Brannock Medical Supplies / B-Brain – Qbr
Callcompleted
Brannock Medical Supplies: documents · 2026-09-18 16:45
At the QBR, finance director Andrew Pickering questioned paying for forty seats with about seven active. He wants usage to recover before discussing next year and any price change in writing. Nothing was decided.
What was said
What this says
Current to 11 Oct 26At the QBR, finance director Andrew Pickering questioned paying for forty seats with about seven active. He wants usage to recover before discussing next year and any price change in writing. Nothing was decided.
What happened: Marcus Bell showed forty licensed seats on Growth and an average of around seven active over the last month, down by about a tenth on last quarter. No tickets in the last month and nothing overdue on invoicing.
Customer view: Helen Varley traced the drop to key-account managers moved onto different trusts over the summer and said she had not pushed the tool since. Andrew Pickering said he has no objection to the product but does not like paying for seats nobody sits in.
Commercial: Jordan Pike confirmed the contract runs to 30 Apr 2027 and renews on 1 May 2027 at £48,500 a year. Andrew never agrees a price change on a call and wants any change in writing, with reasons, well ahead.
Watch: Andrew asked who the account manager is. Marcus named Priya Raman as account owner on B-Brain's records and promised it in writing.
Themes
Current to 9 Oct 26Who was there
B-Brain
Them
Follow-up
Next steps
Current to 9 Oct 26- Marcus Bell sends Helen Varley and Andrew Pickering usage by trust and by name, plus a written note naming the account owner.
- Marcus Bell books a half-hour session with the account managers built around their own trusts.
- Jordan Pike sends the renewal terms in writing before the notice.
Risks
Current to 9 Oct 26- Roughly seven active users against forty licensed seats invites a seat reduction or a value challenge at the 1 May 2027 renewal.
- Andrew Pickering links any support for renewal to usage recovering and to knowing who to call.
- Usage is concentrated in a narrow group, so the value depends on few people.
Opportunities
Current to 9 Oct 26- Reconnecting the moved account managers by trust could restore usage, which Helen Varley says worked before.
- Sending renewal terms in plain words ahead of the notice gives Andrew Pickering what he asked for and builds trust.