Lindqvarn Retail / BB-Demo – Renewal
Callcompleted
Lindqvarn Retail · 2026-03-23 10:00
On the 23 Mar 2026 renewal call, Lindqvarn Retail's Head of Customer Insight reported growing use, including store managers. The CFO would not agree a price change on a call and wants written numbers first.
What was said
What this says
Current to 13 Oct 26On the 23 Mar 2026 renewal call, Lindqvarn Retail's Head of Customer Insight reported growing use, including store managers. The CFO would not agree a price change on a call and wants written numbers first.
What happened: Marcus Bell showed that active users were up by about a quarter on the quarter before, against one hundred and sixty licensed Enterprise users. Karin Sjöberg said customer service, e-commerce and now store managers are asking more questions.
Customer view: Mats Eklund asked what the return is and wanted short examples, numbers first and then stories. He will not agree a price change on a call and wants a predictable cost.
Commercial: Tom Ashdown said the contract runs to 31 May 2026 and the ARR is £103k per the order form and invoices. The renewal deal in the system is £114k as total deal value, with the split still to be confirmed in writing.
Watch: The target for signature was 6 May 2026, and Mats needs a few days to check against the store investment plan and e-commerce budget. The evidence does not show the outcome.
Themes
Current to 9 Oct 26Theme
Renewal terms and value case
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- Marcus Bell sends Karin Sjöberg a one page usage note with example questions and the ticket list this week.
- Tom Ashdown sends Mats Eklund the commercial numbers and next-term position in writing, aiming for signature by 6 May 2026.
Risks
Current to 9 Oct 26- The CFO asked what the return is and wants concrete examples before he agrees any change in price.
- The £113,500 renewal figure is a total deal value whose breakdown had not yet been given in writing.
Opportunities
Current to 9 Oct 26- Store managers have started using the brain, which gives a concrete value story and room to discuss more connectors.
Transcript
Tom Ashdown NoneMorning, all. Can you hear me alright? I've got Marcus here as well, he's just getting his screen sorted.
Karin Sjöberg NoneGood morning, Tom. Yes, we can hear you well. How is everyone today?- Tom Ashdown NoneNot bad at all, bit grey up here but no drama. How's your week been? Busy, I'd guess, with the new season going into the stores.
- Karin Sjöberg NoneBusy, yes. The stores are rearranging for the new season, so everybody has opinions. But a good kind of busy.
Mats Eklund NoneGood morning. I have the agenda you sent. Renewal, how the brain has been used, and then the proposal. Is that correct?- Tom Ashdown NoneSpot on, Mats, that's exactly it. Marcus, do you want to kick us off with the usage and then I'll pick up the commercial side?
Marcus Bell NoneYeah, thanks Tom. Morning everyone. I'm sharing my screen now, can you see it okay? It's the usage summary for the account.- Karin Sjöberg NoneYes, we see it. The chart with the blue line.
- Marcus Bell NoneThat's the one. So I've pulled the numbers for the last quarter. The headline is that active users are up by about a quarter compared with the quarter before. You've got one hundred and sixty licensed users on Enterprise, so there's a lot of room still, but the direction is the right one.
- Karin Sjöberg NoneThat matches what I see from my side. Customer service and the e-commerce team are asking many more questions than in the autumn. And the store managers have started to use it, which was the part I was worried about.
- Marcus Bell NoneRight, and that's the bit I'd point at. It isn't just the same few people. The questions are coming from more places, so it's getting into the day to day.
- Mats Eklund NoneWhat is the return?
- Karin Sjöberg NoneLet me answer that one, Mats, if I may. What I can say is that before, a store question about a customer segment meant three people and a spreadsheet. Now the manager asks the brain and gets one view. We should anchor this in a few concrete examples for you, so that it is not only my impression.
- Mats Eklund NoneYes. Examples. Short ones. Send me the numbers first, then the stories.
- Marcus Bell NoneHappy to do that. I'll put together a one page note with the usage and a few of the questions people are asking, nothing fancy. Shall we say I get it to Karin first, and she can add what the stores say?
- Karin Sjöberg NoneYes, that is good. Let us think about it together. I would like to ask two of the store managers what they would say.
- Tom Ashdown NoneBrilliant. And on tickets, Marcus, there were a few in the last month, weren't there?
- Marcus Bell NoneThree, one of them flagged high priority. I know it got looked at quickly under the Enterprise response times. Nothing that's sitting there worrying me, but I'll include the list in the note so you can see it plainly.
- Mats Eklund NoneFine. Costs, then. Tom.
- Tom Ashdown NoneYeah, so, right. Where we are is that your current contract runs to 31 May 2026 and the renewal would start on 1 Jun 2026. The ARR today is £103,000, that's what's on the order form and what you've been invoiced. The renewal deal I've got in the system sits at £113,500 as the total deal value. I'd rather not guess how that splits from memory, so I'll confirm the breakdown in writing before anyone relies on it.
- Mats Eklund NoneI will not agree a change in price on a call. I want to see it on paper. And next year?
- Tom Ashdown NoneFair enough, and that's how I'd want it too. On next year, leave that with me, I'll put the position for the following term in the same note so you're not surprised twice.
- Mats Eklund NoneGood. That is what I need. A predictable cost.
- Karin Sjöberg NoneTom, may I ask, is there anything we should change in the setup before the renewal? More connectors, or more users for the stores? I do not want us to decide alone, but I would like to know the options.
- Marcus Bell NoneFrom the usage I'd say you've got headroom on users, so I wouldn't push more there. On connectors, it's worth us looking at which sources the store managers keep asking about, and if any are missing. That could come out of the same note.
- Karin Sjöberg NoneYes, I think the store feedback is where we want to go deeper. I will check with the team.
- Tom Ashdown NoneLovely. So, to pull it together. Marcus sends the usage note to Karin this week, Karin adds what the stores say, and I send Mats the commercial numbers in writing. We're aiming for the sixth of May, so 6 May 2026, to have it signed. Does that feel realistic?
- Mats Eklund NoneIf the numbers are clear, yes. I check it against the store investment plan and the e-commerce budget. I need a few days.
- Karin Sjöberg NoneI think so too. Nothing here worries me. It has been a good year with the brain.
- Tom Ashdown NoneThat's good to hear, thank you Karin. Anything else from anyone? Mats, anything you wanted to raise that we haven't touched?
- Mats Eklund NoneNo. The agenda is covered. Thank you.
- Marcus Bell NoneThanks everyone. I'll get that note over shortly.
- Tom Ashdown NoneCheers all, speak soon. Have a good week.
- Karin Sjöberg NoneThank you, goodbye. Vänliga hälsningar to you all.
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