Clonvara Insurance Services / BB-Demo – Renewal
Callcompleted
Clonvara Insurance Services: documents · 2026-09-28 12:15
Brendan Moran, COO, wants to renew Growth from 1 Nov 2026 but questions the value of forty licences against just under ten active users. He called the £55,000 open deal considerably above the £46,800 now paid and will sign only a final form.
What was said
What this says
Current to 11 Oct 26Brendan Moran, COO, wants to renew Growth from 1 Nov 2026 but questions the value of forty licences against just under ten active users. He called the £55,000 open deal considerably above the £46,800 now paid and will sign only a final form.
What happened: Lewis Kerr and Amara Obi walked Brendan Moran through the Growth renewal from 1 Nov 2026. The working target for agreed terms is 23 Oct 2026, which Brendan called a target, not a deadline.
Customer view: Brendan's main reservation is value. Amara put usage at just under ten active users against forty licensed, a little down on the previous quarter but steadier than the month before.
Commercial: Lewis said the open renewal deal is £55,000 in total, exclusive of VAT, and not a yearly price. Brendan set it against the £46,800 paid now and asked what is recurring, what is one-off and what a smaller scope would look like.
Watch: Brendan will not sign a draft and wants previous terms kept where the new document is silent. The evidence does not show whether the breakdown and reduced scope version were sent, or Brendan's response.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send the line-by-line breakdown and a reduced scope version, separating recurring from one-off charges.
- Amara Obi to send the usage picture and the plan for bringing in claims and compliance.
- Brendan Moran to review and give a view, ahead of the 23 Oct 2026 target for agreed terms.
Risks
Current to 9 Oct 26- Usage of just under ten active users against forty licensed weakens the case for the current Growth scope.
- The customer sees the £55,000 open renewal deal as hard to reconcile with lower usage and the £46,800 paid now.
- The 23 Oct 2026 target for agreed terms may slip, as Brendan would not promise a view before seeing the reduced version.
Opportunities
Current to 9 Oct 26- Bringing compliance and claims into the brain could strengthen the case for the current scope.
- A clear line-by-line split of recurring and one-off charges could rebuild trust in the number.
Transcript
Lewis Kerr NoneGood afternoon, Brendan. Amara's just joining, I think.
Amara Obi NoneI'm here, sorry, the previous call ran over. Good afternoon both.
Brendan Moran NoneGood afternoon. Shall we begin with the documents? I have the executed order form, and the written breakdown Lewis sent last week.- Lewis Kerr NoneThat's the same pair I have. To confirm what we're here to settle: you want to renew the Growth subscription, from 1 Nov 2026, and you'd like terms agreed in good time. The target we've been working to is 23 October 2026.
- Brendan Moran NoneThat is the target, yes. I would not call it a deadline. I do not rush decisions for anyone's quarter end.
- Lewis Kerr NoneUnderstood, and I wouldn't ask you to. It's simply the date that avoids a gap in service.
- Amara Obi NoneIf it helps, I'll add where usage stands, because it bears on the decision. We're averaging just under ten active users against forty licensed, and that's a little down on the previous quarter. It has steadied compared with where it was last month.
- Brendan Moran NoneNoted. That is my main reservation, as you know. The value of forty licences is not obvious to me at present.
- Lewis Kerr NoneWhich is why the breakdown I sent sets out the renewal against what's used. To put a number on it, the open renewal deal is £55,000 in total, exclusive of VAT. That's the total value of the deal, not a yearly price, and I'd want you to read the lines rather than take the headline from me.
- Brendan Moran NoneI did read the lines. May I be direct? That is considerably above the £46,800 we pay now. I find it difficult to reconcile with a team that is using the product less.
- Lewis Kerr NoneIt's a fair challenge. I'll be careful not to defend a number I can't walk you through. Give me the specific lines you'd like unpacked and I'll answer in writing today.
- Brendan Moran NoneI would like to know what is a recurring charge, and what, if anything, is one-off. And I would like to know what happens if we reduce the scope.
- Lewis Kerr NoneBoth reasonable. I'll separate recurring from one-off line by line, and I'll show a version at a smaller scope so you can compare like with like. I won't push an upgrade your usage doesn't support.
- Amara Obi NoneAnd from my side, I'd rather the renewal followed adoption than the other way round. I'm working with Siobhán and Aoife on getting compliance and claims into the brain. If that lands, the case for the current scope gets stronger. If it doesn't, then you should size it down.
- Brendan Moran NoneThat is a candid thing to say, Amara. Thank you.
- Amara Obi NoneI'd rather you trusted the numbers than felt sold to.
- Brendan Moran NoneLet me set out my position, so there is no confusion. One: I will not sign a draft. I will sign only the final form once it matches what we have discussed. Two: terms must stay within the contract framework we already have. Three: I would like the previous terms preserved wherever the new document is silent.
- Lewis Kerr NoneAll clear. I'll make the order form's terms explicit, so nothing is left to inference. And the service levels stay as they are for Growth unless the executed document says otherwise.
- Brendan Moran NoneThat is helpful. From a compliance point of view that is what matters most.
- Amara Obi NoneShall I put the next steps down so we all hear the same thing?
- Brendan Moran NonePlease.
- Amara Obi NoneLewis sends the line-by-line breakdown and a reduced scope version, today or tomorrow. I'll send the usage picture and the plan for bringing in claims and compliance. Brendan reviews and tells us where he stands before the middle of next week.
- Brendan Moran NoneI will try. I cannot promise a view before I have seen the reduced version.
- Lewis Kerr NoneThat's fine. Then the order of work is mine first. I'll send it over today.
- Brendan Moran NoneThank you both. Kind regards.
- Amara Obi NoneThanks, Brendan. Speak soon.