What it says
What this says
As at Fri 9 Oct 2026Final board pack from the CFO for the quarter ending 30 Jun 2026, issued 16 Jul 2026. It reports contracted ARR of £3.3m, 69 customers and headcount of 42, and asks the board to note the position and agree reconciliation steps.
What it is: an internal BG-Demo board pack prepared by Bridget Kearsley, Chief Financial Officer, for the board. It states "This pack is final as issued on 16 Jul 2026."
Claims: contracted ARR is £3.3m, built from executed order forms. Customers are 69, counted by live contract, and headcount is 42 from HR.
Watch points: customers on the earlier price book face a step up at first renewal on or after the effective date. CRM ARR is described as "a claim to be checked against order forms and invoices".
Not settled: no renewal rate is given because the finance records do not yet give a clean like-for-like comparison. Cash, receivables, hiring and cost base are left to other papers. It is a quarter-end position, not a current one.
As found in this document
As at Fri 9 Oct 2026- Date end30 Jun 2026Source: the AI read of this record
Body
BG-Demo - Board Pack - quarter to 30 Jun 2026
Status: Final Prepared by: Bridget Kearsley, Chief Financial Officer Issued: 16 Jul 2026 Period covered: the quarter ending 30 Jun 2026 Audience: the board of BG-Demo
1. Purpose of this pack
This pack gives the board the position of BG-Demo at the end of the quarter on 30 Jun 2026. It covers the three headline measures we track every quarter, commentary on what sits behind each, and the points I would like the board to focus on at the next meeting.
For the avoidance of doubt, every figure in this pack is taken from our finance records at the quarter end. Where a figure cannot be cited from those records, it has been left out rather than estimated.
2. Headline numbers
| Measure | Position at 30 Jun 2026 | Basis |
|---|---|---|
| Annual recurring revenue (contracted) | £3.3m | Executed order forms, annual subscription value |
| Customers | 69 | Organisations with a live contract |
| Headcount | 42 | Active employees on the HR record |
How to read these
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- Annual recurring revenue is the contracted annual subscription value. It excludes one-off implementation fees, and it excludes credit notes, which are one-off items and not a change in ARR.
- Customers counts organisations with a live contract at the quarter end. A CRM record marked "Customer" with no live contract and no invoices since its last term ended is not counted.
- Headcount is taken from HR, which decides who works at BG-Demo. Leavers are not counted, whatever the CRM still shows against their name.
3. Recurring revenue
Contracted ARR closed the quarter at £3.3m. This figure is built from executed order forms and checked against what accounting has invoiced. Where the CRM amount and the order form differ, the order form has been used.
Commentary:
- The position is stated on a contracted basis, so it does not depend on the timing of invoices or receipts.
- Customers signed under the earlier price book keep their original pricing until their first renewal that falls on or after the effective date, then move to the new price book list. The effect of that move will show in ARR as those renewals come through, and I will report it separately as it lands.
- Discounts apply to the first term only, so first-term discounts fall away at renewal. That is a tailwind to ARR at renewal, but it also raises the price a customer sees, which the customer success team are managing renewal by renewal.
4. Customers
We closed the quarter with 69 customers.
Commentary:
- The count follows the contract, not the CRM lifecycle stage. Where two CRM organisations share one domain, they are treated as one company and counted once, with their ARR counted once.
- The retention picture is carried by renewals, which the customer success team own from the renewal notice onwards. I have not set out a renewal rate in this pack because the finance records do not yet give a clean comparison on a like-for-like basis. I would rather say so than quote a number I cannot defend.
- Growth within the base, through extra users, extra connectors and tier upgrades, is the second engine alongside renewals. Usage headroom is the leading indicator and is tracked by the account teams.
5. People
Headcount at the quarter end was 42.
Commentary:
- Headcount is reported from HR. Where an account owner or call host has left, the account is shown as having no active owner until it is reassigned, and the best-informed colleague is named from recent activity.
- Hiring and any change in the cost base are outside the scope of this pack and will be covered in the budget paper.
6. Cash and billing
The pack does not restate the cash balance or the receivables ledger, as those are reported in the management accounts. Our standard terms remain annual in advance, with quarterly billing on request, on thirty-day terms.
I continue to chase any unanswered invoice personally. I would be grateful if board members who hear of a customer query on billing would route it to me directly, so that we can check it against the order form before anyone responds.
7. Risks and watch points
| Area | Observation | Owner |
|---|---|---|
| Renewal pricing | Customers on the earlier price book face a step up at first renewal on or after the effective date | Customer success with finance |
| Data quality in the CRM | CRM ARR is a claim to be checked against order forms and invoices, never the answer by itself | Finance |
| Key-person risk on accounts | Where one person asks a large share of a customer's questions, a departure puts the renewal at risk | Customer success |
| Duplicate organisations | Two records with one domain can inflate counts if not merged | Finance and sales operations |
8. Decisions and next steps
- Note the position at the quarter end: £3.3m contracted ARR, 69 customers and headcount of 42.
- Agree that the next pack includes a renewal-by-renewal view of the price book step up, built from executed order forms.
- Agree that finance and customer success reconcile CRM ARR to order forms and invoices before the next quarter end, so that the figure the board sees is one I can defend.
- Note that any discount or fee waiver outside standard terms continues to need approval from Nell Ashcombe.
9. Sign-off
This pack is final as issued on 16 Jul 2026.
Best, Bridget
Bridget Kearsley Chief Financial Officer, BG-Demo