Kaltenbrunn Medizintechnik / BB-Demo – Qbr
Callcompleted
Kaltenbrunn Medizintechnik · 2026-10-08 15:15
At the 8 Oct 2026 QBR, CFO Thomas Schumacher questioned paying for 150 licences with about forty active and asked for a named plan. Usage is nearly double the previous quarter, with two late-refresh tickets open.
What was said
What this says
Current to 13 Oct 26At the 8 Oct 2026 QBR, CFO Thomas Schumacher questioned paying for 150 licences with about forty active and asked for a named plan. Usage is nearly double the previous quarter, with two late-refresh tickets open.
What happened: The QBR on 8 Oct 2026 covered usage, four tickets from the last thirty days and the commercial position, which Thomas asked to take first.
Customer view: Thomas challenged the cost of unused licences and wants a plan with names and a date. Christina Möller said service planners and engineers are not yet in, but gave a strong example of a monitor complaint answered in one query.
Commercial: Matteo Ricci confirmed Enterprise at £125k a year, invoiced in full and nothing overdue, renewing 1 May 2027. Written confirmations were promised for no extra charges and EU processing.
Watch: Two tickets were mornings when the 07:00 refresh was missed, and Enterprise credits freshness. Timestamps are still to be confirmed.
Themes
Current to 9 Oct 26Theme
Licence value, rollout plan
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Matteo Ricci sends written confirmation of the commercial position and EU region processing.
- Christina Möller names the first engineering group, and Kai receives the source change checklist.
- Elena Novak confirms the refresh timestamps and proposes a review date; no date was set on the call.
Risks
Current to 9 Oct 26- The CFO questions paying for 150 licences with about forty active, and the value case must be proved before renewal.
- Two tickets were mornings when the nightly refresh missed 07:00, which Enterprise credits as data freshness.
- A source system field change broke a connector, and Kai Petersen fears it will recur without a checklist.
Opportunities
Current to 9 Oct 26- Starting with one regional engineering group, then service planners, can fill the licensed headroom.
- The monitor complaint answered in one query gives a concrete value story for the CFO.
Transcript
Elena Novak NoneGood afternoon, everyone. Can you hear me? Christina, I see you are already here.
Christina Möller NoneGood afternoon, Elena. Yes, loud and clear. Kai is joining from the service desk, he is just finding a room.
Kai Petersen NoneHello, I am here. Sorry, the meeting room was taken. Can you see my screen as well? No, I have not shared anything yet.- Elena Novak NoneNo problem. Thomas, Matteo, welcome. To confirm, I sent the agenda yesterday, so let me restate it briefly. One, usage since the last quarter. Two, the support tickets. Three, what is next for the three teams on the brain. Four, the commercial position, because Thomas asked for it. And then written actions.
Thomas Schumacher NoneThank you, Elena. Since we are on the commercial position, may I ask for it first? What is the total cost, as of today?
Matteo Ricci NoneGood afternoon, Thomas, and thank you all. Of course. The contracted subscription is Enterprise at £125,000 a year, and that is exactly what has been invoiced. Nothing is overdue on your side. The term runs to 30 Apr 2027, so the renewal date is 1 May 2027. I would rather you heard that plainly from me than inside a slide.- Thomas Schumacher NoneAnd there are no additional charges outside the order form?
- Matteo Ricci NoneNone that I am aware of. Let me confirm that in writing after the call, so your auditors have it in the file.
- Thomas Schumacher NonePlease send it in writing. Thank you. Continue.
- Elena Novak NoneThank you. Then usage. Kai, you know the admin side best, so I will give the headline and you correct me. Your licence is for one hundred and fifty users. Over the last thirty days we see about forty people active on average. That is nearly double the previous quarter.
- Kai Petersen NoneYes, that matches what I see. Most of the increase came after the key account managers started. Before that it was mainly field service and a few people from complaints.
- Christina Möller NoneWhich teams exactly, Kai? Which device, which hospital, that is how I think about it. Are the key account managers asking about their hospitals, or only browsing?
- Kai Petersen NoneAsking, mostly. They type a hospital name and ask what is open. I can send you the list of questions by team, if that helps.
- Christina Möller NonePlease do. And what is the source for the number forty? Is it logins or questions asked?
- Elena Novak NoneGood question. It is active users, so people who did something in the brain, not only logged in. I will make sure that the definition is in the written summary.
- Thomas Schumacher NoneOne hundred and fifty licensed, forty active. Why are we paying for the others?
- Elena Novak NoneUnderstood. The licence is the headroom you contracted for the whole company. The question for this quarter is how quickly it fills. I would suggest we look at which teams have not started yet.
- Christina Möller NoneThomas, from my side it is simple. Service planners and the engineers are not yet in. If engineers arrive at a hospital already knowing the history, that is where the value is. We are not there yet.
- Thomas Schumacher NoneThen I would like a plan with names and a date. Not a general intention.
- Christina Möller NoneAgreed. Let us agree the next step at the end. I will propose which engineering groups go first.
- Elena Novak NoneAs agreed. Moving to the tickets. In the last thirty days there were four tickets from your team, three of them marked high priority. Kai, you raised most of them, I think.
- Kai Petersen NoneYes. Two were about the service ticket data arriving late in the morning. One was a connector that stopped loading after we changed a field in our service system. The fourth was a how-to question about filtering by contract.
- Elena Novak NoneThank you. To confirm, the connector one was caused by the change on your side, and the team re-ran it once the field mapping was updated. Is it loading properly now?
- Kai Petersen NoneIt is loading, yes. But I would like a note on what to do next time we change a field. Otherwise I will break it again.
- Elena Novak NoneI will make sure that you receive a short written checklist for changes in the source system.
- Christina Möller NoneAnd the late data? Thomas will ask the same. What is the source of the delay, and is it fixed?
- Elena Novak NoneI do not want to give you a half answer. As I understand it, the nightly refresh is meant to be complete by seven in the morning on business days, and the two tickets were mornings where it was not. I will check the exact timestamps with the engineers and write it down, rather than promise from memory.
- Thomas Schumacher NoneWhere is the data processed during this refresh? Still in the EU region?
- Matteo Ricci NoneYes, Thomas. It runs inside your own Snowflake account, in the EU region, as in the order form. Nothing has changed there. If your information security team wants a confirmation, I will send one.
- Thomas Schumacher NonePlease do. In writing.
- Christina Möller NoneCan I add something about value? Last month a hospital complained about a monitor that kept going out of service. In the past it took two people a day to put the history together. This time Kai asked the brain, and we had the tickets, the contract and the earlier visits in one answer.
- Kai Petersen NoneThat was a good one. We checked the answer against the original service tickets, and it was right.
- Christina Möller NoneYes. That is what I want to hear from everyone. Right, so the plan for engineers. Can I propose we start with one regional group and see?
- Elena Novak NoneThat is sensible. Then my proposal is as follows. First, Christina names the first engineering group. Second, Kai prepares their access. Third, I run a short training session for that group. After that we review the number of active users again.
- Thomas Schumacher NoneAnd the date for the review?
- Elena Novak NoneI will propose a date in the written actions, after I have checked the training calendar with my colleagues. I do not want to name one now and then move it.
- Thomas Schumacher NoneAcceptable.
- Matteo Ricci NoneThomas, one more point from me, so there are no surprises. The renewal is not until next spring, and Elena will come to you well ahead of the notice period. What does your regulator or your auditor need to see by then, for the supplier file? Tell me, and I will prepare it with Elena.
- Thomas Schumacher NoneThe usual. Contract, invoices, the data processing documentation. I will ask my colleague in procurement and send you the list.
- Elena Novak NoneThank you. Then let me summarise the actions. One, Matteo sends the written confirmation of the commercial position and the EU region. Two, Christina names the first engineering group. Three, Kai receives the checklist for source system changes and sends the question list by team. Four, I confirm the refresh timestamps and propose the review date. Five, Thomas sends the supplier file list.
- Christina Möller NoneGood. I will write the minutes as well, so we both have them.
- Elena Novak NonePerfect, thank you, Christina. Then I thank you all. Kind regards, and a good rest of the week.
- Thomas Schumacher NoneThank you. Goodbye.
- Kai Petersen NoneBye, everyone. Thanks.
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