Grisedale Search & Selection / BB-Demo – Renewal
Callcompleted
Grisedale Search & Selection: documents · 2026-04-02 13:30
Grisedale's renewal call. Usage is up and Lauren Pilkington values it, but Stuart Haworth called the £48k Growth renewal "double" the current £24k and wants a one-page offer and a discount conversation.
What was said
What this says
Current to 12 Oct 26Grisedale's renewal call. Usage is up and Lauren Pilkington values it, but Stuart Haworth called the £48k Growth renewal "double" the current £24k and wants a one-page offer and a discount conversation.
What happened: Priya Raman proposed a Growth renewal against a Starter term that runs to 30 Apr 2026, aiming for agreement by 27 Apr 2026. Marcus Bell showed usage: active users up, spread across several people rather than one.
Customer view: Lauren said the brain already saves hours before client calls and has stopped two awkward chases. Stuart accepted the value but reacted to the price and said he never signs without a discount conversation.
Commercial: the Growth renewal is £48k against £24k now. Priya tied a look at first-year terms to agreement by 27 Apr 2026. Stuart asked for a one-page summary and said "keep talking", not yes.
Watch: Lauren is the only person who knows how it is wired, so she is a key-person risk. Marcus offered a 30-minute planning session with her to decide which teams come on first.
Themes
Current to 9 Oct 26Theme
Starter to Growth renewal
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- Priya Raman sends Stuart Haworth a one-page Growth renewal summary with figure, date and inclusions, within a day of the call.
- Marcus Bell books 30 minutes with Lauren Pilkington to plan which teams and sources come on first.
- Priya Raman reviews first-year terms if the renewal is agreed by 27 Apr 2026.
Risks
Current to 9 Oct 26- Stuart Haworth sees the Growth renewal as double the current price and expects a discount conversation.
- Lauren Pilkington is the only person who knows how the brain is wired, a key-person risk for a wider rollout.
- The Starter term ends 30 Apr 2026, so there is little time if agreement slips past 27 Apr 2026.
Opportunities
Current to 9 Oct 26- Other consultants keep asking Lauren for access, which supports a move from Starter to Growth.
- Two avoided client missteps give a concrete value case for the fee income per head Stuart cares about.
Transcript
Priya Raman NoneHello, hello. Can everyone hear me okay? I've got Marcus here with me as well.
Stuart Haworth NoneLoud and clear. Did you see the match last night? Absolute shambles in midfield. I'm still annoyed.
Lauren Pilkington NoneStu, please, not before we've even started. Hi both. Sorry, Stu's been on about it all morning.
Marcus Bell NoneHa, no worries. Afternoon, both. I'll be honest, I stopped watching a while back, it's better for my blood pressure.- Stuart Haworth NoneWise man. Right. Give me the headline, what are we here for?
- Priya Raman NoneHappy to. So, quick recap of where we are, and the date that matters. Your Starter term runs to 30 Apr 2026, so we're here to get the renewal sorted well ahead of that, and to keep momentum. The aim is to have it agreed by 27 April 2026 if we can.
- Stuart Haworth NoneOkay. And is it just the same again, or are you going to try and sell me something?
- Priya Raman NoneA bit of both, honestly. Marcus has the usage, and I think it tells a story. Marcus, do you want to share your screen?
- Marcus Bell NoneYep, sharing now. Can you see it? Right. I've pulled the numbers, and I just want to cover three things: who's using the brain, what they're asking it, and what that means for the next twelve months.
- Lauren Pilkington NoneYeah, we can see it. It's quite small though. Can you zoom in a touch?
- Marcus Bell NoneIs that better? Good. So the headline is that the number of people active in a typical month is just under four on average, and that's up by about a quarter compared with the previous quarter.
- Stuart Haworth NoneFour? We've got fifteen seats. That's not a lot of people.
- Lauren Pilkington NoneIt's four people using it every day though, Stu. Properly using it. And it's the four who do the most client calls. That's the point.
- Marcus Bell NoneThat's right, and it's the direction that matters more than the level. It's gone up, not down, and it's the consultants and Lauren doing the asking, not just one person. So it's not hanging on a single user.
- Stuart Haworth NoneOkay. What's in it for the consultants, though? That's what I care about. Fee income per head.
- Lauren Pilkington NoneCan I take that one? Quick one. Before a consultant rings a client, they can see the open roles, the last few emails and whether that client has complained about anything. That used to be three inboxes and a spreadsheet. That'd save us hours, and it already does.
- Stuart Haworth NoneRight. And has it actually stopped us putting our foot in it with a client?
- Lauren Pilkington NoneTwice that I know of. One consultant was about to chase a client who'd raised a complaint the week before. She saw it on the page first. I'm not going to say who.
- Stuart Haworth NoneGood. Fine. I like that. So what's the catch?
- Priya Raman NoneNo catch, Stuart, I promise. The thing is, the other consultants keep asking Lauren for access, and under Starter you've got fifteen licensed users and a cap on connectors. You're not at the ceiling yet, but you're heading toward it, and if you want the whole floor on it, that's where Growth comes in.
- Stuart Haworth NoneAnd there it is. What's that cost?
- Priya Raman NoneSo you're at £24,000 now. The Growth renewal in the proposal comes to £48,500.
- Stuart Haworth NoneWhoa. That's double.
- Priya Raman NoneIt is a step up, yes, I won't pretend otherwise. But it's several teams rather than one, more seats, more connectors, the dashboards builder and a proper quarterly review with Marcus.
- Stuart Haworth NoneMm. I never sign without a discount conversation, you know that. Priya, you know that.
- Priya Raman NoneI do, and I'm happy to make this easy. If we can get it over the line by 27 April 2026, I can take a proper look at the terms for the first year. I'd want to do that with a date attached, so it's not hanging open.
- Stuart Haworth NoneLook at that, she's good. Okay. I'm not saying yes. I'm saying keep talking.
- Marcus Bell NoneCan I add something on the practical side? I don't want to get into the price, that's Priya's side. But I'd hate for you to buy a bigger tier and not use it. So I'd like to be clear about what the extra gets you in the first few months.
- Lauren Pilkington NoneYes please. Because honestly my worry is the bit where I have to set up everyone else. I'm the only one who really knows how it's wired.
- Marcus Bell NoneThat's fair, and it's a good thing to say out loud. What I'd suggest is we sit down, just you and me, and make a list of which teams come on first and which sources they need. Happy to jump on a call, shall we book 30 minutes next week?
- Lauren Pilkington NoneYes. Please. Ta.
- Stuart Haworth NoneHang on, one more thing. Tickets. Has it been a pain? I don't want to hear it's been a pain.
- Marcus Bell NoneQuite the opposite. There's been one ticket in the last month, and it was one we flagged as higher priority, it got dealt with. I can send you the detail, but nothing that's been hanging around.
- Lauren Pilkington NoneThat was the one where the overnight refresh was late, wasn't it? It came right by lunchtime and nobody even noticed.
- Marcus Bell NoneThat sounds like the one, yes. I'll double check and put it in the summary.
- Stuart Haworth NoneOkay. Right. Here's where I am. Lauren says it's saving time, the consultants like it, the number's bigger than I'd like. Priya, send me something short. One page. I'm not reading an essay.
- Priya Raman NoneOne page, Growth renewal, the figure, the date, and what's included. You'll have it today or first thing tomorrow.
- Stuart Haworth NoneAnd you won't forget what we said about the discount.
- Priya Raman NoneI won't. And you won't either, I know.
- Stuart Haworth NoneNever do. Right, I've got a client at two. Cheers, all.
- Lauren Pilkington NoneThanks both. Marcus, I'll look out for your invite. Bye.
- Marcus Bell NoneThanks, Lauren. Thanks, Stuart. Speak soon.
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