Dunholm Precision / B-Brain – Renewal
Callcompleted
Dunholm Precision: documents · 2026-09-17 16:00
Stuart Kenyon refused to pay more for something people use less. The CRM shows a £58,000 renewal deal against £51,000 on the order form, and he will sign only if Ruth is happy. Close is pencilled for 9 Nov 2026.
What was said
What this says
Current to 11 Oct 26Stuart Kenyon refused to pay more for something people use less. The CRM shows a £58,000 renewal deal against £51,000 on the order form, and he will sign only if Ruth is happy. Close is pencilled for 9 Nov 2026.
What happened: Renewal call on 17 Sep 2026 with Stuart and Karen Midgley, Financial Controller, who joins for the paperwork. Daniel Okafor said usage dipped over the last quarter and one high-priority ticket is open.
Customer view: Stuart said he will not pay more for something people use less. He will look at the renewal only if Ruth confirms it works, and Karen wants to understand any increase before budgeting.
Commercial: Tom Ashdown quoted £51,000 a year on the order form, matching invoices, and a CRM deal value of £58,000 that he would not confirm from memory. Close is pencilled for 9 Nov 2026, before the term ends on 30 Nov 2026.
Watch: Price is rising while use is falling, and no reason for the dip was given.
Themes
Current to 9 Oct 26Who was there
B-Brain
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send Karen then Stuart a one-page cover note and the order form with a line-by-line breakdown, aiming to close on 9 Nov 2026.
- Daniel Okafor to send the one-page value summary with Ruth's examples, plus the timeline for the high-priority ticket.
- Daniel to send the usage plan by the end of the following week.
Risks
Current to 9 Oct 26- Stuart will not sign if Ruth is not happy, and he objects to paying more while use falls.
- The £58,000 CRM deal value is unconfirmed and higher than the £51,000 on the order form, so Karen cannot budget yet.
- A high-priority ticket is open and the reason for the usage dip is not known.
Opportunities
Current to 9 Oct 26- A short usage plan to bring more teams onto the Growth licences could rebuild the value case before 30 Nov 2026.