Garrow Lusk / BB-Demo – Renewal
Callcompleted
Garrow Lusk: documents · 2024-05-20 09:15
Anthony Garrow asked about price and was told Starter stays at £19,500 on the same terms. Adoption is still slow, so the customer declined to consider Growth. They are happy to move forward and sign an order form.
What was said
What this says
Current to 11 Oct 26Anthony Garrow asked about price and was told Starter stays at £19,500 on the same terms. Adoption is still slow, so the customer declined to consider Growth. They are happy to move forward and sign an order form.
What happened: On the 20 May 2024 renewal call, Nell Ashcombe and Daniel Okafor met Anthony Garrow, Jade Kenwright and Sue Ditchfield. Nell proposed the same price and terms for another twelve months, invoiced in advance.
Customer view: Anthony's main question was price, and Sue said they have had no service or downtime issues. Jade said the brain is solid and saves time, but adoption is slow, with only her and one other person using it regularly.
Commercial: Nell raised an upgrade to Growth for more users or a second team and Jade said Starter still makes sense. An order form is to go to Sue and Anthony, with a return date set on the call.
Watch: Executed paper is not in the record, so the renewal is agreed in principle only. Low usage is a value risk at the next renewal.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Nell Ashcombe to send the order form to Sue Ditchfield and Anthony Garrow the day after the call.
- Sue and Anthony to return the signed order form by the date agreed on the call.
- Daniel Okafor to walk the customer through any unclear terms and work on adoption.
Risks
Current to 9 Oct 26- Adoption is slow, with only Jade and one other person using the brain regularly, which weakens the value case next time.
- The order form is not yet signed, so the renewal is not contracted on this call alone.
Opportunities
Current to 9 Oct 26- Growth was raised for more users or a second team; the customer sees no need yet.
- Finding more regular users could build the case for an upgrade later.
Transcript
Daniel Okafor NoneHi everyone, thanks for taking the time. We've got Nell and me from BB-Demo, and I see Anthony, Jade and Sue from Garrow Lusk, is that everyone?
Jade Kenwright NoneThat's us, yes. Good to see you both.- Daniel Okafor NoneLovely. Just to check audio, can everyone hear me clearly?
Anthony Garrow NoneYep, no problem here.
Sue Ditchfield NoneSame, yes.
Nell Ashcombe NoneGood. Right, your contract expires on 21 June and we wanted to sit down and talk through the renewal. Straightforward conversation, you've been with us just under two years now, since 22 June 2023, and we wanted to understand where things stand and make sure the terms still work for you.- Daniel Okafor NoneYeah, so you're on Starter, 15 users, four connectors: and you're using the brain to join up your client accounts, placements and invoices. I was just curious how it's been landing with the team. Jade, you're the main person in there day-to-day, aren't you?
- Jade Kenwright NoneYeah, that's fair. It's been solid. Honestly, I'd say I probably use it less than we could, but when I do it's genuinely helpful, saves time reconciling things by hand across systems. The integration's been clean.
- Anthony Garrow NoneMy main question is around price. The renewal letter said 19,500, is that what we're looking at for the next year?
- Nell Ashcombe NoneYes. You're on Starter at 19,500 a year. That's what we'd propose for the next term as well, same price, same terms. Twelve months from 22 June, invoiced in advance, same four connectors, same 15 users. Has anything changed on your side that we should know about?
- Sue Ditchfield NoneNo, I think we're stable. And to be honest, we've not had any issues with service or downtime, so we'd be happy to just continue.
- Nell Ashcombe NoneThat's good to hear. Nothing on our side either. One thing worth mentioning: if you ever wanted to add more users or a second team to the brain, we could look at an upgrade to Growth at renewal. No pressure, just worth knowing it's there.
- Jade Kenwright NoneWe've talked about it, but adoption's still pretty slow. It's really me and maybe one other person who use it regularly, so Starter still makes sense.
- Daniel Okafor NoneThat's fair. Sometimes it's about finding the champions and letting it grow. Okay, so on the mechanics of the renewal, Nell, do you want to walk through what happens next?
- Nell Ashcombe NoneSure. We'll send you an order form this week. Sue and Anthony, I'll address it to both of you. It's the same legal terms as you signed last time, so no surprises there. Once you've signed it back and returned it, we'll get everything into our system and you're set for another year. The key date for us is 10 June, we want the order form back by then so we can process everything in time for the 22nd.
- Sue Ditchfield NoneSo you'll send it to us this week and we need to turn it round by 10 June?
- Nell Ashcombe NoneThat's right. You'll have the form by end of day tomorrow at the latest.
- Anthony Garrow NoneAnd if we have questions when we look at it?
- Daniel Okafor NoneJust give me a shout, I'll walk you through anything that's unclear. Same as last time, no drama.
- Jade Kenwright NoneThat sounds good to me. I think we're happy to move forward.
- Nell Ashcombe NoneBrilliant. So just to close the loop: you'll get the order form tomorrow, review it, and let Sue and Anthony return it by 10 June. Once that's signed, we're good to go for another year. Any other questions for us?
- Sue Ditchfield NoneNo, I think that's clear.
- Nell Ashcombe NoneExcellent. Thank you all for your time. Looking forward to another year with you.
- Daniel Okafor NoneBest wishes, everyone. Speak soon.