Pentreath Cold Chain / BG-Demo – Check In
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Pentreath Cold Chain · 4 Aug 2025 10:00
On 4 Aug 2025 Finance Director Philip Annear said he is not minded to renew simply because the brain is there. Usage is still eleven of fifty, the depots are unused, and he wants any price change from a person.
What was said
What this says
As at Fri 9 Oct 2026On 4 Aug 2025 Finance Director Philip Annear said he is not minded to renew simply because the brain is there. Usage is still eleven of fifty, the depots are unused, and he wants any price change from a person.
What happened: Daniel Okafor ran a check-in with Philip alone on 4 Aug 2025. Usage is still eleven of fifty, the depots are a blank, and one how-to ticket was answered the same day.
Customer view: Philip asked what the brain saves, in Daniel's honest view and not the account managers'. He said he will not renew just because it is there.
Commercial: The annual figure is £48k, matching the order form, with nothing overdue. The term ends on 27 Dec 2025 and the renewal is on 28 Dec 2025.
Watch: Philip wants to hear any change in the number from a person. Daniel offered to revisit the fifty licences in the autumn and to speak to a contract manager who said she would miss it.
Themes
As at Fri 9 Oct 2026Theme
Value case before renewal
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Daniel Okafor to speak briefly to the contract manager and share what she says with Philip as it is.
- Tom Ashdown to approach Philip first about the renewal paperwork ahead of the 27 Dec 2025 term end.
- Daniel to revisit the fifty licences and bring the usage picture again in the autumn.
Risks
As at Fri 9 Oct 2026- Usage is flat at eleven of fifty and the depots have never been brought along, so the subscription is hard to justify.
- Philip will not renew by default and expects early, personal warning of any price change.
Opportunities
As at Fri 9 Oct 2026- A contract manager has said unprompted that she would miss the brain, which could anchor a value case.
- Finance staff checking invoices against contract terms is an unplanned use that shows value beyond the account managers.
Transcript
Daniel OkaforGood morning, Philip. Thank you for your time. Is it just us two this morning?
Philip AnnearMorning, Daniel. Just me. Let's make a start, if you don't mind. Usage first. Who's using it?- Daniel OkaforOf course. Same shape as when we spoke in the spring, really. Around eleven people active on an average day, and that's up a very little on the previous quarter. Still mostly the account managers, plus a few people from the contracts side, and one or two from finance who dip in.
- Philip AnnearFrom finance. That'll be my lot checking invoices against contract terms.
- Daniel OkaforI think so, yes. It's not something we designed it for particularly, so I'm pleased it's earning a place there.
- Philip AnnearStill eleven. Out of fifty.
- Daniel OkaforStill eleven, you're right. I did say I'd bring you usage by team last time, and I did send it, but I wanted to hear what you made of it.
- Philip AnnearI read it. The depots are a blank. Avonmouth and the two others.
- Daniel OkaforThey are, and I'd rather be straight about that. It's a gap in how it's been rolled out, not a fault in anything. The depot managers were never really brought along, and I think I should have pushed that harder when we started.
- Philip AnnearWould they use it if they were?
- Daniel OkaforI honestly don't know, and I won't pretend to. Their day is about the floor and the vehicles, not about client records. It may be that it simply isn't for them, and that the right answer is a smaller circle of regular users. I'd rather we found that out than assumed.
- Philip AnnearThat's a more honest answer than I expected.
- Daniel OkaforI'd rather you could trust it. It helps both of us.
- Philip AnnearTickets.
- Daniel OkaforOne in the last month, and nothing urgent. A how-to question from one of the account managers, answered the same day. No high priority tickets at all this time.
- Philip AnnearGood. And invoices.
- Daniel OkaforNothing overdue. Annual figure is £47,500, matching the order form.
- Philip AnnearYes, I have it here. Now. The review prep question. You were going to ask the account managers.
- Daniel OkaforI did, and thank you for holding me to it. I spoke to a few of them. What came back is not a single neat figure, and I won't dress it up. Two of them said that preparing for a client review is noticeably quicker, because the excursion tickets and the contract notes are in the same place. One said it hadn't changed much for her, because her clients are small and she knows them by heart.
- Philip AnnearSo mixed.
- Daniel OkaforMixed, leaning positive, and strongest where the client has the most going on. That's the fairest summary I can give you.
- Philip AnnearWhat does it save us, in your honest view? Not theirs.
- Daniel OkaforIn my honest view, it saves time on the busier accounts, and it gives you a safer paper trail when a client disputes an excursion. Whether that's worth the whole annual fee to you is a judgement for you, and I'd not want to talk you into it. What I'd hope is that you could see for yourself by the end of the year.
- Philip AnnearI will. I'll say now that I'm not minded to renew simply because it's there.
- Daniel OkaforI'd expect nothing else from you, Philip, and I'd be uncomfortable if you did.
- Philip AnnearOn which. Send me the renewal in good time.
- Daniel OkaforYes. The term ends on 27 Dec 2025, with the renewal on 28 Dec 2025. I spoke to Tom about it, and he knows you want it early. I can't give you his exact day, that's his to set, but I've asked him to come to you first before anyone else.
- Philip AnnearThank you. And if the number changes, I want to hear it from a person, not find it on an invoice. I don't pay what I haven't been warned about.
- Daniel OkaforUnderstood, and I'll make sure that's written down on our side. Nobody should be surprised by anything. Just to close the loop, I'll note it on the account so it's there for Tom.
- Philip AnnearGood.
- Daniel OkaforCan I ask how the team is finding it, from where you sit? Last time you said quiet.
- Philip AnnearStill quiet. A bit less quiet, perhaps. One of the contract managers mentioned it in a meeting last month, as a thing she'd miss if it went. That's the first time anyone's said that to me unprompted.
- Daniel OkaforThat's good to hear, genuinely. Would you mind if I spoke to her? Only to understand what she'd miss. It might tell us something useful about where the value really is.
- Philip AnnearI don't mind, provided it's brief and it doesn't turn into a sales conversation.
- Daniel OkaforTen minutes, and no sales. I'll ask her what she'd miss and write down what she says, and I'll share it with you as it is.
- Philip AnnearFine. I'll let her know you'll be in touch.
- Daniel OkaforThank you. Then on the fifty licences, I'd suggest that we revisit the number in the autumn, once I've heard from her and the others. If the honest answer is that fewer people need it, then we should talk about that openly before the renewal, not after.
- Philip AnnearI'd want that. Open, and early.
- Daniel OkaforEarly it is. Is there anything else you'd like to raise this morning?
- Philip AnnearNo. That's everything I had.
- Daniel OkaforThen to recap: I'll speak to the contract manager and send you what she says, I'll keep you posted on the renewal paperwork through Tom, and I'll bring the usage picture again in the autumn. Does that match your notes?
- Philip AnnearIt does. Thank you, Daniel.
- Daniel OkaforThank you, Philip. Have a good day, and speak soon.
- Philip AnnearGoodbye.
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