Harrowden Foods / BG-Demo – Renewal
Callscheduled
Harrowden Foods · 12 Oct 2026 14:15
A proposal call with Harrowden Foods is dated 12 Oct 2026 at 14:15, after the as-of date, so it counts as booked, not held. Amara Obi is the host. No outcome is described here.
What was said
What this says
As at Fri 9 Oct 2026A proposal call with Harrowden Foods is dated 12 Oct 2026 at 14:15, after the as-of date, so it counts as booked, not held. Amara Obi is the host. No outcome is described here.
What the record is: A proposal call typed as renewal, hosted by Amara Obi, dated 12 Oct 2026 at 14:15 with a planned length of 38 minutes.
Who is on it: Lewis Kerr and Amara Obi for BG-Demo, Gemma Holt and Rajesh Mistry for Harrowden Foods.
Status: The call date is after the as-of date of 9 Oct 2026, so the call is booked, not held. The record carries a transcript, but nothing in it is read as an outcome.
Watch: This slot starts while the 13:30 QBR call on the same day is still planned to run. Confirm the diary before relying on either.
Themes
As at Fri 9 Oct 2026Theme
Booked proposal call
Importance
neutral
Sentiment
neutral
Voice
unknown
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Next steps
As at Fri 9 Oct 2026- Amara Obi to confirm the 12 Oct 2026 diary slot and write the call up once it has been held.
Call prep
As at Fri 9 Oct 2026Rajesh Mistry, who signs, asked on 9 Oct 2026 for usage in writing before any renewal call. This call tests those figures 88 days before the 5 Jan 2027 renewal, with the £8,000 planner add-on still at proposal stage.
Context: Usage has climbed every month. The signals record shows 58 active users in 2026-09 against 60 licensed, and questions rising to 1900. Yet the 22 Sep 2026 QBR record reports fourteen active and flat, so the figures must agree before Rajesh sees them.
Approach: Lead with the written usage set Rajesh asked for: users by team, questions asked and who asks them. The records do not show whether it has been sent. Then link the numbers to the planner add-on, co-termed to 4 Jan 2027.
Price: Hold back on renewal price. The next steps record has Owen Tallis and Lewis Kerr agreeing a position before the 19 Oct 2026 negotiation call.
Watch for: Rajesh has said across several calls that he will not buy on enthusiasm and wants time with finance. A second renewal call with the same four attendees is booked at 13:30 the same day. The records do not show how the two calls divide the agenda.
Booked
Updated 9 Oct 26Date2026-10-12
Time14:15
Typerenewal
Statusscheduled
Callsmade from
Transcript
Lewis KerrMorning, Gemma, morning, Rajesh. Can you both hear me all right? The recorder's running, so apologies in advance for anything daft I say.
Gemma HoltLoud and clear, Lewis. Morning! Rajesh, I think you're on mute.
Rajesh MistryMorning. Yes, sorry. I'm audio only, I'm between two things on site, so you'll have to forgive the background noise.- Lewis KerrNo problem at all. Gemma, you said in your note you had something to open with, and I never turn down a win.
- Gemma HoltYes! So, the retailer review last week. One of the supermarket buyers came in with a list of service complaints, and our account manager already had the whole picture from the brain. Complaints, orders, who'd said what to whom, all of it. Didn't have to ring customer service and wait for a call back. The account managers love it, honestly. That's partly why we're on this call.
- Rajesh MistryGood example. One meeting is an anecdote, though. What I'd like first is the usage, then the quote. In that order.
- Lewis KerrThat's a fair order, Rajesh, and I'll come to it. Just so we're all on the same page about what we're here for. You'd like to add twenty users for the planners in the supply chain team, priced and co-termed to your renewal, and you'd like a decision by the end of October. Is that right?
- Rajesh MistryTwenty users, yes. Planners only. And I want to be clear it isn't decided. I haven't signed anything and I won't until I've seen it's used.
- Gemma HoltWhich is fair. And you should know, Lewis, I've been saying can we get the planners on for ages, so I'm biased. But Rajesh has asked for the numbers and I think we should just show him.
- Lewis KerrGood. Let me share my screen. Bear with me, it's the usage view from your own brain. Can you see that?
- Gemma HoltNot yet, I can just see the sharing bar. Oh, there it is. Yes.
- Rajesh MistryI can see it. Talk me through it, Lewis, and slowly. I'm reading while you talk.
- Lewis KerrRight. So this is the most recent quarter for Harrowden. You're on Growth, sixty licensed users. The line to look at is active users across the thirty days, and it's steady, up a touch on the quarter before. No drop-off, no spike. Underneath is questions asked, which is the measure I'd put most weight on, but I'd rather Amara walked you through that properly than have me read it off from memory. She's your CSM and she knows the account better than I do.
- Rajesh MistrySteady is fine. But steady on what? Of the sixty, how many are actually using it?
- Lewis KerrGood question, and I'll answer it straight. That active figure is an average across thirty days, so it's the people who are in on most days. Someone who dips in once a week wouldn't show in it. So the average sits well below sixty, and I'm not going to pretend otherwise. What I'd rather give you is the monthly count of unique users, by team. That's the number I'd decide on, if I were you.
- Rajesh MistryThen why would I pay for twenty more? If the sixty aren't all busy, the planners can take spare seats.
- Lewis KerrThat's exactly the check I'd make first. If there are seats in the sixty that aren't assigned to anyone, you don't need the add-on yet, and I'd rather tell you that than send you a quote. Gemma, do you know how the sixty are allocated?
- Gemma HoltRoughly, yes. The account managers for each supermarket, customer service, a couple of people in finance, me. I'd say we're pretty much full on assigned seats, but I'd want to confirm, because people have moved around since we started. I don't want to say yes and then be wrong.
- Rajesh MistryI want that confirmed in writing. Allocated, active, spare. Three numbers.
- Lewis KerrUnderstood. Amara can pull that, and it should come from her rather than me. I'll ask her to send it by Wednesday, together with the monthly unique users.
- Gemma HoltCan I add something? The reason I keep pushing for the planners is that supply chain hears about a service miss second hand. We tell them a day later, sometimes more. If they could ask the brain themselves they'd see orders against complaints the same morning, and they wouldn't need us in the middle.
- Rajesh MistryShow me it's used, Gemma. That's all I'm asking. If the numbers say my planners would be in there weekly, I'll sign it. If they'd be in there once a quarter, it's shelfware, and I don't pay for shelfware.
- Gemma HoltFair. Then let me get you names, not a headcount. Who would actually use it, and what they'd ask it. Would that help?
- Rajesh MistryIt would. I can do that with the team this week. Names, and the three questions each of them would put to it first.
- Lewis KerrThat would help a lot, because it turns a guess into something we can check against the usage. Can I show you the quote now? It's a short one.
- Rajesh MistryGo on.
- Lewis KerrSo on screen. Growth, additional users, two packs of ten, twenty users in total. The figure on the quote is £8,000 in total, plus VAT, co-termed to your renewal on 5 Jan 2027. So you've still got one date to manage and one conversation to have, not two. I'd like to be clear that that's the total for the add-on as quoted, not a figure to annualise in your head. The document sets out exactly how it's charged.
- Rajesh MistryWhat's the cost per head?
- Lewis KerrIt'll be a line on the quote, so you don't have to divide. I don't want to give you a number off the top of my head and have it be out when you check it. I never quote from memory.
- Rajesh MistryFine. I'll divide it myself. Twenty into eight thousand, I can manage that. But I'd want the per-user line on there regardless.
- Lewis KerrIt'll be on there, plain as day.
- Gemma HoltAnd how fast could they be on? Once Rajesh says yes. I don't want the planners waiting weeks.
- Lewis KerrIt's a licence change, not a project, so it should be quick. But I'll confirm the timing in writing rather than guess on a call. There's no new connector involved, so the planners would be looking at the same sources as the account managers.
- Rajesh MistrySame sources. So they'd see the same complaints and orders data and nothing else?
- Lewis KerrOn this quote, yes. If the planners need something your account managers don't, say a new system connected, that's a different conversation and a different price. I'd keep it separate so it doesn't muddy this decision.
- Gemma HoltWhich is fine. What would it cost to add a dashboard for the planners, though? Growth has the dashboards builder, doesn't it?
- Lewis KerrIt does, and it's already in your tier, so there's no extra cost for the tool itself. Whether the planners want a view they'd use is what your names list will tell us. I'd start with questions and add dashboards once you see what they keep asking.
- Rajesh MistryAgreed. Start small. Now the renewal. I don't want to sign this and then find the renewal conversation has moved the goalposts.
- Lewis KerrUnderstood. The renewal conversation is Amara's, and she'll start it about ninety days out, as you'd expect. The add-on doesn't change that. It just rolls into it, so you'd be looking at one account with eighty users on it, not sixty plus a loose end.
- Rajesh MistryCo-term it. One date. That's what I want.
- Lewis KerrThat's what the quote does. Contract end stays exactly where it is.
- Gemma HoltOne more thing, Rajesh, since you keep saying service. We've had a few tickets lately, and one was marked high. Amara was in touch with us about it. I'm mentioning it because I don't want you to hear it from someone else.
- Rajesh MistryThank you. Is it closed?
- Gemma HoltI believe so, but I'd check with Amara. I don't want to say it is and then be wrong.
- Lewis KerrI'll make sure the tickets and the response times are in the pack too, so you've got service as well as usage in one place. You should see it against your tier, not just my word for it.
- Rajesh MistryGood. That's honestly what I care about. Service to the supermarkets, and whether this helps me protect it. The tool is secondary.
- Gemma HoltAnd it does help, Rajesh. That's what the retailer review showed. We had the answer before the retailer asked the question, which is the whole point.
- Rajesh MistryI believe you. I just want it in numbers. You know me.
- Gemma HoltWe do. We all do.
- Lewis KerrThen let me pull it together. Amara sends allocated, active and spare seats, the monthly unique users by team, and the ticket summary, by Wednesday. Gemma, you and Rajesh send names and first questions for the planners. I'll send the quote over today, with VAT shown and the per-user line on it, and I'll confirm timing for the seats in writing. And we're aiming at a decision by Friday 30 October 2026. Have I missed anything?
- Rajesh MistryNo. I'll review once I have Amara's pack. If it doesn't support it, I'll say so, and I'd expect you to say so too.
- Lewis KerrI'd rather you did. I won't push something the usage doesn't back, and if the spare seats cover the planners, you'll hear that from me first.
- Gemma HoltBrilliant. I'll get the names to you this week, Rajesh. Honestly, I think the numbers will surprise you.
- Rajesh MistryThen it'll be an easy yes. Thank you both. Regards.
- Gemma HoltCheers, both. Speak soon!
- Lewis KerrThanks, both. I'll send that over today. Speak soon.
Callsmade from