Kingdon Diagnostics / BG-Demo – Check In
Callcompleted
Kingdon Diagnostics · 30 Mar 2026 16:30
On the 30 Mar 2026 check-in, CFO Graeme Charlton heard usage had close to doubled on the quarter, then asked what the unused Enterprise seats return. He wants the renewal price confirmed in writing before he commits.
What was said
What this says
As at Fri 9 Oct 2026On the 30 Mar 2026 check-in, CFO Graeme Charlton heard usage had close to doubled on the quarter, then asked what the unused Enterprise seats return. He wants the renewal price confirmed in writing before he commits.
What happened: Marcus Bell showed usage nearly double the previous quarter, with a little under thirty daily active users and one closed how-to ticket. Graeme accepted that and then raised seat value.
Customer view: Graeme asked what the return is on the other seats against a licence for one hundred and fifty users. He asked for a short list of teams not yet using the brain, and said he does not want a project.
Commercial: the order form is £119k a year and matches what is invoiced. The term ends 5 Jan 2027 and the renewal date is 6 Jan 2027. Graeme assumes the price stays as it is and wants that confirmed.
Watch: Marcus declined to speak on price and passed it to Lewis Kerr. Nobody gave Graeme a figure.
Themes
As at Fri 9 Oct 2026Theme
Usage growth, seat value
Importance
renewal
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- Marcus Bell to send Graeme Charlton the one-page usage summary for the board pack before the end of that week.
- Marcus Bell to send a short list of teams that have not started, with a sentence on why each might benefit.
- Lewis Kerr to contact Graeme and put the renewal terms in writing well ahead of 6 Jan 2027.
Risks
As at Fri 9 Oct 2026- The CFO questions the return on seats beyond daily users, which could become a licence-size challenge at renewal.
- He assumes the renewal price stays as it is and no one has confirmed it.
Opportunities
As at Fri 9 Oct 2026- Rising and more specific questions give a value case for the Enterprise licence.
- Teams not yet using the brain are a route to wider adoption of the seats.
Transcript
Graeme CharltonMarcus, hello. Am I early?
Marcus BellNot at all, I've only just joined. Afternoon, Graeme. Give me a second to share my screen.- Graeme CharltonTake your time. It's been one of those Mondays.
- Marcus BellHa, aren't they all. Right, you should see the usage summary now. What I want to cover is quick: how usage has moved, the one ticket we had, and what you need from us before the summer. Is that alright?
- Graeme CharltonThat's fine. What's changed since February?
- Marcus BellUsage has gone up again. I've pulled the numbers. Over the last thirty days you're averaging a little under thirty active users a day, and compared with the previous quarter that's close to double.
- Graeme CharltonClose to double on top of what you showed me last time. Is that sustainable, or is it a spike?
- Marcus BellIt looks sustained. The line has been climbing steadily rather than jumping. I'd say the habit has stuck. People are asking questions most days, and the questions are getting more specific.
- Graeme CharltonMore specific how?
- Marcus BellLess looking things up, more comparing. A contract manager asking how one trust's referrals stack up against the reporting turnaround and what's been invoiced. That's the sort of question that used to mean a spreadsheet and a phone call.
- Graeme CharltonYes. That's what I hear from them. Good. And the ticket?
- Marcus BellJust the one in the last month. A how-to question from one of the users, not a fault. It was answered and closed, and nothing high priority. Nothing else open.
- Graeme CharltonOne ticket from that many people. I'll take that.
- Marcus BellMe too. With more people in there, I'd normally expect a few more how-to questions, so it suggests they're finding their way.
- Graeme CharltonLet me ask the awkward one. We pay for a hundred and fifty users and we have about thirty in daily. What's the return on the other hundred and twenty?
- Marcus BellThat's a fair thing to ask, and I'd rather you asked it. The licence is sized for the whole company, and Enterprise brings things beyond the user count, like single sign-on and the executive sponsor. But the honest point is that the seats are headroom. Thirty a day is the people using it daily, and the number of people who have been in at some point will be higher.
- Graeme CharltonMm. So the question for me is whether more of my people should be in there.
- Marcus BellThat's how I'd put it. And if you'd like, I can look at which teams haven't started and suggest where it would be most useful. No pressure. It's your call.
- Graeme CharltonDo that. But keep it simple. I don't want a project.
- Marcus BellUnderstood. A short list of teams and a sentence on why each one might benefit. Nothing more.
- Graeme CharltonNow the contract. Remind me of the numbers. I've the board pack to do.
- Marcus BellThe order form is £119,000 a year and that's what's invoiced, so they agree. Nothing overdue. The term ends 5 Jan 2027 and the renewal date is 6 Jan 2027.
- Graeme CharltonGood. Is that within budget? I'm assuming it stays as it is, but I'd like it confirmed before I commit anything.
- Marcus BellThat one belongs to Lewis, Graeme, I don't want to speak for him on price. I'll ask him to contact you and put the renewal terms in writing well ahead of the date. My part is the notice and making sure you've got the value picture in front of you.
- Graeme CharltonFair enough. I appreciate you not guessing.
- Marcus BellAlways better. So, to recap. I'll send you the updated one-page summary for the board pack, with the usage trend, and I'll put together that short list of teams. I'll also ask Lewis to be in touch about the renewal.
- Graeme CharltonYes. Can the summary come to me by the end of the week? The board deadline is fixed.
- Marcus BellI'll have it with you before then. And shall we book thirty minutes a bit later in the year, once you've had a chance to see how the other teams get on?
- Graeme CharltonYes. Put it in the diary. Thank you, Marcus. Good progress.
- Marcus BellThanks, Graeme. Speak soon.
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