Lewis Kerr NonePerfect, we connect to that. And tickets?
- Clodagh Fitzgerald NoneWe use Zendesk.
- Lewis Kerr NoneExcellent. So collections system, Google Workspace, Zendesk, we can definitely connect all three. That's three connectors. The good news is that if you decide to move forward, you'd get up to four on the Starter tier, so you've got a bit of headroom for something else down the line.
- Diarmuid Kenny NoneAnd what does that tier include? You mentioned Starter.
- Lewis Kerr NoneRight. So Starter is our entry level. It's 15 users, though you can go over that a bit if you need to, and up to 4 connectors. You get search across all your connected systems, chat interface, built-in pages. You'll have quarterly check-ins with our CSM to make sure you're getting value. The annual subscription is what I can walk you through in terms of price once I understand the scope better. But it's typically for a team or a department rather than company-wide. Given you're looking at client services and maybe some finance people, Starter sounds about right for you.
- Clodagh Fitzgerald NoneAnd what about implementation? How long does it take to get up and running?
- Lewis Kerr NoneFor Starter, implementation is typically 4 weeks. We'd get the connectors set up, make sure the data's flowing, do some basic training with your team. Then you're live and using it. We can start that as soon as you're ready.
- Diarmuid Kenny NoneAnd what's the cost? Overall, implementation plus the subscription.
- Lewis Kerr NoneSo the implementation fee for Starter is 6,000 pounds. The annual subscription, to put a number on it, is typically around 19,500 on the list, but we can talk discounts depending on your budget and commitment. I'd normally present that in a formal proposal once we've nailed down the scope. But all-in for the first year, you're looking in the mid-20s if we factor in a reasonable discount. Does that ballpark sound reasonable?
- Diarmuid Kenny NoneThat's not unreasonable. What would drive a bigger or smaller discount?
- Lewis Kerr NoneGood question. Longer commitment, if you're willing to sign two or three years, gets you a better rate. And the earlier you commit, the better I can look after you on price. But the discount is typically applied to the first year only. After that, you renew at the standard rate.
- Clodagh Fitzgerald NoneSo what's the next step? Do you send over a proposal?
- Lewis Kerr NoneSo what I'd suggest is that you think about your scope: are those three connectors still the right ones, do you want to add anything, how many users do you actually need, and then I'll prepare a detailed proposal with the exact price and terms. I'd say give it a week or so, and then we can chat again. Does that work for you?
- Clodagh Fitzgerald NoneYeah, let's do that.
- Lewis Kerr NoneGreat. I'll send over a few resources: a product overview, a customer case study, something on security and compliance so Diarmuid can see we're thinking about the right things. And you'll have a think about scope and we'll reconnect next week. Fair enough?
- Diarmuid Kenny NoneSounds good.
- Lewis Kerr NoneExcellent. Thanks both, speak soon.
- Clodagh Fitzgerald NoneThanks Lewis.
Callsmade from