Kelvinhaugh Pension Services / BB-Demo – Renewal
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Kelvinhaugh Pension Services: documents · 2024-11-19 11:15
Renewal call on 19 Nov 2024. Priya Raman proposed moving the relationship team and adjacent teams from Starter to Growth. Finance Director Hamish Crawford would decide nothing and wants a usage note and a cost breakdown for the board.
What was said
What this says
Current to 11 Oct 26Renewal call on 19 Nov 2024. Priya Raman proposed moving the relationship team and adjacent teams from Starter to Growth. Finance Director Hamish Crawford would decide nothing and wants a usage note and a cost breakdown for the board.
What happened: Daniel Okafor and Priya Raman met Fiona Drummond, Hamish Crawford and Fraser McAllister on 19 Nov 2024. The Starter term ends 8 Feb 2025, and Priya proposed a Growth deal quoted at £44k as total deal value.
Customer view: Fiona says the relationship managers are back using it for pre-meeting briefs. Hamish asked whether the step up could be justified to the board and said he would decide nothing that day.
Commercial: Fraser confirmed £18k invoiced matches the order form and asked for a one-off versus recurring breakdown. Fiona's case for Growth is that finance and scheme data sit apart, and Daniel made checking a handful of schemes a condition.
Watch: Priya wants agreement before 27 Jan 2025, but Hamish will take it to the board on his own timetable.
Themes
Current to 9 Oct 26Theme
Starter to Growth proposal
Importance
upsell
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 Fraser McAllister and Hamish Crawford a breakdown of one-off and recurring amounts.
- Daniel Okafor sends Hamish a usage note by the end of the following week.
- Priya picks the conversation up again before 27 Jan 2025.
Risks
Current to 9 Oct 26- Hamish Crawford needs to justify the step up to the board and said he would decide nothing on the call.
- The 27 Jan 2025 target Priya set may slip because Hamish will take it to the board on his own timetable.
- Fee data from the finance source must be checked against the customer's own records before the relationship team relies on it.
Opportunities
Current to 9 Oct 26- Moving the relationship team and a couple of adjacent teams from Starter to Growth.
- Adding the finance source so relationship managers can see fee figures themselves, which Fiona and Fraser both support.
Transcript
Daniel Okafor NoneGood morning, everyone, and thank you all for your time. Let me just check who's joined. Fiona, Hamish, Priya, and I think Fraser is on his way?
Fraser McAllister NoneI'm here, sorry, just got my audio sorted. Morning.
Hamish Crawford NoneGood morning. Before we start, can I ask about adoption? Who is actually using it these days?- Daniel Okafor NoneOf course, and it's a good place to start. Over the last month a little over four people have been in on a typical day, which is about a fifth up on the quarter before. Fiona, you'll know better than the numbers what's behind that.
Fiona Drummond NoneYes. We did the hands-on session with the relationship managers in the autumn, on their own schemes, and it stuck. The two who'd gone back to spreadsheets are back in. They use it for pre-meeting briefs mostly. Who we last spoke to, what's open on the scheme.- Hamish Crawford NoneAnd that's saving time, in your view?
- Fiona Drummond NoneIt is, Hamish. Honestly it's the difference between walking into a trustee call knowing the picture and walking in hoping.
Priya Raman NoneIf I can jump in with a quick recap, to keep momentum. Current term ends 8 Feb 2025, the renewal sits on 9 Feb 2025, and the next date I care about is 27 Jan 2025, because if we can get this over the line by then there's no gap and no scramble.- Hamish Crawford NoneLet's not rush it, Priya. I'd like to understand what we'd be committing to.
- Priya Raman NoneCompletely fair. Happy to make this easy. So, today you're on Starter, fifteen licences, and the contracted figure is £17,550 a year. What we've been discussing with Fiona is moving the relationship team and a couple of adjacent teams onto Growth.
- Fraser McAllister NoneCan I just check the numbers from my side? We're invoiced £17,550 at the moment and that matches what I have on the order form. What's the Growth figure?
- Priya Raman NoneThe Growth deal is sitting at £44,000. That's the total deal value, so I'd want to send you a breakdown that shows what's one-off and what recurs, so there's no confusion in your books.
- Fraser McAllister NoneYes, please. That's what I'd need. And the usual thirty-day terms still apply?
- Daniel Okafor NoneThey do, Fraser. Nothing about how you're invoiced or when changes.
- Hamish Crawford NoneThat's a considerable step up from where we are. Can we justify that to the board?
- Daniel Okafor NoneI'd be wary of asking you to take it on trust, Hamish. What I'd suggest is that I put together a short usage note for you: who is asking questions, how that's moved month on month, and which teams are using it. Then the board paper writes itself, or doesn't, and you'll know which.
- Hamish Crawford NoneThat would help. I won't decide anything today, I should say.
- Priya Raman NoneNo pressure at all today. It's really about agreeing what you need to see.
- Fiona Drummond NoneCan I add something, Hamish? You always ask about fee income per scheme. The reason I'd want the wider team on it is that the finance and scheme data sit apart at the moment, and that's the gap I keep running into.
- Hamish Crawford NoneMm. Fraser, is that your experience too?
- Fraser McAllister NoneBroadly. When the relationship team want fee figures they come to us, and it's usually a spreadsheet by email. It would be better if they could see it themselves, assuming it's the right numbers.
- Daniel Okafor NoneThat's a sensible condition. If the finance source goes in, I'd want you and me to check a handful of schemes against your own records before anyone relies on it.
- Fraser McAllister NoneI'd be happy to do that.
- Hamish Crawford NoneAnd support? I've seen there were a couple of tickets lately. Were they a worry?
- Daniel Okafor NoneTwo, both resolved, neither high priority. Just ordinary questions from the team. For a team that's using it more, I'd expect a few and I'd rather have them than silence.
- Hamish Crawford NoneGood. That's reassuring.
- Priya Raman NoneSo, to wrap up, what I'll do is send the breakdown to Fraser and Hamish, and Daniel sends the usage note. Then if everyone's comfortable, we pick it up again before 27 Jan 2025.
- Hamish Crawford NoneFine. Send them both and I'll take it to the board on my timetable.
- Daniel Okafor NoneJust to close the loop, I'll come back to you by the end of next week with the usage note. Thank you all, that was a really constructive conversation.
- Fiona Drummond NoneThanks, everyone. Speak soon.
- Hamish Crawford NoneThank you. Goodbye.
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