Brannock Medical Supplies / BG-Demo – QBR
Callcompleted
Brannock Medical Supplies · 19 Mar 2026 10:30
QBR with Helen Varley: usage and questions are up, her team built two dashboards unprompted, and she backs the £48k Growth renewal. Andrew is the one who has to agree, and he wants the value in writing.
What was said
What this says
As at Fri 9 Oct 2026QBR with Helen Varley: usage and questions are up, her team built two dashboards unprompted, and she backs the £48k Growth renewal. Andrew is the one who has to agree, and he wants the value in writing.
What happened: Marcus Bell ran the 19 Mar 2026 QBR for the Growth subscription. Helen Varley heard that users and questions are up, and that her own team built two dashboards.
Customer view: Helen is in favour of the renewal, but says Andrew is the one to convince. He will ask what the company gets for the money, so Marcus offered a short anonymised write-up of a care home renewal.
Commercial: Priya Raman put the renewal at £48k for forty users, with the current contract running to 30 Apr 2026 and a target of 16 Apr 2026. The evidence does not show whether it was signed.
Watch: Helen wants finance data tied to the trust, which is a connector question. Marcus would not promise a date until he has looked at her accounting system.
Themes
As at Fri 9 Oct 2026Theme
Renewal and value case
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 to send Helen the usage one-pager and the anonymised care home write-up before it goes to Andrew.
- Priya Raman to send the order form ahead of the call with Andrew, aiming to close by 16 Apr 2026.
- Marcus to look at how the accounting system holds the trust and come back to Helen without promising a date.
Risks
As at Fri 9 Oct 2026- Andrew, the person Helen says must agree, has not yet seen the case and wants it in writing with a benchmark.
- The finance connector request has no date and may need work on the customer's side.
- The evidence does not show whether the renewal was signed by 16 Apr 2026.
Opportunities
As at Fri 9 Oct 2026- Finance data tied to the trust would use the extra connectors that Growth includes beyond those in use.
- More users fit within the forty included, so adding people carries no extra cost.
Transcript
Marcus BellMorning, both. Can you see my screen? I've got the QBR pack up, it's mostly charts, I promise.
Helen VarleyMorning, Marcus. Morning, Priya. I can see it. Right, agenda in three points: what usage looks like, what value we're getting, and where we go with the renewal.
Priya RamanMorning, Helen. That's a lovely agenda, I'll happily take it. Marcus, over to you, and I'll come in on the renewal at the end. The date to hold in mind is Thursday 16 April 2026, so we've got some weeks, which is good.- Marcus BellThanks. So usage first. Active users are up by a bit under a fifth on the previous quarter, which is the best movement you've had since the autumn. Questions asked are up too. The licence is for forty users and we're using a modest share, so there's headroom.
- Helen VarleyWhat's driving that? Is it new people or the same people asking more?
- Marcus BellA bit of both. A few newer names appeared after the session we ran for the account managers, and the regulars kept going. What I like is that the questions are broader. Early on it was mostly delivery queries. Now there's a good number about contract renewals and order history by trust.
- Helen VarleyThat's exactly what I wanted. Renewals of the trust contracts won early, that's the whole point for me. If an account manager can see a contract is coming up and what's been going wrong with deliveries, they can have the conversation before the trust raises it.
- Priya RamanThat's the story I'd tell, Helen. Can I ask, has that actually happened? Has anyone gone into a trust renewal armed with something from the brain?
- Helen VarleyYes. One of my account managers had a care home group coming up for renewal, and she'd asked the brain about the delivery queries from the last year. She went in knowing about two recurring problems and had the answers ready. They renewed. I can't promise it was down to that, but she told me it was the best prepared she's been.
- Marcus BellThat's useful, thank you. Would you be happy for me to write that up in a couple of lines? I'd keep the trust name out of it.
- Helen VarleyYes, no names. And it's for Andrew, isn't it? He's going to ask what we get for the money.
- Priya RamanIt is, and it'll help me when I talk to him. He likes things in writing and he likes a benchmark. I'd love something short.
- Marcus BellUnderstood. Next slide. Data health. All your connectors are loading, records indexed keep rising, the nightly refresh is landing before the morning. There's been one ticket this month, a how-to about sharing a dashboard with a colleague, answered within the day.
- Helen VarleyGood. Dashboards, actually. My team built a couple themselves. I didn't ask them to.
- Marcus BellI saw. Two dashboards built by your own people since the last review, one for renewals by trust and one for open delivery queries. That's the best sign of investment I can show, because nobody from us built them.
- Helen VarleyRight. Well, I told them not to wait for you.
- Priya RamanHa. Helen, that's the right instinct. Can I ask what's missing? What would you want in the next six months that you don't have?
- Helen VarleyTwo things. First, I want finance data tied to the trust, so the account managers can see if a trust is slow paying. At the moment that's another system. Second, more people on it. Not everyone yet.
- Marcus BellThe finance one is a connector question. Growth includes more connectors than you're using, so I'd want to look at how your accounting system holds the trust, and I'd come back to you after I've looked. I'm not going to promise a date until I've seen it.
- Helen VarleyThat's fine. I just don't want to hear that it can't be done.
- Marcus BellYou won't. It might take some work on your side, but it can be looked at.
- Priya RamanAnd on the second point, more people: you've got room within the forty, so there's no extra cost for adding users. That's worth saying in the renewal conversation.
- Helen VarleyGood, that's useful for Andrew. He won't want to hear about extras.
- Priya RamanUnderstood. So the renewal. Same tier, Growth, same forty users, £48,500, current contract running to Thursday 30 April 2026, new term from 1 May 2026. If we can get this over the line by 16 April 2026, we keep it clean.
- Helen VarleyI'm in favour, you know that. Andrew is the one. I'll set up a call with him, Paula as well because she does the invoices.
- Priya RamanThat would be brilliant. I'll send the order form ahead so he's got it in writing before we talk.
- Marcus BellAnd I'll have the one-pager for him, usage and the kind of questions people ask. I'll send both to you first, Helen, so you can look before it goes to Andrew.
- Helen VarleyPerfect. Thanks, both. That's a good review. Same time next quarter?
- Marcus BellWe'll see how the renewal goes and I'll book the next one. Thanks, Helen, thanks Priya.
- Priya RamanBest, both. Speak soon.
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