Kingdon Diagnostics / BB-Demo – Renewal
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Kingdon Diagnostics: documents · 2025-12-01 15:00
Graeme Charlton asked BB-Demo to price a move from Growth to Enterprise at the 6 Jan 2026 renewal. The deal total quoted is £119k, not an annual price. Kirsty Robson wants a one-off and recurring split.
What was said
What this says
Current to 11 Oct 26Graeme Charlton asked BB-Demo to price a move from Growth to Enterprise at the 6 Jan 2026 renewal. The deal total quoted is £119k, not an annual price. Kirsty Robson wants a one-off and recurring split.
What happened: Lewis Kerr confirmed Growth at £51k a year with 40 licensed users, term to 5 Jan 2026. Graeme said the Enterprise move was requested. Expected close is 22 Dec 2025.
Customer view: Graeme said the trusts ask about where data sits, and that is most of the reason for Enterprise. Kirsty said she can now answer why a payment is held in minutes rather than a day.
Commercial: Lewis said £119k is the total value of the deal, not the annual subscription, and the annual figure will follow in writing. Kirsty needs the split for approvals and will check quarterly payment with her cash team.
Watch: Lewis said Growth renews at the current figure if they stay. Graeme is taking paper to the board the week before close.
Themes
Current to 9 Oct 26Theme
Enterprise upgrade at renewal
Importance
upsell
Sentiment
positive
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 split quote, Enterprise terms and one-page summary today.
- Kirsty Robson to send her two-line case this week and the quarterly payment question by Friday.
- Amara Obi to book the January session and the next QBR.
Risks
Current to 9 Oct 26- The deal total could be read as an annual price unless the split is sent in writing.
- Board approval is still needed and the contract ends on 5 Jan 2026.
Opportunities
Current to 9 Oct 26- Enterprise adds SSO, SCIM, an executive sponsor and security review support that the trusts' questions make relevant.
- Site operations leads could extend use, with a January session offered after the renewal.
Transcript
Amara Obi NoneHello, can everyone hear me alright? I can see Graeme, waiting on Kirsty and Lewis.
Graeme Charlton NoneLoud and clear. Afternoon, Amara.
Lewis Kerr NoneAfternoon all. Sorry, I'm here, I was stuck on mute.
Kirsty Robson NoneHi, sorry, just joining. Was finishing a month-end query. Afternoon.- Amara Obi NoneNo problem at all. Right, first of December already. Newcastle looking festive, Graeme?
- Graeme Charlton NoneCold and dark by four. The usual. Let's keep it simple, though. What's changed since we last spoke?
- Amara Obi NoneGood question, and it's a good place to start. For Kirsty's benefit, I'm Amara, I look after Kingdon on the customer success side. I only took this over recently, so I've leant on the history and on Lewis. What good looks like for you this quarter is what I'd like to hear, but let me give you the numbers first.
- Amara Obi NoneHere's what the numbers say. Active users are up by about a fifth against the previous quarter, so it's moving the right way. Three tickets in the last month, none of them high priority, and nothing overdue on the invoice side.
- Graeme Charlton NoneGood. Three tickets, what were they?
- Amara Obi NoneMostly how-to. Someone wanting to see referrals by trust in a single view, which is exactly the thing you bought it for. All closed.
- Kirsty Robson NoneThat was probably my team. We've been pulling the reporting-turnaround tickets next to the invoices, and it's saved us a fair bit of reconciling.
- Graeme Charlton NoneRight. Which is the return, really. Fewer people chasing spreadsheets. Lewis, where are we on paper?
- Lewis Kerr NoneThanks, Graeme. So to confirm what we're doing and by when. You're on Growth today, fifty thousand eight hundred pounds a year contracted, forty licensed users. The contract runs to 5 Jan 2026 and the renewal date is 6 Jan 2026. You've asked us to price the move to Enterprise at that renewal.
- Graeme Charlton NoneCorrect. And the number on the quote?
- Lewis Kerr NoneTo put a number on it, the deal total is £119,000. I want to be clear that's the total value of the deal, not a yearly price. It's not the annual subscription. I'll set the annual figure out separately in writing so nobody has to infer it. All exclusive of VAT.
- Graeme Charlton NoneUnderstood. Is that within budget, Kirsty?
- Kirsty Robson NoneI think so, but I'd want to see it split into the one-off and the recurring bit. That's how it goes through our approvals. Otherwise it looks like one big number and people panic.
- Lewis Kerr NoneThat's fair, and that's how I'll send it. One-off implementation on one line, annual subscription on another, co-termed to your renewal so you've a single date to manage.
- Kirsty Robson NoneAnd payment terms. Same as now?
- Lewis Kerr NoneAnnual in advance, thirty-day terms. If you'd rather go quarterly, we can do that on request. It's your call.
- Graeme Charlton NoneQuarterly might suit the NHS payment cycle better, to be honest. Kirsty, can you look at that?
- Kirsty Robson NoneYes, I'll check with our cash team and come back to Lewis.
- Graeme Charlton NoneWhat does Enterprise actually give us that Growth doesn't? Remind me. I signed it a while back and I'd like the short version.
- Amara Obi NoneShort version. Single sign-on and user provisioning, so people come in through your own login and leavers drop off automatically. An executive sponsor on our side. Room for far more users and connectors than you have today. And the security review support through implementation, which matters with trusts asking questions about where data sits.
- Graeme Charlton NoneThe trusts do ask. That's most of it, honestly.
- Lewis Kerr NoneAnd I should say, Graeme, I wouldn't push you onto it if the usage didn't support the reason. Growth renews perfectly well at the current figure if you decided to stay. The question is whether the control and the sign-in arrangements are worth it to you.
- Graeme Charlton NoneI appreciate that. Let's keep it simple. What's the return? If I take this to the board I need one sentence.
- Amara Obi NoneMy one sentence would be: your contract managers see each trust's referrals, turnaround problems and invoices in one place, and use has grown by about a fifth this quarter. The Enterprise step is about security and scale, not about a different product.
- Kirsty Robson NoneCan I add something? When the trust asks us why a payment is held, I can now answer in minutes rather than a day. That's the sort of thing I'd put in the case.
- Graeme Charlton NoneGood. Put that in writing, Kirsty. Two lines, not a page.
- Kirsty Robson NoneWill do. This week.
- Amara Obi NoneOne thing from me. Who else should have access? Forty licences and only around eight people active in a month isn't a bad base, but there's plenty of room. The contract managers I'd expect, but maybe the site operations leads as well?
- Graeme Charlton NoneHm. Operations might. I'd have to ask. I don't want to flood people before we know it's useful.
- Amara Obi NoneFair enough. I could run a short session for a few of them in January, after the renewal. No pressure.
- Graeme Charlton NoneDo that. Now, dates. Lewis, you've got a close in the system.
- Lewis Kerr NoneYes, expected close is 22 Dec 2025. That gives us time to get the order form signed before the contract ends on 5 Jan 2026 with no gap over the holiday.
- Graeme Charlton NoneThat works. I'll be at the board the week before. Get me the paper by end of next week and I'll take it through.
- Lewis Kerr NoneI'll send that over today: the split quote, the Enterprise terms and a one-page summary. Kirsty, you'll have the quarterly question to me by Friday?
- Kirsty Robson NoneFriday, yes.
- Amara Obi NoneAnd I'll put the January session and the next QBR in the diary. Thanks, everyone. Speak soon.
- Graeme Charlton NoneThank you. Good call. Cheers.
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