Quaystead Marine Services / BB-Demo – Renewal

First renewal under the v2 price book: Starter moves from £19,500 to £22,000 (12.8%) on 1 Jan 2027. Luke Oakes expects the same terms, and Asif Nuttall has not answered the 2 Oct 2026 renewal email.

Context: The executed order form signed 15 Dec 2025 sets Starter at £19,500 a year to 31 Dec 2026. Contracted ARR, invoiced run rate and CRM ARR all read £19,500, and invoices are paid within terms. This is a price conversation, not a value failure.

Approach: Lead with value before price. Recent check-ins described about three active users, but the usage records show 13 active users against 15 licensed and 291 questions in the last complete month. Correct that picture, then put the £22,000 v2 Starter price openly, with Tom Ashdown owning the commercial terms.

Watch for: Elliot Lomax asked about price at the 24 Nov 2025 renewal call and will likely press again. Luke has never been told the price is moving. Two unnamed users ask 23% and 21% of questions, and Emma Haworth is the only admin.

AI · claude-opus-5-5 · 11 Oct 2026