Pentreath Cold Chain / BG-Demo – Renewal
Callcompleted
Pentreath Cold Chain · 13 Oct 2025 09:15
On 13 Oct 2025 Philip Annear and Bryony Searle discussed the renewal. Usage is eleven of fifty on Growth and Philip wants usage and savings evidence before he commits. Tom Ashdown described the same tier and terms.
What was said
What this says
As at Fri 9 Oct 2026On 13 Oct 2025 Philip Annear and Bryony Searle discussed the renewal. Usage is eleven of fifty on Growth and Philip wants usage and savings evidence before he commits. Tom Ashdown described the same tier and terms.
What happened: Daniel Okafor and Tom Ashdown met Philip Annear and Bryony Searle on 13 Oct 2025. Eleven people are active against fifty licensed on Growth, and Philip asked what it saves.
Customer view: Philip said he would rather see the number go up before the renewal than after. Bryony reported no overdue items and said a couple of account managers still use the old spreadsheets.
Commercial: The term runs to 27 Dec 2025 and the order form renewal date is 28 Dec 2025, at £48k. Tom described the same Growth tier and terms, to be confirmed in writing.
Watch: Philip declined to commit until he sees usage and savings. The evidence from this call does not show the outcome.
Themes
As at Fri 9 Oct 2026Theme
Renewal conditional on usage
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Daniel Okafor to send the usage trend and who is asking the questions.
- Daniel to come back with a date for the account manager session by the end of that week.
- Tom Ashdown to confirm the renewal terms in writing, in good time.
Risks
As at Fri 9 Oct 2026- Eleven active users against fifty licensed leaves Philip questioning what the Growth subscription is paying for.
- Some account managers still use old spreadsheets, and Philip will not wave the renewal through.
Opportunities
As at Fri 9 Oct 2026- A session with the less active account managers on their own clients could lift usage before the renewal.
- A trend by month and a spread of who asks questions could give Philip the value case he wants.
Transcript
Daniel OkaforGood morning, everyone, and thank you for making the time. Let me just check who has joined. Philip, I can see you, and Bryony, hello. Tom's here with me as well.
Philip AnnearMorning. Yes, we're both here.
Bryony SearleMorning. Can you hear me all right? I've got a new headset and I'm not sure about it.- Daniel OkaforClear as anything.
Tom AshdownMorning all. How's your week been so far, Philip? Or is it too early to ask on a Monday?- Philip AnnearThe usual. A chiller fault at one of the satellite depots and a rota that doesn't add up. Nothing unusual. Shall we get on? I'd like to start with usage, if that's all right. Who's using it?
- Daniel OkaforOf course, that's the right place to start. So you're licensed for fifty users on Growth, and day to day we're seeing around eleven people active in a typical month. That's a touch up on the previous quarter, nothing dramatic, but it's moving the right way.
- Philip AnnearEleven out of fifty.
- Daniel OkaforYes, I won't dress it up. It's a fair way below the licence. But those eleven are the account managers, and they're the people you bought it for. They use it to see each client's temperature excursion tickets, orders and contract reviews in one place, and that's where most of the questions come from.
- Philip AnnearAnd what does it save us? That's what I'll be asked.
- Daniel OkaforFair. I think the honest answer is time before client reviews. Before, someone would pull a ticket list from the helpdesk, orders from another system, and the contract notes from a folder, and stitch them together. Now they ask the brain. I'd rather the account managers told you that themselves than take my word for it.
- Tom AshdownAnd Philip, no drama, but if it'd help I can sit down with a couple of them and get something you can put in front of your board. Short and plain.
- Philip AnnearThat would be more use than a slide. Go on.
- Bryony SearleCan I come in on the invoicing side? Just so I know what to expect. Where are we with the contract dates?
- Daniel OkaforYes, good question, Bryony. The current term runs to 27 Dec 2025, and the renewal date on the order form is 28 Dec 2025. Annual recurring revenue on the order form is £47,500, and that matches what you've been invoiced.
- Bryony SearleRight. That matches what I have. No overdue anything on our side, I checked this morning.
- Philip AnnearGood. Because I'd like not to be surprised on that invoice. Send me the renewal in good time, please. I won't wave it through.
- Tom AshdownUnderstood, and I wouldn't ask you to. What I'd suggest is that we get the renewal paperwork across to you well before the end of the quarter, and Daniel and I walk you through it. We're looking at the same Growth tier, same terms as now. I'd want to confirm the exact paperwork before it goes, mind, but that's the shape.
- Philip AnnearSame tier, same money.
- Tom AshdownThat's my understanding, yes. Leave that with me and I'll confirm it in writing so there's no ambiguity.
- Philip AnnearPlease do.
- Daniel OkaforCan I take you through the support side as well, just to close the loop? You've had two tickets in the last month, and one of those was high priority. I wanted to check how that felt from your end.
- Bryony SearleI think that was one of the connector ones, wasn't it? The morning figures looked old for a day. It was sorted fairly quickly, I thought.
- Daniel OkaforThat's my recollection too. It was picked up inside the response time for your tier, and the data caught up on the next refresh. How is the team finding it otherwise? Is anyone grumbling?
- Bryony SearleNot grumbling. Most of the account managers say it's handy. A couple of them still go back to the old spreadsheets, but that's habit.
- Philip AnnearHabit costs money, though. If they're still on spreadsheets, what are we paying for?
- Daniel OkaforI understand that, Philip, and I won't argue with it. What I'd propose is that I run a short session with the account managers who aren't using it much yet. Not features, just their own clients, on their own data. I'll come back to you by the end of the week with a date.
- Philip AnnearThat's fine. I'd rather see the number go up before the renewal than after.
- Tom AshdownWhich is fair. And we'd be happy to show you the trend, Philip, month by month, so you're not relying on a single figure.
- Philip AnnearYes. And who's asking the questions? If it's two people doing everything, I want to know.
- Daniel OkaforI'll include that. It's a good point, because a spread across the team is healthier than a couple of keen people. I don't want to guess at it from memory, so I'll pull it properly and send it over.
- Philip AnnearRight. Anything else on your side?
- Tom AshdownOnly that we'd like to keep going with you, obviously. Nothing more than that. If there's anything about the contract you want to change, now's the time to say, rather than in December.
- Philip AnnearNot at the moment. Let me see the usage and the savings first. Then I'll tell you.
- Bryony SearleFrom my side, if the renewal invoice goes out the same way as last time, to me and to Philip, that's fine. I just want the purchase order matched properly.
- Daniel OkaforNoted, Bryony. We'll keep it going to both of you.
- Daniel OkaforSo just to close the loop. I'll send the usage trend and who is asking the questions, and I'll come back to you with a date for the session with the account managers. Tom will put the renewal in writing, in good time.
- Philip AnnearGood. Thank you, both.
- Tom AshdownCheers, all. Speak soon.
- Bryony SearleThanks. Bye for now.
- Daniel OkaforThank you again for your time. Best wishes, goodbye.
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