Pemaquid Analytics / BG-Demo – Proposal
Callcompleted
Pemaquid Analytics · 27 Jul 2026 16:45
On the 27 Jul 2026 proposal call, Raymond Tsai, the CFO, questioned payback and seat use on a £4,011 expansion. He will decide only after seeing a usage page, wants one year only and will not pay early.
What was said
What this says
As at Fri 9 Oct 2026On the 27 Jul 2026 proposal call, Raymond Tsai, the CFO, questioned payback and seat use on a £4,011 expansion. He will decide only after seeing a usage page, wants one year only and will not pay early.
What happened: Jordan Pike presented a £4,011 expansion on its own order form, with the Growth subscription staying at £50k a year. Raymond pressed for payback and seat use.
Customer view: Raymond said the benefits were nice but not a number. Jordan accepted that the active group is well below the 40 licensed users, and Caitlin Mercer named a key-person risk around Tyrell.
Commercial: Raymond will sign only if the usage is moving, wants one year with no multi-year term and will not pay early. Records point to a close around 29 Sep 2026; this call does not show whether that happened.
Watch: Raymond sees the Growth seats as partly unused, so the value case for the 1 Apr 2027 renewal is still open.
Themes
As at Fri 9 Oct 2026Theme
Expansion proposal, payback doubts
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Hollie Grieve is to deliver the usage page before the order form is sent.
- Jordan Pike is to send the recap and then the order form once the usage page has been seen.
- Caitlin Mercer is to gather the team names so the usage view makes sense.
Risks
As at Fri 9 Oct 2026- The CFO sees paid seats going unused and wants a number for payback before committing to the expansion.
- Questions are concentrated in one or two people, a key-person risk the VP Customer Success raised herself.
- The CFO will not pay early and wants one year only, so the expansion adds no multi-year commitment.
Opportunities
As at Fri 9 Oct 2026- A separate expansion order form for the Growth account, aimed at account managers and support leads.
- A monthly one-page usage view by person and by team could give the CFO the value case he asked for.
Transcript
Jordan PikeHi Caitlin, hi Ray. Thanks for joining. One line agenda: I want to walk you through the expansion proposal and get to a clear next step. We have 30 minutes, so I'll keep an eye on the clock.
Caitlin MercerGreat. Quick one before we start, because it's how I begin every week: renewals. We had a good week, nothing slipped, two that I was nervous about both came through. So I'm in a good mood.
Raymond TsaiGood afternoon. Jordan, what's the number?- Jordan PikeHa, straight in. Okay, Ray, here's where we are. The expansion is £4,011. That's the total value of this piece of work, not an annual price for your whole subscription. Your Growth subscription stays as it is, at £50,000 a year.
- Raymond TsaiUnderstood. £4,011 in total. What's the payback?
- Jordan PikeTo be transparent, I can't give you a payback number that I'd stand behind without Caitlin's view of where the team's time goes. So Caitlin, maybe you can say what you've seen since you've been live.
- Caitlin MercerSure. So, three things. One, renewal prep used to take my team most of a morning per distributor and now it's a page they open. Two, Tyrell built a dashboard that I actually use in the Monday meeting. Three, more of the team are asking the brain questions, not just Tyrell. What's the signal? The signal is that people stopped asking me where to find things.
- Raymond TsaiThat's nice, but it's not a number. How many seats are we using?
- Jordan PikeFair question. You have 40 licensed users. The active group is a lot smaller than that today, but it has grown quickly since the spring. So you have headroom, and that's actually part of why I'd say this expansion is about reach and not about seats.
- Raymond TsaiSo we're paying for seats we're not using.
- Jordan PikeRight, and I'd rather say that to you plainly. You're not at the limit, and I'm not going to tell you that you need more users. What I'd say is the question is how to get more of the team onto what you already have, and the expansion is aimed at that.
- Caitlin MercerAnd Ray, that's what I want to say to you as well. I'd rather we fill what we have. The expansion is what lets the account managers and the support leads see the same view, so that when a distributor calls, nobody's surprised.
- Raymond TsaiOkay. What happens if we don't do it?
- Jordan PikeNothing breaks, to be transparent. Your subscription runs as it does today. You'd keep working with the group that's on it now. The expansion just widens who benefits.
- Caitlin MercerCan I add, though, the thing I'm worried about is that if it stays with a few people, I become the person who explains it to everyone else. That's a key person problem, honestly. Tyrell is great but I don't want it all sitting with him.
- Jordan PikeThat's a good point, and it's one I see a lot. When one or two people ask most of the questions, you carry a risk if they move on. Spreading it is the protection.
- Raymond TsaiFine. I don't need product detail. Is it a separate order form?
- Jordan PikeYes. It would be its own order form, and your renewal date stays where it is. I'd send it over once we've agreed the scope, and what we have in our records is that you'd be looking to close around Tuesday 29 September 2026. Does that timing work?
- Raymond TsaiThat works. I'd want it before then, so I can review it. And it's one year only. No multi-year.
- Jordan PikeUnderstood, nothing multi-year. Your current term runs to 31 Mar 2027 and renews on 1 Apr 2027, and we'd keep it simple.
- Caitlin MercerCan I ask about the dashboard side? Can we get that on a dashboard, I mean the adoption numbers? Who's using what, by team, so I can show Ray.
- Jordan PikeYes, usage by person and by team is something we can set up with Hollie and the team. I'll make sure that's part of the follow up. Then Ray gets an answer to how many seats are we using, every month, without asking.
- Raymond TsaiI'd like that. Monthly. One page.
- Caitlin MercerOne page, got it.
- Jordan PikeSo here's where we are. What would make this a yes for you, Ray? Let me ask it straight.
- Raymond TsaiShow me the usage page first. Then the order form. If the usage is moving, I'll sign. I'm not paying early, though. Normal terms.
- Jordan PikeNormal terms, understood. So the order is: the usage page from Hollie, then the order form from me, then you decide.
- Caitlin MercerThat works for me. I'll get the team names together so the usage view makes sense, and I'll tell Tyrell. Let's operationalise it.
- Jordan PikePerfect. I'll send a short recap this afternoon, with the order form to follow. Anything else from either of you?
- Raymond TsaiNo. Thank you.
- Caitlin MercerNothing from me. Thanks Jordan. Best, Caitlin. Talk soon.
- Jordan PikeThanks, both. Have a good rest of your day.
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