Poquessing Imaging Partners / BG-Demo – Discovery
Callcompleted
Poquessing Imaging Partners · 7 Aug 2026 15:15
First discovery call with a prospect whose referral data sits across a CRM, email, calls, a helpdesk and a fragile spreadsheet. COO Mark Halloran holds budget and set three conditions. Growth was suggested for one team.
What was said
What this says
As at Fri 9 Oct 2026First discovery call with a prospect whose referral data sits across a CRM, email, calls, a helpdesk and a fragile spreadsheet. COO Mark Halloran holds budget and set three conditions. Growth was suggested for one team.
What happened: Jordan Pike ran discovery with Christine DiNardo and Mark Halloran. Christine described referrals tracked across the CRM, email, call recordings, the helpdesk and an old spreadsheet.
Customer view: Mark said he does not know what a missed follow-up costs. His yes needs three things: it stays in their environment, it needs no training course, and the cost fits on one slide for the board.
Commercial: Jordan suggested Growth for the one referral team. Mark said budget is his sign-off and asked for a rough cost view sent to him only. Christine sees other teams wanting it later, but Mark said not to get ahead of themselves.
Watch: HIPAA and security are the first gate, and IT and compliance need to see the Snowflake set-up. Freshness was raised, and Jordan said he would confirm written wording before the proposal.
Themes
As at Fri 9 Oct 2026Theme
Referral discovery, HIPAA concerns
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan Pike sends the security summary and recap, and a rough cost view to Mark only.
- Theo Gallagher sets up a demo on a sample of the referral data with IT involved.
- Christine DiNardo supplies two or three anonymised referral examples that went wrong.
Risks
As at Fri 9 Oct 2026- HIPAA and data-access concerns could stall the deal unless the security answers satisfy Mark Halloran.
- Mark Halloran cannot yet value a missed follow-up, so the cost case has no baseline.
- Stale data would send the team back to the spreadsheet, so the freshness wording in the proposal matters.
Opportunities
As at Fri 9 Oct 2026- Growth for the referral team, with other teams possibly following later.
- Christine DiNardo is an engaged champion who wants compliance and IT involved early.
Transcript
Jordan PikeHi Christine, can you hear me all right?
Christine DiNardoI can. Mark's still trying to get in, I think he's on the wrong link.- Jordan PikeNo problem, we'll give him a minute. Good afternoon, by the way.
- Christine DiNardoGood afternoon. How was the trip in?
- Jordan PikeLong, but I'm here. Honestly, I'm just glad the heat has finally broken.
Mark HalloranSorry, sorry, the calendar had me down for half past. Mark Halloran. Hi.- Jordan PikeHi Mark, Jordan Pike from BG-Demo. Thanks for making the time.
- Mark HalloranChristine says this is worth my time, so I suppose I'll find out.
- Christine DiNardoMark, you don't have to be the judge yet.
- Jordan PikeQuick agenda, because I like to be transparent about how these go. About forty minutes. I'd like to hear how your referral team works today, then where we might fit, then what would have to be true for this to be a yes. Does that work?
- Mark HalloranWorks for me.
- Jordan PikeChristine, walk me through the team. Who's on it, and what does a normal week look like?
- Christine DiNardoA handful of people. We look after the referring offices across the Pennsylvania and New Jersey centres. Every referral from a physician's office has to be confirmed, chased and followed up with the right doctor. Most of that lives in the CRM, some in email, and a fair amount in a spreadsheet one of our coordinators built years ago that nobody dares touch.
- Jordan PikeThe spreadsheet nobody dares touch. I've met that spreadsheet before.
- Christine DiNardoEvery organisation has one. Ours is the one that keeps me up.
- Mark HalloranIt's the one that keeps us running, is what it is.
- Christine DiNardoYes, that's the problem, Mark.
- Jordan PikeAnd what else touches a referral? Calls, tickets?
- Christine DiNardoCalls, a lot of calls. The call recorder has hours of them and nobody can search across them. When a result is late, the physician's office raises a ticket in the helpdesk, which is a separate thing again.
- Jordan PikeSo a doctor rings asking where a result is, and your team checks four places before they can answer?
- Christine DiNardoMore or less. And the answer is often, we're still waiting on imaging. That doesn't help anybody.
- Mark HalloranIt doesn't help the doctor, and it doesn't help the patient. And honestly, I don't know what a missed follow-up costs us. That's part of why I'm here.
- Christine DiNardoThe stories are bad enough. We had a referral sit for weeks because a spreadsheet row had been copied twice.
- Jordan PikeHere's where we are. I won't promise numbers I haven't seen. I'd suggest we look at the referral data you already have, see how long things actually take, and go from there.
- Christine DiNardoI'd want that on our own records. Not a demo dataset with nice names in it.
- Jordan PikeAgreed. That's exactly how the next step would run. Demos on your data, not ours.
- Mark HalloranWho actually sees the data? We're a healthcare operator, I've got HIPAA on my desk every other day. That's the first question.
- Jordan PikeRight question. I'll send our security answers, and Theo, who you'll meet on the next call, will take you through the controls properly. I won't guess at them today.
- Mark HalloranFine. Put it in writing and I'll read it.
- Jordan PikeWill do. Christine, who else would be involved on your side?
- Christine DiNardoOperations for the workflow, IT for the connections, and compliance. I want compliance in early. I don't want to end up back where we started.
- Mark HalloranGood. And budget is my sign-off, Christine, just so we're clear.
- Christine DiNardoI'm aware, Mark. I'm not making promises on your behalf.
- Mark HalloranGood. We'll see what the figures look like when we get there.
- Jordan PikeLet's keep that for the proposal. If we're talking in six months, what's different?
- Christine DiNardoThe coordinators stop asking each other where a result is. Physicians get an answer on the first call. And the spreadsheet gets retired, which I'll believe when I see it.
- Mark HalloranThe spreadsheet gets retired. That's the sentence I want to hear.
- Jordan PikeMark, what would have to be true for this to be a yes?
- Mark HalloranThree things. It stays in our environment, my people can use it without a training course, and I can explain the cost to the board in one slide.
- Jordan PikeTo be transparent, it runs inside your own Snowflake account, so your data stays with you. I'll show that properly on the demo.
- Mark HalloranSnowflake. Our IT people will want to see that before anyone signs anything.
- Christine DiNardoI'll pull them in for the demo.
- Jordan PikeLet me be transparent about tiers too. For one team, Growth is where I'd start, with room to grow as other teams come on. Does one team feel right to you?
- Christine DiNardoFor now it's the referral team. I can see the others wanting it later.
- Mark HalloranLet's not get ahead of ourselves.
- Jordan PikeTotally fair. Let's leave it there for now.
- Christine DiNardoCan I raise timing? We have a physician conference in the autumn, and I'd love something to show there, but I don't want to rush it.
- Jordan PikeNobody should rush a healthcare rollout. I'd rather it be right than early.
- Mark HalloranI'll give you that one.
- Mark HalloranActually, what happens if the data goes stale? If a referral doesn't show up, we're back to the spreadsheet.
- Jordan PikeGood question. The nightly refresh is what keeps it current, and freshness is something we'd put in writing. I'll confirm the exact wording before the proposal.
- Christine DiNardoPlease. Let's not repeat the spreadsheet.
- Jordan PikeNext steps. I'll send the security summary and a recap to you both. Theo sets up the demo on a sample of your referral data and gets IT on it. Christine, could you pull together two or three real referral examples where it went wrong? Anonymised, obviously.
- Christine DiNardoI can. I'll strip out names, I promise.
- Mark HalloranPut a rough cost view in too, Jordan. Rough, not a proposal.
- Jordan PikeA rough view, with no promises on numbers until we've seen the data.
- Mark HalloranGood. Thanks both.
- Christine DiNardoThanks, Mark. Thanks, Jordan.
- Jordan PikeThanks both. Talk soon.
- Christine DiNardoSorry, I was on mute for the last bit. The security summary goes out today?
- Jordan PikeToday, yes. You'll have it before the weekend.
- Christine DiNardoLovely. Bye, Jordan.
- Jordan PikeBye, Christine. Bye, Mark.
- Mark HalloranJordan, one more thing. Send the cost slide to me only, not to the wider team, until I've seen it.
- Jordan PikeUnderstood, I'll send it to you directly.
- Mark HalloranBye.
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