Brakkevoort Logistics / BG-Demo – QBR
Callcompleted
Brakkevoort Logistics · 26 Aug 2026 12:45
At the QBR, daily active users were just under ten of forty licensed, down by a bit more than a quarter. The CFO confirmed billing is correct and nothing is overdue, but will explain low use to the board before signing anything further.
What was said
What this says
As at Fri 9 Oct 2026At the QBR, daily active users were just under ten of forty licensed, down by a bit more than a quarter. The CFO confirmed billing is correct and nothing is overdue, but will explain low use to the board before signing anything further.
What happened: At the 26 Aug 2026 QBR Marcus reported average daily active users just under ten of forty licensed, down by a bit more than a quarter on the previous quarter. Bas said the connectors and nightly refresh were fine.
Customer view: Bas said some colleagues go back to their own spreadsheets, and a couple do not know the exception tickets exist. Pieter said quiet tickets are not good news for him.
Commercial: Marloes Hendriks confirmed the order form and invoices both show forty-four thousand a year with nothing overdue, so this is a value question, not a payment one. If the contract is on v1 terms, the renewal moves to the v2 Growth list of £50k.
Watch: Tom said the renewal date is 1 Apr 2027 and promised any proposal in writing. Marcus will run sessions with account managers and send a usage list by person each fortnight.
Themes
As at Fri 9 Oct 2026Theme
Usage decline before renewal
Importance
renewal
Sentiment
negative
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Marcus Bell to send the calendar invite for thirty minutes, the usage list and a note of what was agreed.
- Bas Vermeulen to check the user list this week and tell Marcus who is missing or has the wrong role.
- Tom Ashdown to put any renewal proposal to Marloes in writing, with references.
Risks
As at Fri 9 Oct 2026- Average daily active users are just under ten against forty licensed, and the CFO must justify the spend to the board before signing anything further.
- Some account managers use spreadsheets instead, and a couple do not know the exception tickets exist, which was the reason for buying.
- The renewal on 1 Apr 2027 may be priced at the v2 Growth list of £50,000 while usage is falling.
Opportunities
As at Fri 9 Oct 2026- Sessions with account managers on their own shipper data could turn adoption round before the commercial conversation.
- A fortnightly usage list by person gives Pieter and Marloes evidence of who is coming back.
Transcript
Marcus BellHello, can you hear me alright? Good afternoon, everyone.
Pieter van DamYes, loud and clear. Afternoon, Marcus. Tom, are you there?
Tom AshdownJust joining, give me a second. Right, afternoon all. How's your week been, Pieter? Not too wet over there?- Pieter van DamDry, for once. But busy. Shipper reviews every day. Marloes is joining, I think she is a minute late.
Marloes HendriksI am here. Good afternoon. Bas is also on, from his own desk.
Bas VermeulenHi all. Sorry, I was on mute.- Marcus BellNo problem at all. Let me share my screen. So what I want to cover today is three things: how the brain's been used this quarter, the tickets, and then the contract and invoicing side, so we're all looking at the same page. Then we agree what we do next. Happy to go slowly if anything needs more time.
- Pieter van DamBefore that. Last time I asked for the list of account managers who never open the brain. Did we get it? To be clear, I need names.
- Marcus BellYes, I've pulled the numbers, and I'll put that list up in a minute. It's the reason I wanted to start with usage.
- Marcus BellSo, you're on Growth, forty licensed users. Over the last month the average number of people active each day is just under ten. Against the previous quarter that's down by a bit more than a quarter.
- Pieter van DamUnder ten. Out of forty.
- Marcus BellYeah. And I don't want to dress it up. It's heading the wrong way.
- Tom AshdownCan I jump in? It's summer as well, isn't it, so some of that will be holidays. I'm not saying that's all of it, mind. Just that the picture might be a bit softer than it looks.
- Pieter van DamMaybe partly. But holidays do not explain everything. What is the plan? I would rather see it now than after the shipper complains.
- Marcus BellFair. Bas, from where you sit, is anything not loading? Connectors, anything like that? Because if a source had gone quiet I'd want to know before we blame people.
- Bas VermeulenNot that I can see. The connectors are all loading, the nightly refresh is landing. I checked this morning. So it's not a data problem, I think. People just open it less.
- Pieter van DamWhy less? Bas, you talk to them. What do they say?
- Bas VermeulenHonestly, a few said they go back to their own spreadsheets when they are in a hurry. Because they know them. It is habit more than anything. Mm. And a couple of them do not know the exception tickets are there at all.
- Pieter van DamThat one I do not like. That was the reason we bought it.
- Marcus BellRight, and that's useful to hear, because that's something we can actually do something about. I'll come back to it. Can I go through tickets quickly first? There's only been one in the last month and it was a priority one.
- Bas VermeulenThat was me, I think. It was dealt with. I don't have any open ones now.
- Marcus BellGood. So tickets are quiet, which in this case I'd read as people not using it much rather than everything running perfectly. Does that sound right to you?
- Pieter van DamYes. Quiet is not good news for me.
- Marloes HendriksMay I? I have checked the figures before this call. The order form states forty-four thousand per year, billed quarterly in advance, as agreed. The invoices I have paid add up to the same annual amount. Nothing is overdue.
- Marcus BellThat matches what I have, Marloes. Contracted and invoiced are both forty-four thousand a year, and nothing outstanding on our side either.
- Marloes HendriksGood. Then my question is simple. I pay for forty users. According to the contract, the term runs until 31 Mar 2027. Fewer than ten people use it. I will have to explain this to the board before I sign anything further.
- Tom AshdownTotally fair, Marloes. And I won't try to talk price today, that's not what this is. The renewal date is 1 Apr 2027, so we've got time. What I'd say is, let's get this usage picture turned round first and then have the commercial conversation on proper evidence. No drama.
- Marloes HendriksI will not agree anything verbally. If there is a proposal, please put it in writing, with the references.
- Tom AshdownUnderstood. Leave that with me, it'll be in writing.
- Pieter van DamMarloes, thank you. Let's make it concrete. Marcus, what do you propose for the account managers?
- Marcus BellTwo things. One, I'd like to run short sessions with the account managers, on their own shipper accounts, so they see their exception tickets and calls in one place with their own data. Not a general tour. Two, I'll send you the usage list by person each fortnight so you can see who's coming back.
- Pieter van DamGood. I will make sure they attend. Bas, can you check that everyone has the right access? If somebody cannot log in, that is an easy fix.
- Bas VermeulenYes, I'll go through the user list this week and tell Marcus who is missing or has the wrong role.
- Marcus BellBrilliant. Shall we book thirty minutes in a few weeks to look at the numbers again?
- Pieter van DamYes. Put it in the diary now.
- Marcus BellWill do. I'll send the invite this afternoon, plus the list and a short note of what we agreed.
- Tom AshdownThanks all. Pieter, speak soon. Cheers, everyone.
- Pieter van DamGroet. Thank you.
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