Brannock Medical Supplies / BB-Demo – Renewal
Callcompleted
Brannock Medical Supplies: documents · 2025-02-14 13:30
Marcus Bell and Priya Raman put a £48,500 Growth renewal to Brannock's Finance Director, Andrew Pickering, against £46,300 now. He would not agree an increase on the call and asked for the figure in writing.
What was said
What this says
Current to 11 Oct 26Marcus Bell and Priya Raman put a £48,500 Growth renewal to Brannock's Finance Director, Andrew Pickering, against £46,300 now. He would not agree an increase on the call and asked for the figure in writing.
What happened: Priya proposed Growth at £48,500 for the term starting 1 May 2025, aiming to close by 25 Apr 2025. Andrew asked what the extra spend buys and asked for a written breakdown.
Customer view: Usage is steady, with a handful of people asking most of the questions and many of the forty licences unused. Helen Varley said earlier trust renewals have made a difference this year and that she would lose that if the account went back to how it was.
Commercial: Marcus will add a usage summary so the value sits beside the price. Paula Rennie confirmed annual invoicing in advance on thirty-day terms.
Watch: Andrew said he does not like being rushed and expects to be chased. The evidence does not show his answer.
Themes
Current to 9 Oct 26Theme
Growth renewal price query
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman sends the written proposal on 14 Feb 2025 with current and renewal figures side by side.
- Marcus Bell adds the usage summary and gets the next account managers from Helen Varley.
- Priya Raman checks in with Andrew Pickering before the end of the quarter.
Risks
Current to 9 Oct 26- The Finance Director questioned the increase from £46,300 to £48,500 and will not decide without a written breakdown.
- Only a handful of people ask most of the questions, so value rests on a narrow user base.
- The target date of 25 Apr 2025 is tight for a buyer who said he does not like being rushed.
Opportunities
Current to 9 Oct 26- Many of the forty Growth licences are unused, so onboarding more account managers would strengthen the value case.
- Helen Varley values the earlier trust renewals, which gives a champion to carry the value story to Andrew.
Transcript
Marcus Bell NoneAfternoon, everyone. Let me get my screen up. I think we're all here. Helen, Andrew, Paula, and Priya's with me.
Andrew Pickering NoneGood afternoon. Perhaps you'd remind me who is leading the call, and in what role? I've had a busy week.- Marcus Bell NoneOf course, Andrew. Marcus Bell, customer success manager. I'll take you through usage, and then Priya, your account executive, will cover the renewal terms.
- Andrew Pickering NoneThank you. That's clear. Please go on.
Helen Varley NoneThree points from me. Where usage is, what the renewal looks like, and what happens next. Over to you.- Marcus Bell NonePerfect. So I've pulled the numbers. Active users are about the same as the quarter before, a very small rise, so steady rather than growing. There's a handful of people asking most of the questions, and the rest of the forty licences are still waiting to be used. There were no tickets in the last month and no overdue invoices.
- Andrew Pickering NoneSo the picture in the round is that it's being used steadily, and not by everyone.
- Marcus Bell NoneThat's fair, yes. It's valuable to the people using it. The growth now is in getting the others on, and that's what we'll work on with Helen.
- Helen Varley NoneAnd we have been. The January session helped. I've got a few more account managers who've said they'd come to the next one.
- Andrew Pickering NoneI'm glad to hear it. Now, to the matter in hand, the renewal.
Priya Raman NoneThanks, Marcus. So, to keep us moving, here's where it stands. Your current term ends on 30 Apr 2025, and the renewal starts 1 May 2025. We've put together the renewal proposal for Growth, it comes to £48,500, and the date I'd like to work to is Friday 25 April 2025 so everything's tidy before the term ends.- Andrew Pickering NoneThank you, Priya. I'd like to be careful here. That is a step up on the £46,300 we are paying now. What is it that I'm paying more for?
- Priya Raman NoneThat's a reasonable thing to ask. It reflects where the account has grown to, with the capacity you added in the autumn now sitting in the baseline, and it's set against the same Growth tier with the same forty users.
- Andrew Pickering NoneI see. I'm afraid I can't agree an increase on a call. I'd like the proposal in writing, with the make-up of the figure, so I can consider it in the round.
- Priya Raman NoneAbsolutely, you'll have it today. I'll set out the current figure, the renewal figure and what's included, side by side.
- Marcus Bell NoneAnd if it helps, I'll add the usage summary to that, so the value sits next to the number. Price is Priya's side, but I want you to have the whole picture.
- Andrew Pickering NoneThat would help, Marcus. Thank you.
- Helen Varley NoneCan I say something, Andrew? I won't speak to the number. But I'll say that going into trust renewals earlier has made a difference to us this year. That's the thing I'd lose if we went back to how it was.
- Andrew Pickering NoneNoted, Helen. I do take that seriously. It doesn't change that I'd like it in writing.
Paula Rennie NoneSorry to jump in. Paula, accounts payable. When it's agreed, how will it be invoiced? Annually in advance, like before?- Priya Raman NoneSame arrangement, annual in advance, thirty-day terms. The invoice would go out around the start of the new term, and I'll put the detail in the proposal so you have it.
- Paula Rennie NoneLovely. Then I'll wait for the paperwork.
- Andrew Pickering NoneOne further thing, Priya. If Friday 25 April 2025 is the aim, when would you want my answer by? I don't like being rushed.
- Priya Raman NoneUnderstood. I'd suggest you take the next few weeks, and I'll check in rather than leave you to chase. If we can get it over the line by the twenty-fifth, that's comfortable for everyone.
- Andrew Pickering NoneI will expect to be chased, then. That's agreeable.
- Marcus Bell NoneRight. So, next steps. Priya sends the written proposal today. I add the usage summary. Helen gives me the account managers for the next walk-through. Andrew considers it and we check in before the end of the quarter. Anything I've missed?
- Helen Varley NoneThat's everything.
- Andrew Pickering NoneThat's all I have. Thank you. Kind regards to you all.
- Marcus Bell NoneThanks, everyone. Speak soon.
- Priya Raman NoneBye all.
Callsmade from