Thrunton Marketing / BG-Demo – Demo
Callcompleted
Thrunton Marketing · 15 Jun 2026 12:30
Demo of B-Viz on Thrunton's own CRM and call data. Ruby Lilburn liked it but finds Starter's four connectors tight. Lewis Kerr was to send a Starter order form at the working £28k figure.
What was said
What this says
As at Fri 9 Oct 2026Demo of B-Viz on Thrunton's own CRM and call data. Ruby Lilburn liked it but finds Starter's four connectors tight. Lewis Kerr was to send a Starter order form at the working £28k figure.
What happened: Hannah Lowe showed B-Viz answering lost-pitch questions from a copy of Thrunton's CRM and call notes. Ruby Lilburn and Ella Bowes reacted well, and Lewis Kerr moved to the Starter commercial discussion.
Customer view: Ruby said the team asks in Slack constantly and the answer is then in somebody's head. She wants four sources: CRM, call recorder, shared drive and helpdesk.
Commercial: Lewis quoted a working £28k on Starter, with implementation of about four weeks. Ella would be admin for about fifteen users and would drop the shared drive first.
Watch: Four connectors is a hard limit, so the Growth tier may fit better. Ella also asked about CRM field changes breaking a connector, and Ruby still needs leadership sign-off.
Themes
As at Fri 9 Oct 2026Theme
Starter demo and connectors
Importance
upsell
Sentiment
positive
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Lewis Kerr to send the Starter order form, connector list and timeline the same day as the 15 Jun 2026 call.
- Hannah Lowe to export the lost-pitch example and email search result with the refresh note.
- Ella Bowes to send the login list and arrange CRM API access with IT.
Risks
As at Fri 9 Oct 2026- Starter's hard limit of four connectors is below the four-plus sources Ruby said she wants.
- Ruby still has to take the proposal to her leadership group before anything is signed.
- CRM field changes could stop a connector loading if the records indexed go flat.
Opportunities
As at Fri 9 Oct 2026- If Thrunton needs more than four sources, the Growth tier is a natural step up.
- Exporting the lost-pitch example for a slide could help the leadership case.
Transcript
Lewis KerrHi Ruby, can you hear me okay? Hannah's just coming in, I think she got stuck in the lift.
Ruby LilburnI can hear you fine. Ella's on too, she's getting a coffee.
Ella BowesI'm here, sorry. The coffee queue was ridiculous. Go on, don't wait for me.- Lewis KerrNo problem. So the plan is simple. Hannah shows you the brain running on some of your own data, and then we spend the last ten minutes on what Starter would look like for your team. Does that work for you?
- Ruby LilburnYeah, that's fine. I've got a client call at half past one, so I need to be out by then.
- Lewis KerrAbsolutely. We'll be done in plenty of time.
Hannah LoweRight, I'll be quick. To be precise, the first thing we're connecting is your CRM and the call recorder. Nothing else for now. The short answer is it answers questions about accounts and calls. The longer answer is I want to show you how it handles a question nobody has asked yet, because that's usually where people get their first surprise.- Ella BowesOkay. Can you share your screen? I can see the invite but the share button's greyed out on my side.
- Hannah LoweSorry, give me a second. I'll share it from my end. There we go. Can you see a search box with a page of results?
- Ruby LilburnYes. Is that our actual data? I didn't think it would be this quick.
- Hannah LoweIt's a copy of a few weeks of your call notes and CRM records, so nothing's been tidied up for the demo. Let's ask it something real. Ruby, what's the most common reason your team gives for a lost pitch?
- Ruby LilburnOh, that's a good one. Honestly it's budget, but it's often budget that was never really budget. We get a yes in principle and then nothing.
- Hannah LoweMm. So if I ask it that way, it looks across the call notes and the deal stages, and gives you the pitches where that phrase came up, with the stage each one reached. Here, see that list.
- Ella BowesThat's quite useful. Would my team be able to see this too, or is it only for the leadership group?
- Lewis KerrGood question. On Starter it's one team, so the admin sets who sees what inside that team. Ella, you'd be the one setting that up, I'd guess?
- Ella BowesProbably, yes. About fifteen people would use it, and I'd rather not have everyone poking around in client notes.
- Hannah LoweThat's fine. Fifteen users sits inside the Starter allowance. The user limit is a soft one, so you'd only be nudged if you went over, not stopped. Four connectors is the hard limit, so we'd want to agree which four matter most.
- Ruby LilburnFour feels tight. We've got the CRM, the call recorder, the shared drive and the helpdesk, and honestly I'd want all of them.
- Hannah LoweRight, that's the real decision for today. Let's come back to it when we get to Starter. First, can I show you how it handles an email thread? That's often where the surprises are.
- Ruby LilburnGo on then.
- Hannah LowePick any client name from the list. Type it in the way you'd say it out loud, not the way it's spelled in the CRM. Most of the trouble people have is with spelling, not with the question.
- Ella BowesRight, I'll type Thrunton. Oh, it's found the one with the odd spelling as well.
- Hannah LoweYes, that's the point. It matches on the name in the emails and the notes, and it tells you where it's matched on a fuzzy basis, so you can check it. I'd always rather it said so than guessed quietly.
- Lewis KerrRuby, that's the bit I'd want to show the wider team. It saves a lot of people asking in Slack.
- Ruby LilburnYes. Our people ask in Slack constantly, and then the answer's in somebody's head. This would sort that out.
- Hannah LoweOkay, one thing I want to be precise about. It only answers from the sources you've connected. If the call recorder hasn't synced, the answer can be out of date, and you'd see the last refresh time on the page.
- Ella BowesWhere do I see that? I don't want to be giving people old answers.
- Hannah LoweBottom right, it says when the data was last refreshed. The nightly refresh is complete by seven in the morning on business days, on every tier, so for most questions it's fine. Anything from today might not be in yet.
- Ella BowesOkay. That's useful. So if a call happened this afternoon, it won't be in the answer until tomorrow.
- Hannah LoweCorrect. That's the honest answer. The longer answer is that for a pitch review, next-morning is normally fine.
- Lewis KerrRight. Let's pick up the commercial bit, because Ruby's got a client call. The working number is £28,000 on the Starter tier, and I'll put the breakdown in writing so you can see what it covers.
- Ruby LilburnOkay. Before we do that, can I ask about the timing? We need it running before we pitch the next batch of clients.
- Lewis KerrSure. Implementation on Starter is a fixed fee, around four weeks from when we start. So if we're signing soon, it's realistic for the next pitch round, but I wouldn't promise it earlier than that.
- Ruby LilburnFour weeks is fine. Better than I feared.
- Hannah LoweThe four weeks assumes the connector access is ready on your side. That's usually the slow bit, not us. If someone can get the CRM API access sorted early, we're in good shape.
- Ella BowesThat'll be me or our IT person. I'll ask them this week.
- Hannah LoweGreat. I'll put the access list in writing so it's clear what they need to set up.
- Lewis KerrAnd then, Ruby, the decision is really about whether Starter covers the four sources you need. If it doesn't, we should look at the next tier before anything gets signed.
- Ruby LilburnRight. Honestly, I think the four is the trade-off. Let me talk to Ella about which one we'd drop if we had to.
- Ella BowesI'd keep the call recorder and the CRM for sure. The shared drive is messy, so I'd be happy to leave that until later.
- Hannah LoweThat's a sensible order. The shared drive is the connector I'd least want in on day one anyway, because the folder structure changes a lot.
- Ruby LilburnIt really does. People rename things and nobody tells anyone.
- Ella BowesCan I ask, when we changed the CRM fields last year, would that have broken anything? Because we do that all the time.
- Hannah LoweTo be precise, it can. If a source changes its fields, the connector can stop loading. You'd usually see the number of records indexed go flat, and we'd flag it on our side.
- Ella BowesAnd you'd know before we did?
- Hannah LoweWe'd see the flat line in the health view, yes. I'd rather tell you that than have you find it from someone asking a question and getting nothing back.
- Lewis KerrOkay. I think we've covered the main points. Ella, are you happy with the user set-up and the admin side?
- Ella BowesYes, I'm happy. I'll be the admin. I'll want a short guide for the team, not a long one.
- Lewis KerrI'll send a one-page guide with the order form. Ruby, is there anything else you'd like to see before you take it to your leadership group?
- Ruby LilburnJust the example of the lost pitches, but in a form I can put on a slide. Hannah, can you export that?
- Hannah LoweYes. I'll export the example and the email search result, and I'll include the refresh note so nobody thinks it's live to the second.
- Ruby LilburnPerfect. That's exactly what I need for the leadership call.
- Lewis KerrGood. So, from our side, I'll send the Starter order form today, with the connector list we've talked about and the implementation timeline in writing.
- Ella BowesAnd we'll send you the list of people who need logins, and I'll talk to IT about the CRM access.
- Lewis KerrThat's perfect. Ruby, once you've spoken to the leadership group, let me know and we'll go from there.
- Ruby LilburnWill do. Thanks everyone, this was really helpful. I've got to run.
- Hannah LoweThanks Ruby. I'll put the architecture note in writing this afternoon.
- Ella BowesThanks all. I'll send the access list today.
- Lewis KerrBrilliant. Speak soon, bye all.
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