Brinkerhof Distributie / BB-Demo – Qbr

The QBR comes eight days before value is tested in writing: the Growth renewal falls on 24 Nov 2026 at a higher price, and Ruud Verhoeven, the Financial Director, questions fifty seats against about thirteen daily users.

Context: Elena Novak runs this QBR alone. Matteo Ricci owns the commercial paper and the renewal call booked for 19 Oct 2026. Treat this as the value session that sets up that call, not a negotiation.

Approach: Lead with the usage summary by role. September 2026 showed 42 active users and 1497 questions against 50 licensed users. Agree with Femke van Gestel which measure counts as daily use before Ruud anchors on thirteen.

Approach: Give Bas Kuijpers a clear account of the stale-data tickets and the refresh fix. Then offer the Flanders session as the recovery plan for the quiet seats.

Watch for: questions about price or seat count. The records hold three renewal figures: a computed £50,000, a CRM deal of £54,000 and contracted ARR of £48,000. Ruud decides only on paper, so defer price to Matteo's written figures.

Watch for: the invoiced run rate of £46,115 sits below contracted ARR of £48,000. Ruud checks invoices against the contract, so do not settle that gap on the call.

AI · claude-opus-5-5 · 12 Oct 2026