Brannock Medical Supplies / BG-Demo – Renewal
Callcompleted
Brannock Medical Supplies · 16 Feb 2026 13:00
On the 16 Feb 2026 renewal call, Helen Varley wants to renew, but finance director Andrew Pickering would not agree any increase on a call and wants terms in writing. The renewal is shaped at £48k, unchanged.
What was said
What this says
As at Fri 9 Oct 2026On the 16 Feb 2026 renewal call, Helen Varley wants to renew, but finance director Andrew Pickering would not agree any increase on a call and wants terms in writing. The renewal is shaped at £48k, unchanged.
What happened: Priya Raman introduced herself as the named commercial contact and set out the renewal at the same level, £48k a year for forty users. Andrew Pickering asked who he was dealing with and asked for her name in writing.
Customer view: Helen wants to renew because account managers use the brain for orders and delivery queries by trust. Andrew will look at it in the round and prefers a tool that is used to one that is admired.
Commercial: The renewal is still open and the target close is 16 Apr 2026. Paula Rennie said a purchase order number is needed, and Andrew will confirm it once the order form arrives.
Watch: Marcus Bell said usage dipped a little and questions come mostly from the same group.
Themes
As at Fri 9 Oct 2026Theme
Renewal terms and finance scrutiny
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Priya Raman sends the renewal order form and a note confirming her as the named contact, and chases it.
- Marcus Bell sends Andrew a usage summary.
- Andrew Pickering confirms the purchase order number for the invoice once the order form arrives.
Risks
As at Fri 9 Oct 2026- Finance director Andrew Pickering will not agree any increase on a call and wants terms in writing before going further.
- Usage dipped a little and questions come mostly from the same group, which weakens the value case.
- Andrew noted the account manager has changed hands before, so continuity of the commercial contact matters.
Opportunities
As at Fri 9 Oct 2026- Helen Varley is a clear champion who wants to renew and is planning training for account managers by trust.
- Widening who asks questions would strengthen the value case Andrew is looking for.
Transcript
Priya RamanAfternoon, everyone, thanks for joining. I think we're all here. Helen, Andrew, Paula, Marcus. Shall we make a start?
Andrew PickeringGood afternoon. Before we do, may I ask who I am speaking to? I know Marcus and Helen, but Paula and, forgive me, Priya, I should like to place.- Priya RamanOf course, Andrew. I'm Priya, the account executive at BG-Demo, so I look after the commercial side of your account. Marcus is your customer success manager and looks after adoption day to day.
Paula RennieAnd I'm Paula, I run accounts payable here. Andrew asked me to join so I know what's coming on the invoice side.- Andrew PickeringThank you. And who is our account manager now? I recall it has changed hands once or twice over the years.
- Priya RamanIt's me, Andrew. I'm your named contact for the renewal and for anything commercial, and Marcus is there for usage and support questions. Happy to make this easy.
- Andrew PickeringVery good. I'd like that in writing, if I may, just so I have a name on file.
- Priya RamanAbsolutely, I'll put it in the follow-up email today. So, quick recap of where we are. Your contract with us runs to the end of April, the renewal is open on our side, and we're aiming to close it by Thursday 16 April 2026, to keep momentum and give your team a clean start on 1 May 2026.
Helen VarleyCan I just say, from my side I want to renew. The account managers use it for orders and delivery queries by trust, and I'd be annoyed to lose that.- Andrew PickeringThank you, Helen. I appreciate that, but I do need to look at it in the round. What are we paying now, and what is proposed?
- Priya RamanYou're on Growth at £48,500 a year, and the renewal is shaped at the same level, £48,500, same forty users, same connectors. Nothing changes in what you have.
- Andrew PickeringThe same figure. I see. I will say plainly that I'm not in a position to agree to any increase on a call like this, and I would want the terms in writing before I take it further.
- Priya RamanUnderstood, and nobody's asking you to agree anything today. I'll send the renewal order form with the figure on it, and you can take it from there.
- Andrew PickeringThank you. And what is the usage telling you, Marcus? I understand it dipped a little.
Marcus BellIt did, a little, about the same as last quarter, a bit lower. I've pulled the numbers. Active users are steady, and Helen mentioned some of the team on leave over the winter. Questions asked are mostly from the same group, which is fine, but I'd like to widen it.- Helen VarleyWe've got training sessions planned for the account managers. By trust, so they see their own accounts on the screen.
- Andrew PickeringI'm glad to hear it. I'd rather pay for a tool that is used than one that is admired.
- Marcus BellThat's fair, and it's what I'm focused on. No open tickets this month, all connectors are loading, nothing is stale.
- Paula RennieCan I ask about invoicing? Last time it came as a single invoice, annually. Will it be the same, and do you need a purchase order number from us?
- Priya RamanYes, it's annual in advance with thirty day terms, same as now. If you can tell me whether you need a purchase order, I'll make sure it's on the invoice from the start.
- Paula RennieWe do, for anything over a certain value. I'll ask Andrew to confirm the right one once the order form is with him.
- Andrew PickeringQuite. Paula, do remind me when it arrives, I shall not chase it myself.
- Priya RamanI'll chase it, Andrew, don't worry. That's my job. So, next steps: I send the order form and a note confirming me as your contact. Marcus sends a usage summary for you. And we speak again before the middle of next month.
- Andrew PickeringThat is acceptable. Thank you all.
- Helen VarleyThanks, everyone. Speak soon.
- Marcus BellThanks all, cheers.
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