Lindqvarn Retail / BB-Demo – Renewal
Callcompleted
Lindqvarn Retail: documents · 2026-04-20 13:45
On the 20 Apr 2026 renewal call, CFO Mats Eklund asked for a lower amount on the £113,500 deal and was told discounts end after a first term. He will not agree on the call and wants a one-page comparison of cost and return.
What was said
What this says
Current to 11 Oct 26On the 20 Apr 2026 renewal call, CFO Mats Eklund asked for a lower amount on the £113,500 deal and was told discounts end after a first term. He will not agree on the call and wants a one-page comparison of cost and return.
What happened: Amara Obi introduced herself as the new customer success manager on the 20 Apr 2026 renewal call. Mats Eklund, the CFO, set the agenda as the renewal terms.
Customer view: Mats asked what the return is and whether the amount can be lower. Tom Ashdown said discounts apply to a first term only, and Mats said he does not agree on this call.
Commercial: Tom put the deal at £113,500, in negotiation, aiming for signature by 6 May 2026. Karin Sjöberg cautioned against cutting scope while the stores are only starting.
Watch: Mats wants one page showing what he pays now, what he pays at renewal and what he gets. Active users dipped, and Amara will recheck at the end of next month.
Themes
Current to 9 Oct 26Theme
Renewal price and value
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown and Amara Obi send Mats Eklund one page comparing current cost, renewal cost and what each delivers.
- Amara Obi rechecks the user dip at the end of next month and reports back.
- Tom Ashdown aims for signature by 6 May 2026.
Risks
Current to 9 Oct 26- The CFO asked for a lower amount and no first-term discount is available, so the Enterprise renewal price is contested.
- Active users dipped and a new customer success manager has just taken the account.
- The CFO may push to trim scope, which Karin Sjöberg opposes.
Opportunities
Current to 9 Oct 26- Karin Sjöberg wants to deepen store usage, which supports keeping the full scope.
- A single usage and commercial page lets Amara Obi and Tom Ashdown make the value case on the CFO's terms.
Transcript
Amara Obi NoneHello, everyone. Good afternoon. Before we start, let me introduce myself properly, as some of you haven't met me. I'm Amara, I've picked up customer success for Lindqvarn.
Karin Sjöberg NoneGood afternoon, Amara. Welcome. How are you? We have had a few changes in contacts, I think.- Amara Obi NoneYou have, and I won't pretend otherwise. I'm new to the account, so I've read everything I can, and I'd rather you tell me where I've got it wrong. So, what does good look like for you this quarter?
- Karin Sjöberg NoneThank you for saying it directly. For us, good is the stores using it, and the renewal going smoothly. Not many surprises.
Tom Ashdown NoneAfternoon, all. Sorry, caught on another call. How's everyone's week? Mats, you well?
Mats Eklund NoneGood afternoon. I confirm the agenda. It is the renewal terms.- Amara Obi NoneRight. Here's what the numbers say. Active users in a typical month dipped a little against last month, still up on the previous quarter. You have one hundred and sixty licences. I want to flag the dip rather than skip it. Karin, do you know of anything that changed, a team on leave, a store reorganisation?
- Karin Sjöberg NoneYes, perhaps. Two stores were refitted, and the managers were busy. Also the spring campaign. I think it is seasonal, but let us watch it together.
- Amara Obi NoneThat's helpful, thanks. I'll check it again at the end of next month and tell you straight if it's not recovering.
- Mats Eklund NoneA dip, and three tickets, one high priority. What is the return?
- Amara Obi NoneFair question on both. The tickets first. Three in the last month, one high priority, and all handled inside your Enterprise response time. They were routine, not a pattern. On return, I'd point to the question counts. They're well above where you were a year ago, and they're spread across teams.
- Mats Eklund NoneSpread across teams. And next year?
- Amara Obi NoneHeadroom. You're not near your licences, and the connectors are loading every morning. My priority is getting the store side deeper, which is Karin's aim too.
- Tom Ashdown NoneIf I can come in on the commercial side. Mats, I sent the proposal breakdown last month. The deal is at £113,500, in negotiation, and I'm aiming to get it signed by 6 May 2026.
- Mats Eklund NoneI have read it. I have a request. Can the amount be lower?
- Tom Ashdown NoneStraight answer, and I'm sorry if it's not the one you want. Discounts we offer apply to a first term only, and you're past that. So I can't take it down on that basis. What I can do is look at whether anything in the scope is more than you need.
- Mats Eklund NoneI understand. I will think about it. I do not agree on this call.
- Karin Sjöberg NoneMats, may I say something. I would be worried to reduce the scope now, when the stores are only starting. Let us think about it together. But I understand the budget.
- Mats Eklund NoneThen give me a clear comparison. What I pay now, what I pay at renewal, and what I get for each. Numbers first.
- Amara Obi NoneI can put the usage and value side of that together, so you've got it on one page. Tom, would you add the commercial side, so it's a single document?
- Tom Ashdown NoneYes, no drama. Leave that with me and Amara. We'll send one page, not two.
Annika Lund NoneFrom payables, I just need the same as before. The purchase order and the thirty day terms. I will send the reference once the renewal is agreed.- Amara Obi NoneNoted, thanks, Annika. Let's get the next review in the diary too, so it's not left to chance. I'll send options this week.
- Amara Obi NoneSo, to summarise. One page from Tom and me on the comparison. I watch the usage dip and report back. Mats reviews against the plan. We aim for signing by 6 May 2026. Anything I've missed?
- Karin Sjöberg NoneNo, that is clear. Thank you, Amara. Vänliga hälsningar.
- Mats Eklund NoneThank you. Goodbye.
- Tom Ashdown NoneCheers all.
- Amara Obi NoneThanks, everyone. Best wishes.
Callsmade from