What it says
What this says
Current to 11 Oct 26Final board pack from the CFO, issued 16 Jul 2025, giving three headline figures at 30 Jun 2025: contracted ARR of £640,350, 18 customers and headcount of 30. It is a company document, not a contract, and carries no service terms.
What it is: a short quarterly board pack prepared by Bridget Kearsley, Chief Financial Officer, for the board and the executive team. It states that "every figure below is taken from our records at the quarter end".
Claims: ARR is defined as "the contracted annual subscription value under executed order forms", not the CRM amount. Customers are organisations with a live contract, and headcount excludes contractors and leavers.
Not settled: the pack says it "does not carry a pipeline forecast, a cash balance or a cost breakdown". It names no individual customers, renewals or dates beyond the quarter end.
Currency: it covers the quarter to 30 Jun 2025 only, so it is a historic snapshot and should not be read as the current position at the 9 Oct 2026 as-of date.
As found in this document
The document
Body
BB-Demo - Board Pack - quarter to 30 Jun 2025
Status: Final Period covered: the quarter ending 30 Jun 2025 Issued: 16 Jul 2025 Prepared by: Bridget Kearsley, Chief Financial Officer Circulation: the board and the executive team
Purpose of this pack
This pack gives the board the position of BB-Demo at the end of the quarter on 30 Jun 2025. It is deliberately short. It states the headline numbers, says what sits behind them, and is plain about what the finance system does not yet let me say. For the avoidance of doubt, every figure below is taken from our records at the quarter end and nothing has been rounded or estimated.
Headline numbers
| Measure | At 30 Jun 2025 | Basis |
|---|---|---|
| Annual recurring revenue (contracted) | £640,350 | Executed order forms |
| Customers | 18 | Organisations with a live contract |
| Headcount | 30 | Employees on the HR record |
How these are counted
Read the whole document (4,861 characters)
- ARR is the contracted annual subscription value under executed order forms. It is not the CRM amount, which can include one-off implementation fees, and it is not a forecast.
- Customers are organisations with a live contract at the quarter end. A CRM record marked "Customer" with no live contract is not counted.
- Headcount is people employed by BB-Demo on the HR record at 30 Jun 2025. It excludes contractors and leavers.
Commentary
Revenue
BB-Demo closed the quarter with contracted ARR of £640,350 across 18 customers. Our model earns twice: a fixed-fee implementation when a customer joins, then an annual subscription that has to be renewed and, ideally, grown. The ARR figure above reflects the second of those only. Implementation fees are one-off and are reported separately from recurring revenue.
The board should read the ARR number as the base we must defend at each renewal and the platform from which we grow through upgrades, additional users and connectors, and new teams inside existing customers.
Customers
We finish the quarter with 18 customers. Each is a relationship we can name and an order form we can cite. Because the base is still small, a single renewal or a single departure of a customer's champion moves the picture noticeably. Customer success continues to own adoption, the review cycle and the renewal conversation, and the account executives own commercial terms.
People
Headcount at the quarter end is 30. The team is still small enough that the same people sell, implement and support, and I would ask the board to bear that in mind when we discuss capacity for the coming quarters.
What the board should watch
| Area | Why it matters | Which engine it moves |
|---|---|---|
| Renewals due in the coming quarters | Each is a share of the ARR base we must keep at the right price | Renewal |
| Usage trajectory by customer | Questions asked and records indexed lead value perception; flat indexing means a stale brain | Renewal |
| Headroom on users and connectors | Customers above their included allowance are candidates for upgrade or add-ons | Next engagement |
| Invoicing and collections | Cash in on the due date, and invoices that match the executed order form | Cash |
| Key-person risk inside customers | One champion asking most of the questions is a fragile position | Renewal |
Finance notes
- ARR is quoted from executed order forms and checked against invoices raised by accounting. Where the CRM and the order form disagree, the order form governs.
- A credit note is a one-off and does not change ARR.
- First-term discounts apply to the first term only and fall away at renewal.
- All customers are invoiced in GBP.
What this pack does not show
The finance system holds the three headline figures above with full support. I have chosen not to put other numbers in front of the board that I cannot cite from the ledger, the order forms or the HR record. In particular, this pack does not carry a pipeline forecast, a cash balance or a cost breakdown. Where I can defend a figure to the board, it will appear in the next pack.
Requests of the board
- To note the position at 30 Jun 2025: contracted ARR of £640,350, 18 customers and headcount of 30.
- To note that the renewal base and customer usage are the two areas the executive team will report on in more detail next quarter.
- To raise any questions on definitions with me before the next meeting, so that the next pack can address them directly.
Next steps
| Action | Owner | When |
|---|---|---|
| Circulate this pack to the board | Bridget Kearsley | 16 Jul 2025 |
| Collect board questions on definitions | Bridget Kearsley | Before the next meeting |
| Add renewal and usage detail to the next pack | Bridget Kearsley, with customer success | Next quarter |
I would be grateful if any corrections were sent to me directly.
Best, Bridget