What it says
What this says
Current to 11 Oct 26Final board pack from the CFO for the quarter ending 31 Mar 2026. It states contracted annual recurring revenue of £809,900, 21 customers and headcount of 33, and gives no quarter-on-quarter movement, cash or forecast.
What it is: an internal board pack prepared by Bridget Kearsley, Chief Financial Officer, issued as final on 20 Apr 2026 for the board of BB-Demo. It is deliberately short and says every figure comes from the finance system and the executed order forms.
Claims: contracted annual recurring revenue of £809,900 taken from executed order forms, not the CRM amount, with 21 customers and headcount of 33. It excludes one-off implementation fees and credit notes.
Watch points: the step to the new list price will arrive "renewal by renewal, not all at once", and with 21 customers a single non-renewal is material.
Not settled: it gives no movement against the previous quarter, no cash balance or cost lines, and no forecast. Collections are not restated. The figures are as at 31 Mar 2026 and may be out of date as of the as-of date.
As found in this document
The document
Body
BB-Demo - Board Pack - quarter to 31 Mar 2026
Status: Final Prepared by: Bridget Kearsley, Chief Financial Officer Date: 20 Apr 2026 Period covered: the quarter ending 31 Mar 2026 Distribution: the board of BB-Demo
Purpose of this pack
This pack gives the board the headline position for the quarter ending 31 Mar 2026. It is deliberately short. It states the numbers our records can cite, comments on what they mean for the two engines of the business (the annual subscription and the fixed-fee implementation that brings a customer in), and sets out what finance will bring to the next meeting.
For the avoidance of doubt, every figure below comes from the finance system and the executed order forms. Where the records do not support a figure, the pack says so rather than estimating.
Headline numbers
| Measure | Position at 31 Mar 2026 | Source |
|---|---|---|
| Annual recurring revenue (contracted) | £809,900 | Executed order forms |
| Customers | 21 | Executed order forms and invoicing |
| Headcount | 33 | HR records |
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Contracted annual recurring revenue is taken from executed order forms, not from the CRM amount. Our records show the CRM as a claim to be checked, and the order form decides contracted price and terms.
Commentary: revenue
Contracted annual recurring revenue closed the quarter at £809,900. This is the subscription base only. It excludes one-off implementation fees, which are fixed-fee and recognised separately, and it excludes credit notes, which are one-offs and do not change annual recurring revenue.
The quality of that number matters more than its size at this stage. Three points for the board:
- The figure is built from signed order forms. Any customer marked as a customer in the CRM without a live contract or recent invoices is not counted.
- Where two CRM records share a domain, the organisation is counted once.
- Customers signed under the earlier price book keep those prices until their first renewal on or after the changeover date. The step to the new list price will therefore arrive renewal by renewal, not all at once.
Commentary: customers
We ended the quarter with 21 customers. The base is small enough that each renewal is individually visible in the forecast, and finance reviews each one against its order form rather than relying on a roll-up.
The customer success team owns adoption, quarterly business reviews and the ninety day renewal notice. Finance's role is to make sure that when a renewal conversation starts, the invoice history and contracted terms are already agreed internally, so the customer hears one consistent position.
Commentary: people
Headcount stood at 33 at quarter end. Finance has not changed the staffing plan in this pack. Any hiring beyond the current plan will come to the board with its own case and its effect on cost.
One housekeeping point: HR decides who works at BB-Demo. Where a CRM owner, call host or email signer has left, the account is shown as having no active owner until one is assigned, and finance will not attribute renewals or pipeline to a departed colleague.
Collections and billing
The collections position is not restated in this pack, because the board's agreed measure is cash in on the due date and finance will report it against invoices as issued. I would be grateful if directors would raise any specific account at the meeting so that finance can answer from the ledger rather than from memory.
Invoices are annual in advance, with quarterly billing on request. Any invoice that does not match the CRM deal record is corrected at source before it is sent, and a withheld invoice is first checked as a possible billing error on our side.
Risks and watch points
| Area | Observation | Owner |
|---|---|---|
| Renewal pricing | Customers moving to the new list price at renewal will see a step change; the message needs to be consistent | Chief Financial Officer with the account owners |
| Key people | A departed champion or administrator at a customer is a renewal risk before it is a usage risk | Customer success |
| Data quality | CRM amounts that disagree with order forms must be reconciled before the forecast is quoted | Finance |
| Small base | With 21 customers, a single non-renewal is material to annual recurring revenue | Chief Financial Officer |
What this pack does not show
The board should note the limits of this version:
- It gives no movement against the previous quarter, because the comparison has not been reconciled to the same standard as the closing position.
- It gives no cash balance or cost lines. Those are reported in the management accounts.
- It makes no forecast for the coming quarter. Finance will present a forecast it can defend once renewals due in the period have been checked against their order forms.
Next steps
- Finance to reconcile each customer's executed order form to the CRM deal record, and report any differences to the board.
- Finance to bring a renewal calendar for the coming year, showing the contracted price, the applicable price book and the notice date for each customer.
- Finance to present a defended forecast at the next board meeting.
- Directors to send any questions on this pack to finance ahead of the meeting.
Sign-off
Prepared and issued as final on 20 Apr 2026.
Best, Bridget
Bridget Kearsley Chief Financial Officer, BB-Demo