Kingdon Diagnostics / BB-Demo – Renewal
Callcompleted
Kingdon Diagnostics · 2025-11-26 16:30
Renewal call with the CFO. He is open in principle to Enterprise for SSO and governance but needs a board business case. Close is pencilled for 22 Dec 2025, and BB-Demo itself said a Growth renewal is fine.
What was said
What this says
Current to 13 Oct 26Renewal call with the CFO. He is open in principle to Enterprise for SSO and governance but needs a board business case. Close is pencilled for 22 Dec 2025, and BB-Demo itself said a Growth renewal is fine.
What happened: Marcus Bell covered usage, then Lewis Kerr set out the renewal. Graeme Charlton, the CFO, confirmed the contract runs to 5 Jan 2026.
Customer view: Graeme is positive in principle but will not commit without a business case for the board. He does not yet know whether the proposal is within budget and called it a good deal more than they pay now.
Commercial: Growth is £51k a year, matching the order form and the invoices. The Enterprise proposal has a total value of £119k plus VAT, including the one-off implementation fee, so it is not an annual price.
Watch: Marcus said usage alone does not justify Enterprise, so the case rests on SSO, governance and the sponsor. The evidence does not show whether the 22 Dec 2025 target was met.
Themes
Current to 9 Oct 26Theme
Renewal and Enterprise upgrade
Importance
renewal
Sentiment
positive
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 the written quote with each line shown, the same day as the call.
- Marcus Bell sends the one-pager early the following week and books half an hour with the governance lead.
- Aim to close by 22 Dec 2025, co-terming to the renewal if it slips.
Risks
Current to 9 Oct 26- The board may not accept the Enterprise case, and Graeme does not yet know whether it is within budget.
- Usage of about eight daily users on forty licences does not by itself support Enterprise.
Opportunities
Current to 9 Oct 26- Enterprise for SSO, the executive sponsor and bringing more group sites and the security review under one contract.
- A straight Growth renewal remains a good fallback if the security case does not stand.
Transcript
Marcus Bell NoneAfternoon, Graeme. Can you hear us all right? Lewis is on as well.
Graeme Charlton NoneI can, yes. Good afternoon, both. Sorry, I'm just coming out of another meeting, give me a second to close the laptop lid on that.
Lewis Kerr NoneNo rush at all. Afternoon, Graeme.- Graeme Charlton NoneRight. I'm here. What's changed since we last spoke?
- Marcus Bell NoneNot a huge amount, which is mostly good news. I've pulled the numbers, so let me share my screen and I'll say what I want to cover. Usage, then the renewal, and I'll hand over to Lewis for the commercial side.
- Graeme Charlton NoneFine. Let's keep it simple.
- Marcus Bell NoneSo, active users are up about thirty per cent on the previous quarter. Around eight people on an average day now, which for a team your size is a healthy pattern. The contract managers are in there most mornings, looking at the referrals by trust alongside the reporting-turnaround tickets.
- Graeme Charlton NoneEight. Out of forty licences.
- Marcus Bell NoneYes, forty licensed users. So there's a lot of headroom. Honestly I'd rather say that than dress it up.
- Graeme Charlton NoneAppreciated. Who's asking the questions? Is it one person?
- Marcus Bell NoneIt's spread across a handful of the contract managers, which is what you'd want. There's one who asks a bit more than the others, but nobody dominates. I wouldn't call it a key-person worry.
- Graeme Charlton NoneGood. And support? Anything I should know about?
- Marcus Bell NoneThree tickets in the last month, none of them high priority. Two were how-to questions on the invoice views and one was a connector query that was sorted the same day. No overdue invoices on our side either, so it's a clean picture.
- Graeme Charlton NoneYes, finance would have told me otherwise. We pay on time. NHS trusts pay us on time, mostly, so I'd like to return the favour.
- Lewis Kerr NoneWhich we do notice, Graeme, for what it's worth.
- Graeme Charlton NoneHm. So. The contract ends on the fifth of January, I have that right?
- Lewis Kerr NoneYou do. The contract runs to 5 Jan 2026 and the renewal date is 6 Jan 2026. Currently you're on Growth at £50,800 a year, and that's what the order form says and what we've invoiced, so those two agree.
- Graeme Charlton NoneRight. And what are you proposing?
- Lewis Kerr NoneSo, my understanding from the earlier conversations is that you wanted to look at Enterprise, mainly for single sign-on and the executive sponsor, and to bring more of the group's sites and the security review under one roof. I want to confirm that's still what you want to buy, and by when.
- Graeme Charlton NoneIn principle, yes. Our information governance lead likes the idea of SSO. The board will want a reason, though. I don't commit without a business case.
- Lewis Kerr NoneUnderstood, and that's fair. To put a number on it, the proposal as it stands has a total value of £119,000, plus VAT. That's the whole deal, so it includes the one-off implementation fee, it isn't an annual price. I'd rather not break it down from memory on a call, so I'll send the written quote today with each line shown.
- Graeme Charlton NoneSorry, say that again. One hundred and nineteen thousand, all in?
- Lewis Kerr NoneTotal value of the deal, yes, implementation included. The subscription element is shown separately on the quote so you can see what recurs each year.
- Graeme Charlton NoneIs that within budget? Honestly I don't know yet. It's a good deal more than we pay now.
- Lewis Kerr NoneIt is, and I won't pretend otherwise. The question for me is whether the usage supports it. Marcus, you'd be better placed to say.
- Marcus Bell NoneYeah. Honest view: eight daily users on forty licences doesn't by itself need Enterprise. What would justify it is the SSO and the governance side, plus the sponsor and the support. If it's only about seats, you've got room on Growth. I'd rather you knew that.
- Graeme Charlton NoneThat's useful. Lewis, does that bother you?
- Lewis Kerr NoneNot at all. I'd never push an upgrade the usage doesn't support. If the case rests on security and sign-in, then it stands on that. If it doesn't, a straight Growth renewal is a perfectly good outcome.
- Graeme Charlton NoneGood. What's the return, then? That's what the board will ask. Put it in a form I can show them.
- Marcus Bell NoneI can help with that. What I'd suggest is a one-pager. Questions asked each month, the time the contract managers say they save on reconciling referrals against invoices, and what SSO takes off your IT team. Happy to jump on a call with your governance lead to get her side of it.
- Graeme Charlton NoneYes. Do that. She's more likely to have the detail than I am, and I've delegated that part.
- Graeme Charlton NoneTiming, though. The board meets again in December. After that it'll be the new year and everyone's away.
- Lewis Kerr NoneThen I'd pencil in 22 Dec 2025 as the date we aim to close by. That leaves a couple of weeks before the contract ends. If it slips we can still co-term whatever you choose to your renewal.
- Graeme Charlton NoneThat works. I'll tell the board it's pencilled, not agreed.
- Lewis Kerr NoneThat's exactly the right way to put it.
- Graeme Charlton NoneOne more thing. Nothing hidden in the renewal? No surprises on the price of the current tier?
- Lewis Kerr NoneNothing hidden. You signed in January this year under the earlier price list, so the Growth figure in front of you is the one in the order form. If we go to Enterprise the quote will show the difference clearly. I'll make sure of it in writing.
- Graeme Charlton NoneGood. Then let's keep it simple. Send me the quote, Marcus sends the one-pager, and I'll speak to the governance lead this week.
- Marcus Bell NonePerfect. I'll get the one-pager to you early next week, and I'll copy Lewis so the numbers line up with the quote. Shall we book half an hour with your governance lead for after that?
- Graeme Charlton NoneYes. Ask my office for a slot. Thank you both, that was brief and clear, which I like.
- Lewis Kerr NoneKind regards, Graeme. I'll send that over today.
- Marcus Bell NoneCheers, Graeme. Speak soon.
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