Kingdon Diagnostics / BB-Demo – Renewal
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Kingdon Diagnostics: documents · 2025-10-17 09:00
Kingdon's CFO called Enterprise still the direction but wants a business case before committing. The Enterprise deal is £119k in total against £51k a year on Growth. Adoption is about eight of forty users, with no recent tickets.
What was said
What this says
Current to 11 Oct 26Kingdon's CFO called Enterprise still the direction but wants a business case before committing. The Enterprise deal is £119k in total against £51k a year on Growth. Adoption is about eight of forty users, with no recent tickets.
What happened: Amara Obi, newly in post as Customer Success Manager, joined Lewis Kerr to confirm what Kingdon wants for the term ending 5 Jan 2026. Lewis said the open deal in the system is Enterprise at £119k, a total deal value and not an annual price.
Customer view: Graeme Charlton asked for the return, not the price, to take to the board. He said Enterprise is still the direction but he will not commit without a business case, and Kirsty Robson needs the breakdown to test it against budget.
Commercial: Growth renewed as it is remains an option, at £51k annual per the order form. The expected close is Monday 22 Dec 2025, which Lewis called a planning date, not a deadline.
Watch: Eight active of forty licensed is headroom or weak adoption, depending on the case made. The evidence does not show the annual split of the Enterprise figure.
Themes
Current to 9 Oct 26Theme
Growth or Enterprise 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- Lewis Kerr to send the breakdown with one-off and recurring lines separated, co-termed to the renewal, on the day of the call.
- Amara Obi to send a one-page usage summary including who is asking the questions.
- Graeme Charlton to give a steer on Growth versus Enterprise after the board and Kirsty Robson's budget check.
Risks
Current to 9 Oct 26- The CFO will not commit to Enterprise without a business case, and budget fit is unconfirmed.
- Only about eight of forty licensed users are active, which makes the return harder to argue.
Opportunities
Current to 9 Oct 26- Enterprise across the twelve sites remains the customer's stated direction.
- Finance team users and wider access could use the unused licences before any upgrade.
Transcript
Amara Obi NoneMorning, everyone. Can you hear me alright?
Graeme Charlton NoneMorning. Yes, loud and clear.
Kirsty Robson NoneMorning. Sorry, give me a second, my camera's being stubborn. There. Is that better?
Lewis Kerr NoneMorning Graeme, morning Kirsty. Lewis here, and I've got Amara with me. Amara's looking after the account day to day now.- Amara Obi NoneHi both. Let me introduce myself properly. I'm Amara Obi, Customer Success Manager. I only joined BB-Demo this month, so I'm still getting to know Kingdon, and I'd rather say that than pretend I've been here all year. Lewis has the history. What I can bring is the numbers.
- Graeme Charlton NoneUnderstood. Welcome. What's changed since we last spoke, Lewis?
- Lewis Kerr NoneMainly the calendar, Graeme. The current term runs to 5 Jan 2026, and the renewal date on our side is 6 Jan 2026. So we're a little under three months out, which is where I like to be. I wanted to confirm what you'd like to buy and by when, so nothing surprises either of us.
- Graeme Charlton NoneGood. Let's keep it simple. Are we talking about a straight renewal, or the Enterprise conversation we had?
- Lewis Kerr NoneBoth are on the table, and it's your decision which. At the moment the open deal in our system is the Enterprise one. I'd rather you see the numbers behind it before anyone commits.
- Kirsty Robson NoneCan I ask what the number is? Just so I'm not guessing in the budget pack.
- Lewis Kerr NoneOf course. To put a number on it, the Enterprise deal as it stands is £119,000. I want to be careful here, because that's the total value of the deal, not an annual price. It's the whole piece, so please don't read it as a yearly figure. I'll send the breakdown today, with the VAT position shown line by line.
- Kirsty Robson NoneRight. And for comparison, what we pay now is the £50,800 a year on Growth?
- Lewis Kerr NoneYes, £50,800 annual, that's what's on the order form and what you've been invoiced. I won't quote the annual split on Enterprise from memory, Kirsty. I'd rather give you the paper.
- Kirsty Robson NoneFair enough. That's helpful, thank you.
- Graeme Charlton NoneWhat's the return? That's what I need to be able to say to the board. Not the price, the return.
- Amara Obi NoneYes. Here's what the numbers say. I'll share my screen. Can you see the usage chart?
- Graeme Charlton NoneNot yet. Ah, there it is.
- Amara Obi NoneOkay. You've got forty licensed users. Over the last thirty days you've had about eight active on average, and that's up on the previous quarter. Questions asked to the brain are up too. So it's not a flat line, it's moving the right way.
- Graeme Charlton NoneEight out of forty. That's not many.
- Amara Obi NoneIt's a fair point, and I'd rather be straight about it. Eight of forty is headroom as much as anything else. The people who are using it are using it more. Who else should have access is the question I'd put to you.
- Kirsty Robson NoneIt's mostly the contract managers, as you'd expect. They look at each trust's referrals, the reporting turnaround tickets and the invoices side by side. That was the whole point of buying it.
- Graeme Charlton NoneAnd the rest of the finance team don't touch it yet?
- Kirsty Robson NoneA couple of us dip in. I'd be honest and say I should use it more. It's the sort of thing I forget about until someone asks me a question I can't answer from the ledger.
- Amara Obi NoneThat's exactly the use. I can set up a short session for finance, nothing heavy, if that would help.
- Kirsty Robson NoneYes, please. Mm. Perhaps after the budget round, though, we're a bit squeezed.
- Lewis Kerr NoneCan I come back to the tier for a moment? I don't push an upgrade the usage doesn't support, so I'd like to be clear about why Enterprise came up.
- Graeme Charlton NoneGo on.
- Lewis Kerr NoneFrom what you told us earlier, the interest was in taking it across more of the business, across the twelve sites, rather than just the contract managers. Enterprise is the company-wide tier. It brings single sign-on, an executive sponsor, and it's built for regulated buyers. If that's still the plan, it fits. If it isn't, Growth renewed as it is remains a perfectly sensible answer.
- Graeme Charlton NoneIt's still the direction. But I won't commit without a business case, you know that. Is that within budget, Kirsty?
- Kirsty Robson NoneI don't know yet. I need the breakdown, and I need to see it against what we've pencilled for next year. If the total is what Lewis says, and part of it is one-off, it might sit better than it first looks.
- Lewis Kerr NoneThat's the point of sending it split out. What's one-off and what recurs will be separate lines.
- Graeme Charlton NoneGood. Anything on the service side I should know? Any problems?
- Amara Obi NoneQuiet, which is good. No tickets in the last thirty days, nothing high priority, and nothing overdue on invoices either.
- Kirsty Robson NoneWe pay on time. NHS payment timeliness is a thing for us, so we're quite strict about our own.
- Graeme Charlton NoneQuite. Suppliers who keep their word, we keep ours.
- Lewis Kerr NoneAppreciated. And that's noted on our side.
- Graeme Charlton NoneWhat's the timing? If we say yes, when does it need to be signed?
- Lewis Kerr NoneWe've pencilled Monday 22 December 2025 as the expected close. That leaves you a couple of weeks of slack before the term ends on 5 Jan 2026. But it's a planning date, not a deadline. If the board needs longer, tell me.
- Graeme Charlton NoneThe board meets before then. I'll know if I can take it. Kirsty, can you get what you need to me by the end of next week?
- Kirsty Robson NoneShould be able to, if the breakdown arrives today.
- Lewis Kerr NoneIt will. I'll send that over today. And I'll make sure it's co-termed to your renewal, so there's no gap or overlap in the dates.
- Amara Obi NoneAnd from me, I'll send the usage summary after this call, the same chart you've just seen, plus a note on who's asking the questions. That should give Graeme something for the business case.
- Graeme Charlton NonePlease. Keep it to one page.
- Amara Obi NoneOne page. Understood.
- Kirsty Robson NoneIs there anything else you need from us?
- Lewis Kerr NoneJust a steer on Growth versus Enterprise when you've had a look. Either way I'd rather hear it from you than guess.
- Graeme Charlton NoneYou'll hear. Thank you both. Thank you, Amara, for being straight with us.
- Amara Obi NoneThanks, Graeme. Speak soon, everyone.
- Kirsty Robson NoneBye all.
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