B-Viz Summary
Executive overview
As at Fri 9 Oct 2026Contracted ARR £4.5m at 9 Oct 2026, with 19 renewals worth £829k at renewal prices and 8 accounts At risk. Revenue was £3.9m against total cost of £4.5m in the 12 months to 30 Sep 2026. 50 staff in post.
Accounts: contracted ARR was £4.5m on 9 Oct 2026. There are 19 renewals to 7 Jan 2027, worth £789k today and £829k at renewal prices.
CRM ARR of £5.0m is £439k above the invoiced run rate of £4.5m. The gap comes from duplicate records, churned accounts still marked customer in the CRM, and CRM amounts that differ from order forms. Nothing is unexplained.
BG-Demo's assessments: 8 At risk, 23 Watch, 55 Healthy and 5 Growing. 39 organisations carry a hard signal.
Money: over the 12 months to 30 Sep 2026, revenue was £3.9m and total cost £4.5m. Gross margin was 74.2% and EBITDA -£583k.
Cash received from 1 Jan 2026 to 9 Oct 2026 was £4.4m. A further £308k is expected from open invoices.
People: 50 staff were in post on 9 Oct 2026. Priya Raman (Account Executive) left on 28 Aug 2026.
Joined: Adam Kowal (Software Engineer), Mia Fairclough (Customer Success Manager), Harvey Doyle (Account Executive) and Leah Brandt (Finance Assistant).
This week
As at Fri 9 Oct 2026Week to 16 Oct 2026: 46 calls booked, the first 12 on 12 Oct 2026 with four renewals among them; 266 next steps marked this week; £12k cash expected by 16 Oct 2026; nine colleagues on leave, no one joining or leaving.
Calls: 46 booked. The first 12 fall on 12 Oct 2026, including renewals for Brackwell Freight Ltd (At risk), Pentreath Cold Chain, Harrowden Foods and Brinkerhof Distributie.
Next steps: 266 are marked this week, the first due 9 Oct 2026. They include value cases for Fenmoor Specialty Underwriting and Kingdon Diagnostics.
Cash: £12k expected by 16 Oct 2026. Veldmaat Payments' £12k is disputed, 65 days overdue.
People: none join or leave. On leave:
- From 9 Oct 2026: Owen Tallis, VP Sales.
- 12 Oct 2026: Rachel Dunmore, Finance Manager; Olivia Grant, Support Engineer; Zara Malik, People Partner; Sophie Ling, Account Executive.
- 14 Oct 2026: Daniel Okafor and Hollie Grieve, Customer Success Managers; Ellis Crane, Sales Development Representative.
- 15 Oct 2026: Leah Brandt, Finance Assistant.
Conversations
As at Fri 9 Oct 202647 calls with 45 organisations in the 10 days to 9 Oct 2026: 28 positive, 16 mixed, 3 neutral. The shortlisted calls turn on value and price, with buyers asking for proof and written figures before renewal or signature.
- Copperwick Logistics, QBR, 9 Oct Copperwick Logistics' CFO made a one-page ROI a condition of any renewal conversation.
- Kaltenbrunn Medizintechnik, QBR, 8 Oct Kaltenbrunn Medizintechnik's CFO challenged unused licences, and two tickets cover mornings when the 07:00 refresh was missed.
- Brackwell Freight Ltd, QBR, 30 Sep Brackwell Freight Ltd's Finance Director will not agree any increase at the 1 Dec 2026 renewal without a line-by-line reason.
- Brimscombe Energy, renewal, 1 Oct Brimscombe Energy is leaning yes at renewal on the new price list, conditional on a measured value case.
- Abermule Insurance, proposal, 7 Oct Abermule Insurance's CFO wants the annual and one-off split, service levels and exit terms in one written pack.
- Totley Rise Software, proposal, 7 Oct Totley Rise Software's Chief Executive asked for the cost split before anything else and will review the pack before deciding.
- Ballycullen Payments, proposal, 8 Oct Ballycullen Payments' CFO wants every number, discount and go-live date in writing for the Starter proposal.
- Brenneck Pay, negotiation, 5 Oct Brenneck Pay's COO will not sign the Enterprise expansion until security and procurement conclude.
- Brazos Point Physical Therapy, proposal, 9 Oct The Brazos Point Physical Therapy proposal quoted a fee, connector count and response time that do not match the Growth tier.
Platform activity · monthlyUpdated 09 Oct 26
Left axisActive usersLicensed seatsRight axisQuestions asked
Every customer, those who have left too. Questions asked: right axis. Latest (Sep 26): Active users 3,669; Licensed seats 4,560; Questions asked 145,238. Basis: product usage, facts.usage_monthly.
Show the figures as a table
| Month | Active users | Licensed seats | Questions asked |
|---|---|---|---|
| Oct 25 | 1,791 | 2,415 | 73,169 |
| Nov 25 | 1,873 | 2,495 | 67,079 |
| Dec 25 | 1,881 | 2,535 | 56,986 |
| Jan 26 | 2,073 | 2,820 | 75,536 |
| Feb 26 | 2,319 | 3,195 | 78,437 |
| Mar 26 | 2,449 | 3,330 | 91,778 |
| Apr 26 | 2,756 | 3,965 | 96,617 |
| May 26 | 3,062 | 4,365 | 102,227 |
| Jun 26 | 3,301 | 4,470 | 124,842 |
| Jul 26 | 3,487 | 4,645 | 135,892 |
| Aug 26 | 3,577 | 4,565 | 87,987 |
| Sep 26 | 3,669 | 4,560 | 145,238 |
Connectors, admins and data volume · monthlyUpdated 09 Oct 26
Left axisConnectors configuredActive adminsIncluded connectors (764)Right axisData volume
Data volume is read on the right axis, in GB, and connectors and admins on the left, as counts: one scale would flatten the counts. The history includes customers who have since left. The dotted line is the allowance. Latest (Sep 26): Connectors configured 597; Active admins 144; Data volume 1,988 GB. Basis: product usage, facts.usage_monthly.
Show the figures as a table
| Month | Connectors configured | Active admins | Data volume |
|---|---|---|---|
| Oct 25 | 307 | 85 | 872.60 GB |
| Nov 25 | 331 | 88 | 920.33 GB |
| Dec 25 | 333 | 87 | 951.34 GB |
| Jan 26 | 351 | 100 | 1,032.01 GB |
| Feb 26 | 386 | 113 | 1,127.00 GB |
| Mar 26 | 414 | 121 | 1,203.01 GB |
| Apr 26 | 451 | 133 | 1,306.12 GB |
| May 26 | 503 | 144 | 1,491.50 GB |
| Jun 26 | 550 | 149 | 1,680.23 GB |
| Jul 26 | 578 | 149 | 1,808.68 GB |
| Aug 26 | 585 | 146 | 1,893.39 GB |
| Sep 26 | 597 | 144 | 1,987.87 GB |
Dates
Oct 25
Sep 26
Usagemade from
Recent calls
Updated 9 Oct 26
Callsmade from
Mon 12 Oct
08:15 Proposal
08:15 Negotiation
09:15 Proposal
10:15 Proposal
10:15 Demo
10:30 Proposal10:45 Negotiation
11:15 Check InTue 13 Oct
09:45 Renewal
10:15 Onboarding
12:00 Demo
15:15 Proposal
15:15 Negotiation15:30 Renewal
15:30 Proposal
16:00 DiscoveryWed 14 Oct
09:00 Check In09:30 Renewal09:45 Negotiation13:15 Negotiation15:30 Negotiation16:00 Renewal
16:00 Negotiation
16:15 ProposalThu 15 Oct
10:15 Negotiation10:45 Proposal12:00 Negotiation
12:45 Proposal
13:30 Check In
14:00 Proposal
16:30 Demo17:45 NegotiationFri 16 Oct
13:45 Check In
15:30 Demo
16:45 Negotiation
17:45 NegotiationCallsmade from
The money, 12 months to Wed 30 Sep 2026Updated 09 Oct 26
Recognised revenue and the ledger's costs. A tile opens Profit and Loss.
Accountingmade from
CashUpdated 09 Oct 26
Payments from 1 Jan to Fri 9 Oct 2026, and invoices still open. A tile opens Debtors and cash.
Accountingmade from
The people
Updated 9 Oct 26Staff in post50at Fri 9 Oct 2026
Joined4in the last 90 days
Left1in the last 90 days
Computedmade from
Actions
As at Fri 9 Oct 2026300 next steps are open: 266 this week, 17 within two weeks, 15 this month and 2 this quarter. The 25 listed here were all due 9 Oct 2026, and the first ten carry their full action.
All were due 9 Oct 2026.
- Vellacott Payments: Daniel Okafor sends Tomasz Wiśniewski the quiet-seats view and books refreshers.
- Fenmoor Specialty Underwriting: Tom Ashdown sends Richard Thorne a value case and corrected proposal.
- Kenmure Business Telecom: Marcus Bell prepares a team usage breakdown for Shona Baird.
- Kaltenbrunn Medizintechnik: Elena Novak sends Thomas Schumacher a value case and rollout plan.
- Hollowmere Care Group: Hollie Grieve sends Natasha Pryor the freshness credit check.
- Brimscombe Energy: Tom Ashdown sends Graham Tovey one corrected renewal paper.
- Kingdon Diagnostics: Lewis Kerr sends Graeme Charlton a side-by-side and value case.
- Penwortham Mutual: Hollie Grieve meets Phil Catterall on users and the connector cap.
- Quabbin Clinical Research: Hollie Grieve gives Meredith Sullivan a cause and fix date.
- Lindqvarn Retail: Marcus Bell prepares a value case for Mats Eklund.
Fifteen more have no action text. Dunholm Precision is the one At risk.
News touching our accounts
8 Oct 2026 Wrenfield Property Management Integrates Resident Data Systems
5 Oct 2026 Tamar Crossing Freight Announces Management Changes
15 Sep 2026 Harbrook Utility Services expands operational footprint
11 Sep 2026 Kralingse Expeditie reports steady results as Rotterdam forwarder looks ahead
7 Sep 2026 Fenmoor to launch two new specialty lines in 2027
1 Sep 2026 Hartside Student Living unveils joined-up view of university partnerships and resident services
18 Aug 2026 Quarrington Care Network opens new hospice branches in Wisconsin
17 Aug 2026 Marlstone Legal Launches Enhanced Reporting for Corporate Clients
11 Aug 2026 Gloucester supplier Brimscombe Energy among best performers in regulator's business complaint figures
10 Aug 2026 Harrowden Foods wins five-year own-label contract with national supermarket chain
Newsmade from
Key risks
As at Fri 9 Oct 202639 organisations carry a hard signal, nine of them counted but not listed. Renewal price rises and departed champions dominate; Brackwell Freight Ltd leads, At risk in BG-Demo's assessment with its 1 Dec 2026 renewal at stake.
- Brackwell Freight Ltd, At risk: price rise, champion gone, one admin, flat records; the 1 Dec 2026 renewal is at stake.
- Dunholm Precision, At risk: champion gone, one admin, duplicate CRM record; renewal at stake.
- Clonvara Insurance Services, At risk: price rise, champion gone, one admin before the 1 Nov 2026 renewal.
- Veldmaat Payments, At risk: price rise and an overdue, disputed invoice before 5 Jan 2027.
- Carnmoor Fleet Leasing and Hollins Tarrant, At risk: price rise, falling users, flat records; Carnmoor has signed down to Starter.
- Brimscombe Energy and Kingdon Diagnostics, Watch: price rise at renewal.
- Lindqvarn Retail and Thackwray Logistics, Watch: champion gone, next renewal's value case at stake.
- Twenty more carry one signal each, mostly a price rise or a departed champion; Maelbeek Assurances and Moggill Creek Distributors are At risk.
- Nine more are counted only; 39 organisations carry a hard signal.
Support tickets
Updated 9 Oct 26Open35
Opened in the last 30 days93
Open high6
Open normal23
Open low6
Helpdeskmade from
Renewals in the next 90 days
As at Fri 9 Oct 202619 renewals fall between 9 Oct 2026 and 7 Jan 2027, worth £789k today and £829k at renewal prices. In BG-Demo's assessment the main risks are falling use, departed champions, buyers pushing back on price and a signed Starter downgrade.
19 renewals: £789k today, £829k at renewal. Unstated: £20k rising to £22k.
At risk: Hollins Tarrant, 4 Jan 2027; Brackwell Freight, 1 Dec 2026, £44k rising to £50k, users down 39%; Carnmoor Fleet Leasing, 2 Dec 2026, £42k rising to £50k, Starter signed at £22k.
At risk: Clonvara Insurance Services, 1 Nov 2026, £47k rising to £50k, champion left; Dunholm Precision, 1 Dec 2026, £51k falling to £50k, champion left; Veldmaat Payments, 5 Jan 2027, £45k rising to £50k.
Watch: Fulford Ings Software, 20 Oct 2026; Clayhithe Logistics, 24 Oct 2026; Brinkerhof Distributie, 24 Nov 2026, £48.0k rising to £50k, seats questioned; Silverbeck Energy Services, 1 Dec 2026; Pentreath Cold Chain, 28 Dec 2026, £47.5k rising to £50k, value unproven.
Watch: Quaystead Marine Services, 1 Jan 2027; Kingdon Diagnostics, 6 Jan 2027, £119k rising to £125k, no business case; Kesselfeld Software, £48k rising to £50k, and Haddon Rook Logistics, £21k rising to £22k, both 7 Jan 2027.
Healthy: Oosterdijk Logistiek and Menlo Quay Medical, 29 Dec 2026, unchanged at £50k. Growing: Harrowden Foods, 5 Jan 2027, £58k falling to £50k. Healthy: Larkspire Software, 7 Jan 2027, unchanged at £22k.
72 more renew outside the window.
Renewing
Updated 9 Oct 26
4 Jan 2027 Hollins Tarrant
1 Dec 2026 Brackwell Freight Ltd
2 Dec 2026 Carnmoor Fleet Leasing
1 Nov 2026 Clonvara Insurance Services
1 Dec 2026 Dunholm Precision
5 Jan 2027 Veldmaat Payments
20 Oct 2026 Fulford Ings Software
24 Oct 2026 Clayhithe Logistics
24 Nov 2026 Brinkerhof Distributie
1 Dec 2026 Silverbeck Energy Services
28 Dec 2026 Pentreath Cold Chain
1 Jan 2027 Quaystead Marine Services
6 Jan 2027 Kingdon Diagnostics
7 Jan 2027 Kesselfeld Software
7 Jan 2027 Haddon Rook Logistics
29 Dec 2026 Oosterdijk Logistiek
29 Dec 2026 Menlo Quay Medical- 5 Jan 2027 Harrowden Foods
7 Jan 2027 Larkspire Software
Computedmade from
Who needs a call
As at Fri 9 Oct 2026Of 151 calls to make as of 9 Oct 2026, the first eight are seven At risk saves and Brimscombe Energy's renewal, almost all due this week. Another 15 follow in one line each, and 128 are left out.
- Dunholm Precision: Tom Ashdown replaces the unsigned £58k proposal with a £50k Growth renewal.
- Veldmaat Payments: Elena Novak sends the £5,000 credit note and the £50k renewal basis.
- Brackwell Freight Ltd: Tom Ashdown sends Gareth Whitlam a line-by-line £50k breakdown.
- Hollins Tarrant: Marcus Bell repoints connectors at Salesforce for Rob Ellery.
- Clonvara Insurance Services: Lewis Kerr sends Brendan Moran an itemised quote by 23 Oct 2026.
- Carnmoor Fleet Leasing: Amara Obi agrees the four Starter connectors with Kofi Asamoah.
- Moggill Creek Distributors: Amara Obi sends Troy Henderson the written £22k price.
- Brimscombe Energy: Tom Ashdown sends one corrected renewal paper.
Calls to make
Updated 9 Oct 26Watch · ARR £120,500 · renews 10 Jan 2027
Watch: Brimscombe Energy's Enterprise renewal on 10 Jan 2027 carries a price rise Graham Tovey called larger than expected. Invoices are paid and usage is rising, but the value case is unmeasured and the renewal paper contradicts the order form.
Matched on: recent activity, ARR, an open deal, a renewal within 120 days, type of account
Watch · ARR £119,000 · renews 6 Jan 2027
Watch: Kingdon Diagnostics renews Enterprise on 6 Jan 2027, moving from £119k a year to a £135k renewal deal. The CFO wants a business case before he signs. Usage is level and invoices are paid within terms.
Matched on: recent activity, ARR, an open deal, a renewal within 120 days, type of account
Growing · ARR £58,000 · renews 5 Jan 2027 · CRM £58,000
Growing: Harrowden Foods' Growth subscription at £50k a year renews on 5 Jan 2027, with users and questions rising and 58 of 60 seats in use. Rajesh Mistry wants written usage proof before he discusses the renewal or the £8,000 add-on.
Matched on: recent activity, ARR, an open deal, a renewal within 120 days, type of account
At risk · ARR £51,000 · renews 1 Dec 2026 · CRM £58,000
At risk: Growth renewal on 1 Dec 2026 at £51k a year, with an unsigned £58k proposal, champion Ruth Ackroyd's user deactivated on 29 Jun 2026, one admin left and Stuart Kenyon refusing to pay more for less use.
Matched on: recent activity, ARR, an open deal, a renewal within 120 days, type of account
Healthy · ARR £50,000 · renews 29 Dec 2026
Healthy: Growth at £50k renews on 29 Dec 2026 at an unchanged price. Questions rose 17% since May 2026 with 36 of 40 seats active, and a renewal call with the CFO is booked for 13 Oct 2026.
Matched on: recent activity, ARR, an open deal, a renewal within 120 days, type of account
Healthy · ARR £50,000 · renews 29 Dec 2026
Healthy: Menlo Quay Medical's £50k Growth contract is paid up, 33 of 40 seats are active and questions rose 19% since May. A trust gap among key account managers and the CFO's query over a £125k CRM figure need settling before the term ends on 28 Dec 2026.
Matched on: recent activity, ARR, an open deal, a renewal within 120 days, type of account
Computedmade from