Mossbrook Data Partners / BG-Demo – Exec Sponsor
Callcompleted
Mossbrook Data Partners · 7 Oct 2025 13:30
Mossbrook's leaders agreed how the referral partnership works: one BG-Demo contract per client, no referral fee in year one. Starter use is thin, mostly Joanna, so training was offered.
What was said
What this says
As at Fri 9 Oct 2026Mossbrook's leaders agreed how the referral partnership works: one BG-Demo contract per client, no referral fee in year one. Starter use is thin, mostly Joanna, so training was offered.
What happened: Sofia, Owen and Sophie agreed partner terms with Femi and Joanna. Clients sign one order form with BG-Demo, Mossbrook's consultant works beside ours and bills the client separately, and there is no referral fee in the first year.
Customer view: Femi will not refer a client for a fee alone and wants to know what is in it for the client. Joanna has two warm prospects and said use is mostly hers, with the rest of the team not yet shown it.
Commercial: Mossbrook is on Starter at £20k, with no overdue invoices. The contract renews on 29 Aug 2026, and Femi wants the test to be whether the partnership has paid its way.
Watch: Femi asked to hear early if the first client slips. The evidence does not show whether the partner terms were signed.
Themes
As at Fri 9 Oct 2026Theme
Partner terms and adoption
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- Sophie Ling to draft the partner terms and send them to Femi and Joanna early the following week.
- The CSM to set a training date with Joanna.
- Joanna to write the client day-one checklist and send it to Sofia and Sophie.
Risks
As at Fri 9 Oct 2026- Starter use rests on Joanna and one senior consultant, a key-person risk for the renewal.
- Femi will judge the renewal on whether the partnership has paid its way, and the first client matters most to him.
Opportunities
As at Fri 9 Oct 2026- Two warm prospects from about sixty Snowflake clients could become new BG-Demo customers.
- A training session on Mossbrook's own data could widen use beyond one or two people.
Transcript
Sofia MarchettiHello, can you hear me all right? I can see Joanna, I think Femi is still joining.
Joanna PlattHi Sofia, yes, loud and clear. Femi's just finding his headphones, he's had a morning of it.
Femi AdeyemiHere, sorry, sorry. Afternoon all. Can you hear me? The little bar is moving so I assume so.
Owen TallisWe can, Femi. Afternoon. Owen here, and Sophie is with me, she's just unmuting.
Sophie LingHi everyone. Afternoon. Yes, I'm here, sorry, I had the wrong tab open.- Femi AdeyemiHow's the weather down there? It has been properly grey up here all week. Rain sideways this morning, which is why I'm late.
- Sofia MarchettiBright but cold, which is London pretending it's autumn. Did the train behave?
- Femi AdeyemiOh, don't ask. The train in was fine, it's the rest of the week that has been a bit of a scramble. Anyway. Not what we're here for.
- Sofia MarchettiNo, but thank you for making the time. Let me say why we asked for this one. You signed the Starter contract a little over a month ago, and Joanna has been brilliant at getting us in front of your clients. Owen and I wanted to sit down with you both properly, as an executive sponsor conversation, and agree how the partnership works day to day. Let's write it down, to borrow a phrase of Joanna's.
- Joanna PlattI'll take that. I do say it a lot.
- Owen TallisBefore we get into it, Femi, one thing from me. Where does it stand against the plan? Joanna's pipeline of clients, I mean. What's the next dated step on the first introduction?
- Femi AdeyemiWell, how did the last referral go? That's what I usually ask. But I'll answer yours first. Joanna?
- Joanna PlattRight, so here's where we are. We have about sixty clients on the Snowflake side, all mid-sized, mostly North West. I've gone through the list and there are a handful I'd stake my name on for B-Viz. Those are the ones where the client already has Snowflake, already has a CRM and a helpdesk, and the finance director is fed up of three versions of the same number. Two of them have said they'd take a conversation.
- Owen TallisTwo warm ones. Good. Who signs on their side, do we know?
- Joanna PlattOne is the managing director, one is a finance lead. I'd rather not name them on a recording, if that's all right, until they've said yes to being introduced.
- Owen TallisCompletely fine. That's the right instinct.
- Femi AdeyemiAnd that's my point, really. I won't refer a client for a fee alone. If it doesn't help them, we don't put our name to it. So what's in it for the client? That is the first question I'd like us to be able to answer clearly.
- Sofia MarchettiI think that's the right place to start, Femi, so let me be clear about what we propose, and then you tell me where it doesn't fit. Mossbrook introduces the client. From that point BG-Demo sells it, BG-Demo contracts with the client directly, and BG-Demo runs the implementation for a fixed fee. The client has one contract and one party accountable for the delivery.
- Femi AdeyemiOne contract, with you. Not a three-way agreement.
- Sofia MarchettiCorrect. Order form under our master agreement, signed by the client and by us. Mossbrook isn't a party to it. Sophie, you'd be the one doing that side with the client, wouldn't you?
- Sophie LingYes. I'd own the commercial terms, scope, the order form and the dates. Whichever tier suits the client, I'd go through it with them and with Joanna in the room if the client wants her there. I wouldn't want to put words in your mouth on the Snowflake side, so I'd keep you copied on anything technical.
- Joanna PlattWhich I'd like. Who owns this, us or you? That's the question I ask on every delivery. So on the sales side it's Sophie, on the contract it's BG-Demo. Fine. What about the build?
- Sofia MarchettiThis is the part I care most about. The implementation is ours, fixed fee, and it is run by our implementation consultant. But the connection into the client's Snowflake account is where your people know the territory better than we do. So what we'd like is a Mossbrook consultant working beside our implementation consultant on the Snowflake side. Same project plan, same weekly check-in, same goals.
- Femi AdeyemiBeside, not under.
- Sofia MarchettiBeside. Our consultant leads the implementation, yours leads the Snowflake work, and they agree decisions together. If they disagree they come to Joanna and me, and we settle it that day.
- Joanna PlattI like that. What does the client need on day one? They need to know who to ring. So I'd want one named person from each of us on the project, written into the plan.
- Sofia MarchettiAgreed. Two names, one from each firm, and the client has both from the kickoff.
- Femi AdeyemiNow, billing. If my consultant is spending time on this, somebody pays for that time. I'd like it to be clear before anyone starts.
- Owen TallisGo on, Sofia, or shall I?
- Sofia MarchettiPlease, Owen.
- Owen TallisSimple version. The client pays BG-Demo the fixed implementation fee, and that covers our work, nothing more. Mossbrook's consultant time is billed by Mossbrook to the client, on whatever terms you already have with them. We don't touch it, we don't mark it up, and it doesn't appear on our invoice.
- Femi AdeyemiSo the client sees two invoices. One from you, one from us.
- Owen TallisYes. Which, honestly, is cleaner. They can see exactly what they're paying each firm for.
- Femi AdeyemiI think that's right. It keeps us honest too. And on the subject of what flows between you and us? Put it in the agreement, whatever it is.
- Owen TallisThat's the other half. There is no referral fee in the first year. Nothing paid from BG-Demo to Mossbrook for an introduction, nothing the other way. We'd rather look at how it has worked after twelve months, with real clients behind us, than agree a number on a guess.
- Joanna PlattFemi, that suits how you wanted it anyway, doesn't it?
- Femi AdeyemiIt does. If anything I'd have been uncomfortable with a fee this early. The clients would ask, and I'd want to be able to say hand on heart that we get nothing for the introduction. Mm. And after the first year we revisit it?
- Owen TallisWe revisit it, with a dated review, and we don't decide anything before then. Let's not discount twice either, by the way. If a client gets a first-term discount from us, Mossbrook doesn't add a second concession on top. It stays with the one commercial party.
- Femi AdeyemiFair. That makes my life easier, to be honest.
- Sofia MarchettiCan I turn to your own account for a few minutes? Because it's the other half of this meeting. You're on Starter, fifteen licensed users, and the contracted annual figure is £19,500, which matches what we've invoiced. No overdue invoices, so thank you for that.
- Femi AdeyemiWe pay on time, it's a rule of the house. Go on.
- Sofia MarchettiWhat I see in usage is that it's mostly one or two people in Mossbrook asking questions, on average, over the last month. That's fine for the first weeks. I'm not alarmed. But I'd like to know whether that's because the rest of the team hasn't had a reason to log in, or because they don't know how.
- Joanna PlattCandidly, it's mostly me, and a bit of one of the senior consultants. The rest haven't been shown it yet. I've been spending my time on the client side, so I haven't done an internal session. That's on me.
- Sofia MarchettiIt's not a criticism. Here is what we will do. We can run a short training session for your consultants, using Mossbrook's own data, so it's real to them. Our CSM can set the date with Joanna.
- Joanna PlattYes please. Actually that helps with the partnership too. If my consultants use it daily, they'll be much better beside your implementation consultant.
- Sofia MarchettiExactly the thought. You'll need to know it to deliver it.
- Femi AdeyemiHow do we both know it's working? That's my other question. For our own use, I mean, not only the partnership.
- Sofia MarchettiFor your own use, the simplest thing is questions asked and who is asking them, month on month. We'd like more than one or two people. For the partnership, the measure is the number of introductions that turn into signed clients, and whether those clients are still asking questions three months on. We can look at both together at the review.
- Femi AdeyemiI'm happy with that. Two tickets, I see in the note you sent. Anything I should worry about?
- Sofia MarchettiNo. Two tickets in the last thirty days, none high priority, both handled. Nothing I'd flag to you as a concern.
- Owen TallisFemi, one thing for the longer term, and I'll keep it light. The contract runs to 28 Aug 2026 and renews on 29 Aug 2026. We're a long way off. I only mention it because I'd rather say it early than have it arrive as a surprise.
- Femi AdeyemiAppreciated. And by then I'd like to be able to say whether the partnership has paid its way. Let's agree that's the test.
- Owen TallisAgreed. Who signs on your side for the partner arrangement, just so it's written down? You, I'd assume.
- Femi AdeyemiMe. And I won't sign anything I haven't read, so send it over a few days ahead, not the morning of.
- Sofia MarchettiUnderstood. Sophie, can you draft the partner terms from what we've said today? Introductions, one contract with BG-Demo, fixed-fee implementation ours, Mossbrook consultant alongside and billed by Mossbrook, no referral fee in the first year, review after that.
- Sophie LingYes, I'll draft it and send it to Femi and Joanna, with Owen and Sofia copied. I'll try to have it with you early next week.
- Joanna PlattAnd I'll write up the day-one checklist for a client. Who's in the room, who's the named consultant from each firm, what access we need to their Snowflake account, who owns what. I'll send it to Sofia and Sophie so you can mark it up.
- Sofia MarchettiThank you, that would help our implementation team enormously. Anything else on your side, Femi, before we finish? Anything you'd like us to do differently?
- Femi AdeyemiJust that the first client matters more than all the others. If it goes well, the rest follows. If it goes badly, I'll hear about it at the golf club. So tell me early if something's slipping. Don't wait for the review.
- Sofia MarchettiI own that. You'll hear from me first, not from the client.
- Owen TallisAnd from me if it's commercial. Thanks, both.
- Joanna PlattBrilliant. Thanks, all. Speak soon.
- Femi AdeyemiThank you. Cheers, everyone. Right, I have a meeting I'm already late for. Goodbye.
- Sofia MarchettiGoodbye, take care.
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