Saltdean Hart Insurance Brokers / BG-Demo – Renewal
Callcompleted
Saltdean Hart Insurance Brokers · 3 Oct 2025 11:00
Marcus Bell took Nigel Ferris and Trevor Mayhew through usage and the renewal. Priya expects £40k to hold, with annual and quarterly options on the order form by 24 Oct 2025. Nigel wants a call before signing.
What was said
What this says
As at Fri 9 Oct 2026Marcus Bell took Nigel Ferris and Trevor Mayhew through usage and the renewal. Priya expects £40k to hold, with annual and quarterly options on the order form by 24 Oct 2025. Nigel wants a call before signing.
What happened: Marcus covered usage, the renewal and next steps with Nigel Ferris and Trevor Mayhew on 3 Oct 2025. The term ends on 21 Nov 2025 and the renewal date is 22 Nov 2025.
Customer view: Nigel asked directly whether they get their money's worth and cares about faster answers for the claims team. Trevor queried cost per seat, because forty licences are held and fewer than ten people are active on a normal day.
Commercial: Priya Raman gave the contracted figure as £40k a year, matching what has been invoiced, and expects the renewal to sit there. She would not promise it on the call and will confirm it on the order form. Nigel asked whether they could do any better and she took that away.
Watch: Cost per seat is the likely value question at the partners' meeting. Nigel wants wider adoption only after the renewal, so any seat push has to wait.
Themes
As at Fri 9 Oct 2026Theme
Renewal price and 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- Priya Raman sends the renewal order form with annual and quarterly options by 2025-10-24.
- Marcus Bell sends a one-page usage summary the same afternoon for Trevor's partners.
- Priya Raman rings Nigel Ferris to go through the form before anything is signed.
Risks
As at Fri 9 Oct 2026- Finance questioned cost per seat with forty licences and fewer than ten daily users, so a value challenge may come at the partners' meeting.
- Nigel asked whether the price could be bettered and the answer is still open until the order form arrives.
Opportunities
As at Fri 9 Oct 2026- Bring more account executives onto the Growth subscription after the renewal, as Marcus offered and Nigel accepted.
- Offer the quarterly payment option alongside annual on the order form to ease the customer's cash flow.
Transcript
Marcus BellMorning, all. Can everyone hear me alright?
Nigel FerrisMorning, Marcus. Loud and clear. Bit of a grey one down here in Brighton.
Priya RamanMorning! All good this end. Trevor, I think you might be on mute.
Trevor MayhewSorry, yes, morning. I was just finishing something in the ledger. I'm with you now.- Nigel FerrisTake your time, Trevor. Marcus, is this the one where you tell me the bottom line?
- Marcus BellPretty much, Nigel, and I'll keep it short. I'll share my screen and cover three things: how the team has used the brain this year, what the renewal looks like, and what you need from us before the end of November. Happy to stop anywhere if you've got questions.
- Priya RamanAnd just to recap where we are, to keep momentum. Your term ends on 21 Nov 2025, the renewal date is the day after, 22 Nov 2025, and on our side the renewal is open with a target of 24 Oct 2025 for getting the paperwork done. So there's runway, just not a huge amount.
- Nigel FerrisRight. Fair enough. Go on then.
- Marcus BellSo, I've pulled the numbers. You've got forty licensed users on Growth. On a normal day fewer than ten people are actually in there, and that's crept up a little on the previous quarter. No tickets raised in the last month, nothing high priority, and no overdue invoices, which Trevor will like.
- Trevor MayhewI do like that, yes. Though forty licences and under ten using them, is that something I should be worried about? I'm thinking cost per seat.
- Marcus BellNot worried, no. And I'll be straight, price isn't mine to talk about, that's Priya's. What I'd say is the people who do use it, use it properly. Account executives prepping renewals, the claims team pulling a client's history without ringing round the office.
- Nigel FerrisThe clients come first. If the claims team gets an answer quicker, that's what I care about. I don't need the technology, Marcus.
- Marcus BellUnderstood. No technology. Just that the questions people ask have been steady and a bit higher than last quarter, and the people asking are the ones you'd expect.
- Nigel FerrisGood. Good. Our head of operations lives in it, mind. She's stretched this month, so I'd keep her out of the paperwork if you can.
- Priya RamanHappy to make this easy. It'll go to you and Trevor, nobody else.
- Trevor MayhewRight, from my side, two things. What's the number for the renewal? And does the invoice go out the same way, annually in advance, thirty day terms?
- Priya RamanSo today the contracted figure is £39,600 a year, and that matches what's been invoiced. For the renewal I'm expecting it to sit where you are, £39,600, and I'll confirm that in writing with the order form rather than promise it on a call. Same invoicing, annual in advance, thirty day terms.
- Nigel FerrisCan we do any better on it?
- Priya RamanLet me take that away, Nigel. I'd rather not guess on a call and get it wrong. I'll come back to you with the form.
- Nigel FerrisFair. Honest answer. I like that.
- Trevor MayhewOne more. For cash flow, is there any way of splitting it? Quarterly, say?
- Marcus BellYes, quarterly is an option on request. Priya can set that out on the order form so you can see it side by side with the annual one.
- Trevor MayhewLovely. If you could show both, I'll take it to the partners' meeting.
- Priya RamanWill do. Both versions, same document.
- Nigel FerrisNow, the bottom line. Are we getting our money's worth, Marcus? Just tell me.
- Marcus BellI think so, Nigel, yes. The team has been using it steadily, nothing has broken, and the claims side is getting what it wanted. The one thing I'd flag is that there's room to bring more of the account executives in, because you've paid for forty and not all of them have logged in. I'm happy to jump on a call with whoever you'd like, a short one, to get a few more started.
- Nigel FerrisAfter the renewal. Not before. I don't want them distracted.
- Marcus BellAfter the renewal, that's fine. I'll leave it with you.
- Trevor MayhewSorry, going back, did you say nothing overdue? Because I had a note about the last invoice and I'd want to be sure.
- Marcus BellNothing overdue on our side. If you've got a note I'd check it against the remittance, but as far as I can see it's all settled.
- Trevor MayhewRight, yes, I'll look. Probably my filing. Thanks.
- Priya RamanOkay, so to pull it together. I send the renewal order form by 24 Oct 2025, with the annual and quarterly options on it. Trevor, you take it to your partners. Nigel, once you've had a look, give me a ring and we'll speak before anything is signed.
- Nigel FerrisThat's how I like it. Give me a ring when it's ready and we'll go through it. No sense in reading it all on my own.
- Marcus BellAnd I'll send over the usage summary this afternoon, one page, so Trevor has something for the partners as well.
- Trevor MayhewThat would help, thank you. One page, ideally.
- Marcus BellOne page, I promise. Shall we say anything else before we finish?
- Nigel FerrisNot from me. Thank you both. Speak soon.
- Priya RamanThanks, everyone. Have a good weekend.
- Trevor MayhewCheers all.
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