Kingdon Diagnostics / BB-Demo – Renewal

First of two booked renewal calls with CFO Graeme Charlton, 89 days before the 6 Jan 2027 Enterprise renewal. He wants one clear figure and a business case, but two figures are in play: a £125k renewal price and £135k on the CRM deal.

Context: Graeme Charlton has asked for a return case at every call this year. On the 28 Sep 2026 call he tied the renewal to one. All invoices are paid within terms, so the risk is about value, not money.

Approach: Lewis Kerr opens with one agreed renewal figure, because the 7 Oct 2026 notice quoted £135k against a £125k renewal price. The records do not show whether the side by side was sent.

Marcus Bell then frames the value case in margin and turnaround, as Graeme asked on 27 Jul 2026. Use Kirsty Robson's attendance to fix the finance team session.

Watch for: a push to cut the licence below 150 seats. The records do not show the source of Graeme's count of around 28 active users, so ask about it before contradicting it.

A second renewal call is booked for 19 Oct 2026. Aim to agree the figure and what the business case must show, not to close.

AI · claude-opus-5-5 · 14 Oct 2026