Kingdon Diagnostics / BG-Demo – Renewal
Callcompleted
Kingdon Diagnostics · 21 Oct 2025 10:00
Graeme Charlton wants a like-for-like Growth renewal with Enterprise laid out beside it, and proof of return. Lewis Kerr said usage does not yet support Enterprise; contracted and invoiced annual figures agree at £51k.
What was said
What this says
As at Fri 9 Oct 2026Graeme Charlton wants a like-for-like Growth renewal with Enterprise laid out beside it, and proof of return. Lewis Kerr said usage does not yet support Enterprise; contracted and invoiced annual figures agree at £51k.
What happened: Marcus Bell and Lewis Kerr reviewed usage and the renewal with Graeme Charlton and Kirsty Robson. Average active users were just under eight against 40 licensed on Growth, up a bit on the previous quarter.
Customer view: Graeme asked what the return is on forty seats and eight people. Kirsty said the month-end view saved a couple of days of chasing, but it is not written down.
Commercial: Lewis said the £119k on the system is the total value of the Enterprise option over the term with implementation included, not an annual price. Contracted and invoiced agree at £51k a year, exclusive of VAT.
Watch: Graeme needs a board case, and nobody has asked for single sign-on yet. The expected close on the record is 22 Dec 2025; the evidence does not show the outcome.
Themes
As at Fri 9 Oct 2026Theme
Growth renewal and return
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- Lewis Kerr to send the Growth renewal, co-termed, with Enterprise alongside and VAT stated, on the day of the call.
- Marcus Bell to send usage by team in the next few days and book half an hour with Kirsty Robson on the benefits note.
- Kirsty Robson to ask Ryan whether anyone has asked for single sign-on and to draft a benefits note.
Risks
As at Fri 9 Oct 2026- Only just under eight of 40 licensed users are active, and the value of the subscription is not documented.
- Graeme needs a return case for the board, and the days saved are not formally written down.
- Only a handful of people use the reporting-turnaround side, so adoption gaps remain.
Opportunities
As at Fri 9 Oct 2026- Enterprise could be laid out beside the Growth renewal if the trusts or the security team ask for single sign-on.
- A usage breakdown by team could show which contract managers to onboard.
Transcript
Lewis KerrMorning, everyone. Can you all hear me alright?
Graeme CharltonMorning, Lewis. Yes, clear. Kirsty's just coming in.
Kirsty RobsonSorry, sorry, the link wouldn't load first time. Morning all.
Marcus BellNo problem at all. Morning, Kirsty. Morning, Graeme. How's the week going up there?- Graeme CharltonBusy. Contract round with a couple of the trusts, so a lot of paper. Right. What's changed since we last spoke?
- Lewis KerrFair question. Before I answer it, can I just confirm what you'd like to come out of today with? Is it renewing Growth as it stands, or are you also wanting to look at Enterprise, and by when do you need to know?
- Graeme CharltonLet's keep it simple. Renewal is early January. I want to know what we'd be paying, what we'd get, and what the return is. Enterprise only if it earns its place.
- Lewis KerrUnderstood. Your contract runs to 5 Jan 2026, and the renewal date on our side is 6 Jan 2026. Marcus, do you want to show where usage is first? I'd rather the numbers lead.
- Marcus BellHappy to. I'll share my screen and say what I want to cover: usage over the last quarter, who's asking the questions, and where there's room. Can you see that okay?
- Kirsty RobsonYes, I can see it.
- Marcus BellGreat. So I've pulled the numbers. You're licensed for 40 users on Growth. Over the last month the average number of people active is just under eight. That's up a bit on the previous quarter, so it's moving the right way.
- Graeme CharltonForty seats, eight people. What's the return?
- Marcus BellYeah, I'd expected that one, and it's fair. The value isn't in the headcount, it's in what those eight do with it. Kirsty, you're one of them, so feel free to jump in.
- Kirsty RobsonMm. For finance it's mostly the month-end view. I can see each trust's referrals, the invoices raised and anything sitting unpaid in one place, instead of going between three systems. It's saved a couple of days of chasing, honestly.
- Graeme CharltonIs that written down anywhere? Days saved?
- Kirsty RobsonNot formally. I could put something together, though. I'd need to ask the contract managers how they'd put it.
- Marcus BellThat would help us as well. If it's useful I can break usage down by team, so you can see which of the twelve sites' contract managers are in there and which aren't.
- Graeme CharltonDo that. Where's the gap, then? Who's not using it?
- Marcus BellMostly the reporting-turnaround side. The tickets and the turnaround times are in the brain, but only a handful of people go looking. That's the headroom, really. Not an upgrade question, more an adoption one.
- Lewis KerrAnd that's a point I want to be straight about. I won't push Enterprise because the usage doesn't support it yet. To put a number on it, on the system there's a renewal deal that shows £119,000. That is the total value of the Enterprise option over the term, with the one-off implementation fee included. It is not an annual price.
- Graeme CharltonRight. Thank you for saying that. So what is the annual figure today?
- Lewis KerrToday you're contracted at £50,800 a year, and that's what's been invoiced, so those two agree. Everything I quote is exclusive of VAT, I'll state that clearly on the paper.
- Kirsty RobsonThat matches what I have on the ledger. And nothing outstanding on our side.
- Graeme CharltonGood. Is that within budget? Hard to say until I see the renewal number. What does Enterprise actually add for us?
- Lewis KerrSingle sign-on and user provisioning, an executive sponsor on our side, more users and connectors, and later in the cycle the Premium support and a Sandbox. If your security team or the trusts are asking for sign-on, it matters. If they aren't, Growth does the job.
- Graeme CharltonNobody's asked for it yet. Kirsty?
- Kirsty RobsonNot that I've heard. Ryan would know better, he looks after the admin side. I can ask him.
- Marcus BellRyan's been solid on the connectors, so that's a good shout. Last month he'd got everything loading cleanly.
- Graeme CharltonFine. So two things I'd want. One, a like-for-like renewal on Growth. Two, the Enterprise option laid out beside it, with what I'd actually get. Then I can put a case to the board.
- Lewis KerrI'll send that over today. Growth renewal first, co-termed to your renewal so there's no gap or overlap, then Enterprise alongside, both with the VAT position stated.
- Graeme CharltonAnd a date from you for when you need an answer?
- Lewis KerrThe record has the expected close as 22 December 2025, which leaves you a comfortable run before the contract ends on 5 Jan 2026. Does that work with your board timing?
- Graeme CharltonIt should do. I never miss a board deadline, so I'll hold you to that as well. Let's not leave it to the last week.
- Marcus BellI'll send the usage by team in the next few days, Kirsty, and if you want to jump on a call about the benefits note, happy to do that. Shall we book half an hour next week?
- Kirsty RobsonYes, please. I'll send a couple of times.
- Graeme CharltonGood. I think that's everything. Thank you, all.
- Lewis KerrThanks, Graeme. Speak soon, everyone.
- Marcus BellCheers, bye now.
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