Lornefield Pensions Administration / BB-Demo – Proposal
Callcompleted
Lornefield Pensions Administration: documents · 2024-03-21 13:30
Nell Ashcombe walked Douglas Baird and Imogen Hartley through the Growth proposal. Douglas is content in principle and will read the order form before signing. Growth replaces the Starter renewal.
What was said
What this says
Current to 10 Oct 26Nell Ashcombe walked Douglas Baird and Imogen Hartley through the Growth proposal. Douglas is content in principle and will read the order form before signing. Growth replaces the Starter renewal.
What happened: Nell explained that Starter's fifteen users no longer fit, and that the CRM and the shared drive are the connectors Imogen wants. She stated the £44,000 is the deal total including one-off implementation, not an annual price.
Customer view: Imogen made the case from the relationship managers' working week. Douglas said he is content in principle and wants to read the order form carefully.
Commercial: The Starter term finishes on 2 Apr 2024 and the renewal falls on 3 Apr 2024. Nell said the move to Growth takes the place of the Starter renewal, so there is no double payment.
Watch: The evidence does not show a signature. Douglas may check the order form against what Nell said on the call.
Themes
Current to 9 Oct 26Theme
Growth proposal and renewal
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Nell Ashcombe sends the proposal and order form with the deal value and annual line shown separately.
- Imogen Hartley sends Nell the names for the first group.
- Daniel Okafor plans the connection order with Imogen, starting with the CRM.
Risks
Current to 9 Oct 26- Douglas Baird will read the order form closely, so any mismatch with the call could delay signing.
- The deal value and the annual subscription are different figures, so the order form must show them on separate lines.
Opportunities
Current to 9 Oct 26- Add the CRM and shared drive connectors, which do not fit within the Starter limit.
- Bring the operations side and relationship managers onto Growth, with quarterly reviews.
Transcript
Nell Ashcombe NoneAfternoon, both. Thanks for making the time. Before we start, what do each of you need to leave this call with?
Imogen Hartley NoneAfternoon, Nell. From my side, a clear sense of what a larger tier means for the scheme-relationship managers. The real question is whether it changes their working week.
Douglas Baird NoneGood afternoon, and thank you, Nell. In fairness, I'd like to understand the commitment, in particular what the total would be, and when it would begin relative to our existing arrangement.- Nell Ashcombe NoneGood, that's what I'll cover. So, where we are. You're on Starter now, with fifteen licensed users. Usage has grown over the last quarter, mostly the relationship managers asking about trustee calls and member-query tickets. You've outgrown the one-team shape.
- Imogen Hartley NoneThat matches what I see. We started with a handful of people and now there are others from the operations side who want in. I've seen this work at the point where a second team comes on, and it's usually when the value really shows.
- Nell Ashcombe NoneThat's the case for Growth. It's designed for several teams. You get more users, more connectors, and the dashboards builder, and we meet you every quarter to review it.
- Douglas Baird NoneForgive me, Nell. When you say more connectors, what would be connected that is not connected today?
- Imogen Hartley NoneIf I may. Today we've got the call recorder, the helpdesk and the finance system for fee invoices. What I'd want is the CRM alongside, and the shared drive for scheme documents. Those two are what our colleagues keep asking for.
- Nell Ashcombe NoneRight, and neither fits inside the Starter limit, so that's the practical reason to move rather than a sales one.
- Douglas Baird NoneI appreciate that. And the cost?
- Nell Ashcombe NoneSay what happened, say how you know. The deal value on the proposal is forty-four thousand. I want to be clear about what that is. It's the total for the deal, and it includes the one-off implementation. It is not an annual price. The yearly subscription is shown separately on its own line in the order form.
- Douglas Baird NoneThank you, that is helpful. So forty-four thousand is the whole of the deal, implementation included, and the annual figure is something different.
- Nell Ashcombe NoneExactly. I'd rather you hear it from me than find it on an invoice.
- Imogen Hartley NoneThat's very clear. Douglas, I'd also say the implementation is where the extra connectors are done properly, so it isn't just paper.
- Douglas Baird NoneQuite. And how does this sit with the existing term? My understanding is that it runs to 2 Apr 2024, with the renewal date on 3 Apr 2024.
- Nell Ashcombe NoneThat's right. The current Starter term finishes on 2 Apr 2024, and the renewal falls on 3 Apr 2024. The plan is that the move to Growth takes the place of the Starter renewal, so you're not paying for both. I'll put the exact mechanics in writing.
- Douglas Baird NoneI'd welcome that. I would not want to be paying twice for the same period, in fairness.
- Nell Ashcombe NoneNo, you won't be. That one's on us to make clear, and we will.
- Imogen Hartley NoneMay I ask about the timing of the implementation? I'd like to have the CRM connected while the trustee reporting cycle is quieter.
- Nell Ashcombe NoneWe can shape it around that. Your customer success manager, Daniel Okafor, knows your calendar better than I do, and he'll plan the connection order with you. I'd start with the CRM, as you suggest.
- Douglas Baird NoneI should say, Nell, that I'm content in principle. The value to the relationship managers is evident, and Imogen has made the case well. I'd want to read the order form carefully before I sign.
- Nell Ashcombe NoneI'd expect you to. Read it, and if anything doesn't match what we've said today, tell me and I'll fix it.
- Imogen Hartley NoneAnd I'll check with the relationship managers who should be first onto the new tier, so we make it count.
- Nell Ashcombe NoneGood. So, next steps. I'll send the proposal and the order form today, with the deal value and the annual line shown separately. Imogen sends me the names for the first group. Douglas reviews and signs when ready.
- Douglas Baird NoneThat is agreeable. Thank you both. I'll look at it this week.
- Nell Ashcombe NoneThanks, Douglas. Thanks, Imogen. Best, Nell.
- Imogen Hartley NoneBest, Nell. Speak soon.
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