Quarrington Care Network / BG-Demo – Negotiation
Callscheduled
Quarrington Care Network · 19 Oct 2026 17:15
The call covers a £12k expansion proposal that sits beside the Growth subscription. Gregory Hasselbeck, COO, will not sign before privacy and security approve. Jordan Pike's target close is 13 Nov 2026.
What was said
What this says
As at Fri 9 Oct 2026The call covers a £12k expansion proposal that sits beside the Growth subscription. Gregory Hasselbeck, COO, will not sign before privacy and security approve. Jordan Pike's target close is 13 Nov 2026.
What happened: The record is dated 19 Oct 2026, after the as-of date of 9 Oct 2026, so treat it as booked and its outcomes as unconfirmed. Jordan Pike took Gregory Hasselbeck and Danielle Okonkwo through the expansion proposal.
Customer view: Danielle says a second group of liaisons keeps asking for logins and wants them on the same footing as the first. Gregory wants no extra work for his team and privacy and security comfortable before anything is signed.
Commercial: The £12k is the total value of the work, not an annual price, and the Growth order form stays as it is. Forty users are licensed and nearly seventeen are active, so the case is the work, not seats.
Watch: The privacy officer has not yet seen this piece. Renewal on 30 Apr 2027 is Hollie Grieve's conversation, and this expansion is meant to build the case for it.
Themes
As at Fri 9 Oct 2026Theme
Expansion proposal, privacy sign-off
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan Pike sends the written proposal, summary first, early the following week.
- Danielle Okonkwo sends a rough list of the second group and sets up the liaison working session.
- Hollie Grieve pulls the user list so active and never-logged-in users are visible.
Risks
As at Fri 9 Oct 2026- Privacy and security have not yet seen the proposal, and Gregory will not sign before they approve.
- The target close of 13 Nov 2026 may slip if privacy and security need longer.
- With headroom on the forty licences, the £12,000 must be justified as work, not seats.
Opportunities
As at Fri 9 Oct 2026- Extend the Growth brain to the second group of liaisons with the same view per referrer.
- A heavily used second group by renewal on 30 Apr 2027 makes that conversation easier.
Call prep
As at Fri 9 Oct 2026This negotiation decides whether the £12k expansion at CRM proposal stage moves toward its 13 Nov 2026 target. Gregory Hasselbeck holds the budget and Shauna Pettibone from procurement joins, but privacy has not yet approved the scope.
Context: Quarrington is on Growth at £50k contracted ARR to 29 Apr 2027, with both invoices paid within terms. The call is about the £12k staged expansion to branch teams and patient services.
Approach: Jordan Pike and Owen Tallis should work through Gregory Hasselbeck's three conditions one by one and ask Shauna Pettibone what procurement needs. Settle whether cover for users above the 40 licensed belongs in the same paper.
Watch for: Marisol Vega, the privacy and security officer, is not attending, and the records do not show she has reviewed the scope. No executed MSA is on file, so procurement may raise paper terms.
Booked
Updated 9 Oct 26Date2026-10-19
Time17:15
Typenegotiation
Statusscheduled
Callsmade from
Transcript
Jordan PikeHi Danielle, can you hear me okay?
Danielle OkonkwoLoud and clear, Jordan. Hi! Gregory is just joining, give him a second.
Gregory HasselbeckAfternoon both. Apologies, I was finishing something. Can you hear me?- Jordan PikeWe can, Gregory. Afternoon. Thanks for making time on a Friday.
- Gregory HasselbeckOf course. What decision is needed today?
- Jordan PikeStraight to it, I like that. Here's where we are. One-line agenda: I want to walk through the expansion proposal, check it matches what Danielle needs in the field, and agree what a yes looks like. We have thirty-four minutes, so I'll keep an eye on the clock.
- Danielle OkonkwoBefore we get into it, can I give you a quick win from the field? One of our liaisons walked into a hospital discharge office on Wednesday and already knew the referrer's open tickets and where their contract stood. The case manager actually asked her how she knew.
- Jordan PikeThat's exactly what we want to hear. Was that through the referrer pages?
- Danielle OkonkwoPages and chat. She asked the brain for everything on that hospital before she got in the car. Took her a minute, not an afternoon. And she didn't have to call anyone in patient services to ask.
- Gregory HasselbeckGood. Keep it simple for me. Where are we on usage?
- Jordan PikeTo be transparent, I'll give you the headline and Danielle can fill in the colour. You're on Growth, forty licensed users, £50k a year, in your first year, with the contract running to 29 Apr 2027. Active users averaged nearly seventeen over the last thirty days, which is up by roughly two thirds on the prior quarter. Only a couple of tickets in that window, nothing high priority, and every invoice is paid.
- Gregory HasselbeckWhat's the risk in that?
- Jordan PikeHonestly, not much. The risk is kind of the opposite of a problem. People are using it, and I'd rather you grow into it on purpose than have it spread around informally and end up with gaps in who can see what.
- Danielle OkonkwoAnd that's exactly what I'm seeing. The liaisons talk to each other. I get messages every week asking can my coordinator have a login, can the new hire have a login. I need this by Friday type messages, I'm not kidding.
- Gregory HasselbeckAnd support has been quiet? Two tickets sounds fine.
- Jordan PikeQuiet, yes. Hollie Grieve, your customer success manager, has been watching them, and she can send you the detail if you want it. Nothing that worries me.
- Danielle OkonkwoHonestly the liaisons just use it. That's the best thing I can say about it.
- Jordan PikeRight. Okay, so the proposal. The expansion deal is £12,000. To be clear, that's the total value of this piece of work. It is not an annual price, and I don't want anyone leaving this call thinking it's an increase on the £50k.
- Gregory HasselbeckDoes it change the subscription, or sit beside it?
- Jordan PikeSits beside it, as I'm proposing it. The order form you have stays as it is. This is about extending what you already have to more of the people who need it, and the work to get them properly set up. If anything in the final paperwork touches the subscription itself, you'll see that in writing before anyone signs. I won't surprise you.
- Gregory HasselbeckGood. Danielle, is this what you asked for?
- Danielle OkonkwoMostly, yes. What I asked for was one view per referrer for every liaison who walks into a hospital. We got that for the first group. Now there's a second group who keep asking, and I'd like them on the same footing, not on screenshots I forward them. Same view, same answers, same morning.
- Jordan PikeThat makes sense. Let me ask the direct question, because it helps me: what would make this a yes for you, Danielle? And then Gregory, same question from your side.
- Danielle OkonkwoFor me it's two things. The new people have to be live fast, because referral season doesn't wait. And nobody on my team ends up doing extra data entry to make it work. If a liaison has to fill in a form so the brain knows something, they won't, and then I've got a worse problem than before.
- Jordan PikeUnderstood. No new data entry is a fair line, and I'll say so in the proposal. Gregory?
- Gregory HasselbeckTwo things. It does not create work for my team. And privacy and security have to be comfortable before anything is signed. Has our privacy officer seen any of this yet?
- Jordan PikeNot yet on this piece, and I'd rather be straight with you about that. The business associate agreement you signed stays in place, and nothing here changes it by itself. But if the expansion touches anything new, your privacy and security people should see it first, and I'd want them to see the whole picture, including anything that's awkward. I'll write it up in plain language so it doesn't take them a week to read.
- Gregory HasselbeckFine. Send it to Danielle and me. We'll route it.
- Danielle OkonkwoAnd let's loop in the liaisons who'll be on the receiving end. Not all of them, just the two or three who've been loudest. If they're happy, everyone else follows. If they're not, I want to know before it's signed, not after.
- Jordan PikeI love that. It also helps me, because they'll tell us what the setup should look like in a way a slide never will. Would a short working session work, maybe thirty minutes, with Hollie and me?
- Danielle OkonkwoYes. I can get them on next week. I'll find a slot and put it in the calendar.
- Gregory HasselbeckWhat's the timeline? Keep it simple.
- Jordan PikeOn my side the expected close is Friday 13 November 2026. That's the date I've been working to, and it's a target, not a deadline I'm going to push you toward. If privacy and security need longer, we move it. I'd rather have a clean yes a bit later than a rushed one.
- Gregory HasselbeckI appreciate that. I will not sign before they approve.
- Jordan PikeUnderstood, and I wouldn't ask you to. Working back from 13 Nov 2026, what I'd suggest is this. I send the written proposal early next week. Your privacy and security people have it for a couple of weeks. We run the session with the liaisons in the middle of that. Then we come back together with whatever they raise.
- Danielle OkonkwoThat works for me. What's in the proposal, exactly? I want to be able to walk Gregory through it without needing you on the phone.
- Jordan PikeGood, that's the right test. It'll have the scope in plain words, who gets access and what they can see, what changes for your team, what doesn't, the £12,000 and what it covers, how we bring people online, and what we'd ask of your side. One page of summary up front, and the detail behind it for the privacy folks.
- Gregory HasselbeckWhat does it ask of my side? Be specific.
- Jordan PikeFair. Three things, I think. One named person on your side who can answer questions from us during set up. Danielle, that's probably you, but tell me if it should be somebody else. Two, a decision from your privacy and security people. Three, someone to confirm which group of liaisons comes first, so we sequence it sensibly.
- Danielle OkonkwoThat's me for the first one. Second group first, and then the rest. I have a list.
- Jordan PikePerfect. Can you send me that list, even rough?
- Danielle OkonkwoRough, yes. No patient information in it, obviously. Just roles and which branches they cover. I'll send it Monday.
- Jordan PikeThat's what I need, nothing more. And thank you for saying that, because I'd never want anything with patient details coming through email either.
- Gregory HasselbeckGood. Now, the licences. You said forty and nearly seventeen active. Why would we need more?
- Jordan PikeGreat question, and I'll be honest, that's the one I expected you to ask. Right now you have headroom. Forty licensed, nearly seventeen active on average. So this proposal isn't about buying seats you don't use. If the numbers tell us you need more seats, I'll say so, and if they don't, I'll say that too.
- Gregory HasselbeckOkay. That's helpful. I didn't want to hear we're out of room when we aren't.
- Danielle OkonkwoAnd actually, Jordan, that's a fair point for me too. A lot of the people asking for logins might already fit inside what we have. I should check that before I tell you we need anything.
- Jordan PikeYes, please. If we can do this inside the forty, that's the cleaner story for Gregory, and it's the honest one. Hollie can pull the user list with you so you can see who's active and who's never logged in.
- Danielle OkonkwoOh, I'd love that. There are a few I suspect have never opened it, and I'd happily give those seats to the people who are asking.
- Gregory HasselbeckThen why is there an expansion at all?
- Jordan PikeRight, and that's the fair challenge. The expansion isn't about seat count. It's about extending the brain's reach to the second group, getting them set up properly with the same view per referrer, and making sure it holds up as more people rely on it. The £12,000 pays for that work, not for licences. Does that land?
- Gregory HasselbeckIt does. So it's the work, not the seats.
- Jordan PikeExactly. And if you ever decide the work isn't worth it, you've still got the brain you have now, running as it is. Nothing breaks.
- Danielle OkonkwoWhich I wouldn't want, to be clear. But I like that it's an option. It keeps everyone honest.
- Gregory HasselbeckRenewal. Where is that?
- Jordan PikeRenewal is 30 Apr 2027, so you're a good way off. Hollie owns that conversation and she'll start it well ahead, with the usual notice. I'd just say, this expansion is a good way to build the case. If the second group is using it heavily by then, the renewal conversation is an easy one.
- Gregory HasselbeckI like easy. Is there anything on the contract itself we should be thinking about now?
- Jordan PikeNot that I'd flag today. What I'd do is make sure whatever we sign for the expansion sits cleanly alongside the existing order form, so there's no confusion later about what applies to what. I'll get that checked on our side before it reaches you.
- Danielle OkonkwoCan I add one thing? Something the liaisons keep raising. They want the answers faster in the morning, before they leave. Is that a data refresh thing or something else?
- Jordan PikeGood one. The nightly refresh completes by seven in the morning your local time on business days, on every tier, so for a liaison leaving at half past seven it should be fresh. If someone's seeing stale answers earlier than that, tell me which branch and roughly when, and Hollie will dig into it.
- Danielle OkonkwoOkay, so it's probably someone looking at six. I'll tell them to wait until seven. That's a good answer.
- Jordan PikeHa, yes, probably. And if it isn't, we'll find it.
- Gregory HasselbeckAnything else I should know before I take this to privacy and security?
- Jordan PikeOnly that I'd like to be in the room, or on the call, if they have questions. I'd rather answer them directly than have things get lost in a forwarded email. And if there's something they don't like, I want to hear it early.
- Gregory HasselbeckI'll tell them. They'll appreciate it.
- Danielle OkonkwoI'll tell them too. Honestly, they've been easy to work with on this. They just want to see it written down.
- Jordan PikeWritten down, I can do. Let me recap so we're all holding the same thing. I send the proposal early next week, summary up front, detail behind it. Gregory, you route it to privacy and security. Danielle, you send me the rough list of the second group on Monday and set up the session with the two or three loudest liaisons. Hollie pulls the user list so you can see who's active.
- Danielle OkonkwoThat's it. And I'll let you know if the liaisons come back with anything surprising.
- Gregory HasselbeckAnd the target is 13 Nov 2026, but no pressure.
- Jordan PikeCorrect. Target, not pressure. If we need longer, we take longer. What matters is that it's right, and that your security team is comfortable.
- Danielle OkonkwoOne more thing, and then I'll stop. Jordan, the thing I liked about the first rollout was that nobody on my team felt like they were being trained at. It was short and practical. Can we do that again?
- Jordan PikeYes. Short and practical, in the work they already do, not a day of slides. Hollie ran the first one with you, so I'll ask her to repeat what worked and drop what didn't. If there's anything you'd change, tell me and I'll make sure it goes in.
- Danielle OkonkwoI'd change very little. Maybe make the first session a bit earlier in the day. Liaisons are in the field by nine.
- Jordan PikeNoted. Early, short, practical. Easy.
- Gregory HasselbeckGood. Anything else from either of you?
- Danielle OkonkwoNot from me. Well, one. Jordan, thank you for being straight about the seats. That's not how most vendors behave.
- Jordan PikeI appreciate that, Danielle. You've earned it, honestly. You've made the brain useful, and that's what makes my job easy.
- Gregory HasselbeckThen let's keep it moving. Send the proposal, and I'll take it from there.
- Jordan PikeWill do. Early next week, I promise. I'll copy Hollie so she's in the loop and can pick up anything on the user list.
- Danielle OkonkwoGreat. I'll get the liaison session on the calendar and send you the rough list. I'll also find out if two of them have time on the same afternoon, so we don't do it twice.
- Jordan PikePerfect. One slot is easier for everyone. And Gregory, if privacy and security want a call before they read it, let me know and I'll make time.
- Gregory HasselbeckI'll let you know. They usually prefer to read first.
- Jordan PikeThen reading first it is. Okay, we're a little under time, so let me give you a few minutes back. Any last questions?
- Danielle OkonkwoNone from me. This was a good one.
- Gregory HasselbeckNone. Thank you both.
- Jordan PikeThanks, Gregory. Thanks, Danielle. Enjoy the weekend, and I'll talk to you both next week.
- Danielle OkonkwoYou too, Jordan. Have a good one, Gregory. Bye!
- Gregory HasselbeckGoodbye.
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