Clonvara Insurance Services / BB-Demo – Renewal
Callcompleted
Clonvara Insurance Services · 2026-09-28 12:15
Brendan Moran, Clonvara's Chief Operating Officer, questioned paying for forty seats with about ten active users and asked for a line-by-line quote. The renewal deal shows £55k against a contracted £47k.
What was said
What this says
Current to 13 Oct 26Brendan Moran, Clonvara's Chief Operating Officer, questioned paying for forty seats with about ten active users and asked for a line-by-line quote. The renewal deal shows £55k against a contracted £47k.
What happened: Brendan Moran, Chief Operating Officer, joined Amara Obi and Lewis Kerr for the 28 Sep 2026 renewal call. He first confirmed that the executed order form governs the current term and the renewal proposal is a draft.
Customer view: Brendan wants to tell his board the arrangement is worth what it costs. He questioned forty licensed seats against just under ten active users, and wants nothing to change without his knowing.
Commercial: The renewal deal on BB-Demo's side shows £55k against a contracted £47k today. Brendan asked for it on paper line by line, with the close pencilled for Fri 23 Oct 2026.
Watch: The current term ends 31 Oct 2026 and the renewed term would begin 1 Nov 2026. Brendan said he will not be rushed, so the value case on Growth usage has to land first.
Themes
Current to 9 Oct 26Theme
Renewal value and seat usage
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr sends Brendan an itemised quote co-termed to the renewal, with VAT on every line, on the day of the call.
- Amara Obi sends Brendan a list of quiet seats by team by the end of the week.
- Amara Obi books a short check-in for the week before the pencilled close.
Risks
Current to 9 Oct 26- Just under ten active users against forty licensed seats weakens the value case for the Growth renewal.
- The renewal deal figure of £55,000 is above the contracted £46,800 and Brendan does not agree terms outside the contract.
- Brendan will not be rushed, so the pencilled close on Fri 23 Oct 2026 may slip.
Opportunities
Current to 9 Oct 26- Getting the quiet seats trained or reassigned by team could rebuild usage before the renewal.
- A clear itemised quote with VAT shown against every line could earn Brendan's trust ahead of the close.
Transcript
Amara Obi NoneHello, can you both hear me all right? Lewis is on as well. Brendan, I'm Amara, I've been looking after the account day to day.
Brendan Moran NoneGood afternoon, yes, I can hear you both. Thank you for making the time on a Monday.
Lewis Kerr NoneAfternoon, Brendan. Yes, loud and clear here. Slightly damp in London, I hope Dublin is kinder.- Brendan Moran NoneDry, at least, which is something. Before we start, may I confirm what is in front of everyone? I have the signed order form from last year and the renewal proposal Lewis sent over. Which version are we looking at?
- Lewis Kerr NoneGood question, and the right one to start on. The executed order form is the document that governs your current term. The renewal proposal is a draft until you sign it, so it doesn't change anything today.
- Brendan Moran NoneGood. Then let's do this properly and treat the signed copy as the reference throughout.
- Amara Obi NoneAgreed. Can I start with what good looks like for you this quarter? I'd rather aim at that than just read out charts.
- Brendan Moran NoneFairly simple. The team should be seeing broker activity, policy queries and claims tickets in one place, and I should be able to say to our board that it is worth what we pay. From a compliance point of view I also want nothing about the arrangement to change without my knowing.
- Amara Obi NoneFair. So, here's what the numbers say. You have forty licensed users, and over the last month just under ten people on average have been active. That's a little down on the previous quarter.
- Brendan Moran NoneTen of forty. Yes, that is the figure that caught my eye when I read your note.
- Amara Obi NoneIt's a fair thing to look at. Some of the dip is summer, holidays and so on. But I won't pretend that explains all of it, and I'd want to look at which teams have gone quiet before I say more.
- Brendan Moran NoneMm. And support? Has there been much trouble?
- Amara Obi NoneThree tickets in the last month, none of them high priority, and nothing overdue on the invoice side. So quiet rather than unhappy, as far as I can tell.
- Brendan Moran NoneQuiet can mean many things. I would like to understand whether we are paying for forty seats that ten people use.
- Lewis Kerr NoneI'd rather you asked that than didn't. Growth includes forty users, so you have headroom. I'm not going to push you towards anything the usage doesn't support. If the right answer is to get more people using it first, I'd say do that before we talk about anything else.
- Brendan Moran NoneThat is a straightforward answer, thank you. Now, the figure. The proposal shows a number that is higher than what we pay now.
- Lewis Kerr NoneIt does. The total showing against the renewal deal on our side is £55,000. Your contracted annual figure today is £46,800. I'm not going to explain how the first is built from memory, because you're entitled to see it on paper.
- Brendan Moran NoneThen please put it on paper, line by line, so I can see what is the licence and what is anything else. I do not agree terms outside the contract.
- Lewis Kerr NoneUnderstood. I'll send a written quote today, co-termed to your renewal, with the VAT position stated next to every line, and a short note on what has changed against the signed order form and what hasn't.
- Brendan Moran NoneThat would be very helpful. And the dates, so I am not guessing: the current term ends on 31 Oct 2026?
- Lewis Kerr NoneYes, 31 Oct 2026, and the renewed term would begin on 1 Nov 2026. We've pencilled the close for Friday 23 October 2026.
- Brendan Moran NoneI will say now that I won't be rushed for anyone's quarter end. If the paperwork is clear by then, fine. If it is not, we take longer.
- Lewis Kerr NoneNo, that's fair, and I'd rather it was right. We've got a few weeks.
- Amara Obi NoneBrendan, can I come back to usage? Who else should have access? I can see a fair number of seats that haven't been touched, and I'd like to understand whether those are people who should be using it.
- Brendan Moran NoneSome of those will be our underwriting colleagues, who have had little reason to look at it. The claims side and the broker support team are the natural users. I would need to ask the team leads.
- Amara Obi NoneThat would help. What if I put together a short list of the seats that have gone quiet, by team, and you can take it to the leads? Then we can see whether it's a training issue or just seats nobody needs.
- Brendan Moran NoneYes, do that. If I can show the board that usage has been looked at properly, the renewal conversation is much easier.
- Amara Obi NoneLovely. I'll send it by the end of the week, and let's get a short check-in in the diary for the week before the close, so nothing arrives as a surprise.
- Brendan Moran NoneAgreed. Then, to be clear on who sends what: Lewis, the itemised quote with VAT, and Amara, the list of quiet seats.
- Lewis Kerr NoneCorrect. I'll send that over today.
- Brendan Moran NoneGood. Thank you both. I think we have what we need.
- Amara Obi NoneThanks, Brendan. Speak soon.
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