Brannock Medical Supplies / BG-Demo – QBR
Callcompleted
Brannock Medical Supplies · 19 Mar 2025 11:30
At the 19 Mar 2025 QBR, usage was up, there were no open tickets and no complaints. Price sits with Andrew, so Helen Varley wants a one-pager to take to him before the Growth renewal proposal at £46k a year.
What was said
What this says
As at Fri 9 Oct 2026At the 19 Mar 2025 QBR, usage was up, there were no open tickets and no complaints. Price sits with Andrew, so Helen Varley wants a one-pager to take to him before the Growth renewal proposal at £46k a year.
What happened: Marcus Bell showed a clear step up in usage across the 40 seats and a trust page that puts orders, open delivery queries and renewal dates together. Sunita Bains reported no complaints and a refresh that has been there every morning.
Customer view: Helen asked for the renewals dashboard to be more prominent and for a plain one-pager on usage. Sunita asked for it to be split by team, because Andrew will ask whether it is just a few enthusiasts.
Commercial: Priya Raman said the account is on Growth at £46k a year and the renewal proposal would follow within a couple of weeks. Helen said price is Andrew's and he will want to see the proposal himself.
Watch: Andrew was not on the call, and the evidence does not show his view of value or price.
Themes
As at Fri 9 Oct 2026Theme
QBR and renewal proposal
Importance
renewal
Sentiment
positive
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Marcus Bell sends Helen a short one-pager on usage, split by team, early the following week.
- Marcus Bell sends Sunita Bains the list of trust names that do not match the CRM, and pins a renewals view sorted by date then trust.
- Priya Raman sends the renewal proposal to Helen and Sunita within a couple of weeks, then arranges a short slot with Andrew.
Risks
As at Fri 9 Oct 2026- Price is decided by Andrew, who was not on the call, so the renewal depends on a person BG-Demo has not yet heard from.
- Andrew may ask whether usage comes from only a few enthusiasts, so the team split must show broad use.
Opportunities
As at Fri 9 Oct 2026- Pinning a renewals dashboard as the landing page uses the Growth tier dashboards builder and shows value to the account managers.
- Rising and more specific questions give a strong usage story for the renewal proposal.
Transcript
Marcus BellMorning, all. Can you hear me alright? I'll share my screen in a minute but let's get everyone in first.
Helen VarleyMorning Marcus. Yes, loud and clear. Sunita's just dialling in.
Sunita BainsHi, sorry, morning. The link took an age to load. Can you see me?- Marcus BellWe can, yes. And Priya's here too, I think.
Priya RamanI am, morning everyone. Lovely to see you. Dreadful weather down here, I hope it's better in Nottingham.- Helen VarleyGrey, but dry. Right, shall we crack on? Three things from my side. One, how the key-account managers are really using it. Two, anything that's not working. Three, what happens with the contract at the end of April.
- Marcus BellThat's more or less what I had, so let's go in that order. Let me share my screen. Can you see the usage page?
- Helen VarleyYes, nice and big.
- Marcus BellGood. So I've pulled the numbers for the last quarter. Headline is that more people are using it than the quarter before, and it's a proper step up, not a wobble. You've got 40 seats licensed, and on a normal day a good slice of the account managers are in there asking questions.
- Helen VarleyWhat's driving that? Is it new people, or the same people asking more?
- Marcus BellA bit of both, honestly. A few who were only dipping in are now in most days. And the questions are getting more specific. Things like which contracts come up for renewal this quarter for a given trust, or which delivery queries are still open.
- Helen VarleyGood. By trust, please, that's how they think. They don't think in orders, they think in trusts.
- Marcus BellRight, and that's the view I'm going to show you now. Give me a second, it's loading.
- Marcus BellThere. So this is the trust page. Orders on the left, open delivery queries in the middle, renewal dates on the right. Pick any trust and it's all together, nothing to reconcile by hand.
- Sunita BainsThat's the page I get asked about most. People ring me to say they can't find a trust, and it's nearly always that the name in the CRM is slightly different.
- Marcus BellYeah, that's a classic. Is that something you'd want to tidy in the CRM, or would you rather I show you how to map the names on our side?
- Sunita BainsTidy it at source, I think. Otherwise I'll be doing it twice. If you can send me the list of the ones that don't match, I'll go through them.
- Marcus BellHappy to. I'll send that over today.
- Helen VarleySecond point then. Anything not working? Sunita, from your side.
- Sunita BainsHonestly, no. The overnight refresh has been there every morning as far as I can tell. I haven't had a complaint from the team in weeks. I keep waiting for one.
- Marcus BellAnd on our side there's nothing open. No tickets in the last month, which is lovely. I won't jinx it.
- Helen VarleyPlease don't. What I'd like, though, is the renewals dashboard to be more prominent. The account managers want to see the contracts coming up first thing.
- Marcus BellThat's easy enough. The Growth tier includes the dashboards builder, so Sunita or I can pin a renewals view as the landing page for that team. Do you want it sorted by date or by trust?
- Helen VarleyDate first, then by trust. Soonest at the top. And what's driving the renewal, if we know.
- Marcus BellI'll see what we can do on that. I don't want to promise more than the data holds. Let me look at it and come back.
- Priya RamanCan I jump in, Helen, on the third point, just so we keep momentum? The current term ends at the end of April, and the renewal date follows straight after. You're on Growth at £46,300 a year at the moment, and the plan is for me to send the renewal proposal across in the next couple of weeks.
- Helen VarleyOkay. I should say, price is Andrew's. I'll take the value side to him, but he'll want to see the proposal himself.
- Priya RamanOf course, that's completely fine, happy to make this easy for him. I'd suggest I send it to you both and then we find a short slot with Andrew once he's had a look.
- Helen VarleyThat works. Marcus, can you give me a one-pager I can put in front of him? Usage, what the account managers are doing with it, in plain words.
- Marcus BellYes, I'll put that together with the numbers from today. Short, no jargon. I'll have it with you early next week.
- Sunita BainsCould that include which teams are in there? He's bound to ask whether it's just a few enthusiasts.
- Marcus BellGood shout, I'll split it by team so it's clear it's spread out.
- Helen VarleyPerfect. Anything else from anyone? No? Then thanks all. That was a good one.
- Priya RamanThanks everyone. Speak soon.
- Marcus BellCheers all. Thanks, bye.
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