Dunholm Precision / BB-Demo – Qbr
Callcompleted
Dunholm Precision: documents · 2025-04-28 11:15
QBR on 28 Apr 2025: usage is growing and a customer audit passed using a dashboard built on the brain. Ruth Ackroyd wants evidence of value ahead of the autumn renewal talk; the Growth term runs to 30 Nov 2025.
What was said
What this says
Current to 11 Oct 26QBR on 28 Apr 2025: usage is growing and a customer audit passed using a dashboard built on the brain. Ruth Ackroyd wants evidence of value ahead of the autumn renewal talk; the Growth term runs to 30 Nov 2025.
What happened: Daniel Okafor took Ruth Ackroyd and Nathan Booth through usage, value and next steps, then Tom Ashdown covered the contract. Usage is up, driven mostly by the quality group, with one heavy user.
Customer view: Ruth described a turbine part complaint traced within an hour, where it used to take a day's chasing. A customer audit passed on Nathan's traceability dashboard, though she will not be named as a reference yet.
Commercial: Tom stated Growth at £39,600 a year, term to 30 Nov 2025, and said there is no seat pressure. Ruth's condition for renewal is value shown with evidence.
Watch: Jas is the heaviest user, so there is key-person risk. The evidence does not show how the renewal went.
Themes
Current to 9 Oct 26Theme
Value proof before renewal
Importance
renewal
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Daniel Okafor to send the shared drive connector date by Friday.
- Daniel Okafor to run a short session for the new group with Jas the following week.
- Tom Ashdown and Daniel Okafor to return in the autumn on the renewal.
Risks
Current to 9 Oct 26- One user asks a large share of the questions, a key-person risk if he moves role or is away.
- Ruth Ackroyd will renew only on value shown with evidence, so the autumn conversation needs a value case.
- The orders export has changed layout once, which could break a source.
Opportunities
Current to 9 Oct 26- The shared drive connector is within what Dunholm has bought and holds inspection reports.
- A new group of six users from quality and customer service broadens use below the licensed seat count.
- Ruth may allow an unnamed reference after the next audit.
Transcript
Daniel Okafor NoneGood morning, everyone, and thank you for your time. Let me just check who's joined. Ruth, Nathan, and Tom is with me from our side.
Tom Ashdown NoneMorning all. How are we? Ruth, good bank holiday? Did you get away anywhere?
Ruth Ackroyd NoneNot really. Worked on the audit pack. What's changed since the last call, Daniel?- Daniel Okafor NoneQuite a bit, so let me take you through. I've got three things. What's happened with usage. What you've told me it's done for you. And what we do next. Then Tom has a few words on the contract.
- Daniel Okafor NoneUsage first. Since the start of the year it's gone from a couple of people dipping in to a proper working team. And importantly, it's up again since the check-in last month. Questions asked each week keep going up. Nathan, I think a good share of that is the quality group.
Nathan Booth NoneYeah, it's mostly them. And Jas, he's the heaviest user by a distance.- Daniel Okafor NoneHe is. Which is good, but I'd gently flag it. One person asking a large share of the questions is fine until he's on holiday or moves role. So it would be good to broaden it.
- Ruth Ackroyd NoneI know. We're adding the next group next week. Six of them, from quality and two from customer service.
- Daniel Okafor NoneLovely. Counts as headroom, too. You've forty licensed and you're still well short of that, so there's no commercial pressure from us at all.
- Tom Ashdown NoneNo drama on that front. We're not here to sell you seats you're not using.
- Ruth Ackroyd NoneGood. Because I wouldn't buy them.
- Tom Ashdown NoneHa. Noted.
- Daniel Okafor NoneLet's talk about value, which I know matters to you most. Ruth, last time you said Jas found a past root cause in an old ticket. Has there been anything since?
- Ruth Ackroyd NoneYes. Two things. One, we had a complaint come in on a turbine part. Within an hour we had the previous tickets on that part, the related orders, and the sales engineer's notes from the last call with that customer. Previously it was a day's chasing.
- Ruth Ackroyd NoneTwo, the audit. The customer's auditor asked for evidence of how we trace quality complaints back to orders. I showed them the dashboard. Nathan built it. They asked how long it took to produce. I said it's there every Monday.
- Nathan Booth NoneIt didn't fall over, which I was worried about.
- Ruth Ackroyd NoneIt didn't. Passed the audit.
- Tom Ashdown NoneBrilliant. That's a proper result, that. Can I use that, not by name, with anyone else in manufacturing?
- Ruth Ackroyd NoneNot by name. And not yet. Ask me again after the next audit.
- Tom Ashdown NoneFair enough. Leave it with me, I won't touch it.
- Daniel Okafor NoneOn the less good side, Nathan, I know the orders export has changed layout once. Anything else we should know about?
- Nathan Booth NoneThat's the main thing. And I'd like the shared drive connected at some point. We've got a lot of inspection reports that live in folders.
- Daniel Okafor NoneThat's within what you've bought. I'll ask our team to book it in. I'll come back to you with a date by Friday.
- Nathan Booth NoneThanks.
- Daniel Okafor NoneTom, did you want to say something on the contract?
- Tom Ashdown NoneJust briefly, and nothing to worry about. You're on Growth at £39,600 a year, and the term runs to 30 Nov 2025. I'm not here to talk about renewal today. It's months off. But I wanted you to hear from me that Daniel will come to you well ahead of it, and we'll sit down properly. Let's get something in the diary for the autumn.
- Ruth Ackroyd NoneFine. Same rules. Show me the value, with evidence.
- Tom Ashdown NoneWouldn't do it any other way.
- Daniel Okafor NoneSo, just to close the loop. I send the shared drive date by Friday. We run a short session for the new group next week with Jas. Ruth, you'll tell me how the audit follow-up goes. And Tom and I come back to you in the autumn on the renewal.
- Ruth Ackroyd NoneThat's right. Thank you.
- Daniel Okafor NoneThank you all. Best wishes, Daniel. Bye now.
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