Mossbrook Data Partners / BG-Demo – QBR
Callcompleted
Mossbrook Data Partners · 2 Jan 2026 10:30
On the 2 Jan 2026 QBR, Mossbrook's managing partner questioned fifteen seats used by about two people and wants the price at renewal in writing. The term was due to end 28 Aug 2026; the outcome is not in this call.
What was said
What this says
As at Fri 9 Oct 2026On the 2 Jan 2026 QBR, Mossbrook's managing partner questioned fifteen seats used by about two people and wants the price at renewal in writing. The term was due to end 28 Aug 2026; the outcome is not in this call.
What happened: Marcus Bell reported about two active users, flat on the quarter before, mostly Ciaran Doherty and Joanna Platt, with no tickets and Ciaran as the only admin. Joanna accepted that rollout to consultants had no owner.
Customer view: Femi Adeyemi, the Managing Partner, said he wants the own-use subscription to earn its place and will not refer clients to something his firm has not used properly. He said he never signs a term he has not read.
Commercial: Sophie Ling confirmed the order form at £20k a year, matching invoices and nothing overdue. She did not give the renewal price, promising a written explanation of a pricing change; under the price book a Starter renewal on this date would move to the v2 list, +12.8%.
Watch: Usage rests on two people and one admin. The evidence does not show whether the consultant session or the written renewal terms happened.
Themes
As at Fri 9 Oct 2026Theme
Low usage before renewal
Importance
renewal
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- Sophie Ling to send Femi the renewal terms and pricing change in writing before the end of the month.
- Marcus Bell to send the invite for a short session once Joanna Platt sends consultant names, then check usage before the next check-in.
- Joanna to propose a second admin, with Ciaran setting the role himself.
Risks
As at Fri 9 Oct 2026- Usage is flat at about two active users against fifteen seats, so the managing partner may question the value of the Starter subscription.
- Questions asked rest on two people and Ciaran is the only admin, so one departure would drop usage to almost nothing.
- The renewal price was left open and Femi expects it in writing, so a price rise at renewal could land badly.
Opportunities
As at Fri 9 Oct 2026- A consultant session on the firm's own data could widen usage and build the value case for renewal.
- Femi wants his firm to be the heaviest user first, then bring client work back to B-Viz, which keeps the referral and implementation partnership alive.
Transcript
Marcus BellMorning, all. Can everyone hear me alright? I've got Joanna, I think that's Femi just joining, and Sophie's on.
Joanna PlattMorning, Marcus. Yes, loud and clear. Happy new year, by the way, first proper call of the year for me.
Sophie LingHappy new year. Sorry, give me a second, I'm on a different headset today and it's being fussy. Is that better?
Femi AdeyemiBetter, yes. Morning, everyone. Apologies, I was stuck on another call. Before we start, how did the last referral go, Sophie? I never heard how the intro to that client went in the end.- Sophie LingHa, straight in. It's still open, Femi. They've asked for a bit longer over the holidays, which is fair enough. I'll let Joanna know the moment I hear, and I'll copy you.
- Femi AdeyemiGood. I'd rather know early than find out from the client.
- Joanna PlattCan I start with the client pipeline, because it frames everything else? We've got a handful of clients on the Snowflake side who are mid-build at the moment, and two or three of them are the sort I'd want in front of B-Viz early in the new year.
- Marcus BellThat's useful context, thanks Joanna. Let me share my screen and say what I'd like to cover, then we can wander. I've pulled the numbers for the quarter, so I'll start with usage, then tickets, then where you want to take it next, and then Sophie has a few words on the contract.
Ciaran DohertyBefore you do. I went through the logs yesterday. Nightly refresh landed on time every business day I looked at. No failures on the warehouse side. That's the good news.- Marcus BellGreat, that matches what I see. Nothing flagged on our side either. Can you all see the usage page now?
- Joanna PlattYes. That's, what, an average of about two active users a day? That feels low against fifteen licences.
- Marcus BellIt is low against fifteen, and I'd rather say it plainly than dress it up. It averages about two active people over the last thirty days, and that's more or less where it was the quarter before. It slipped by a tiny amount, one per cent, so basically flat.
- Femi AdeyemiFlat at two. So who are the two?
- Marcus BellMostly Ciaran and Joanna, with you dipping in now and then, Femi. The rest of the seats are provisioned but quiet.
- Ciaran DohertyThat's right. I'm in there for the admin work and for checking how the client set-ups look through it. Joanna uses it for the pipeline view. The consultants haven't really picked it up.
- Femi AdeyemiAnd that's the part I want to understand. What's in it for the consultants? If I'm paying for fifteen seats and two people use them, how do we both know it's working?
- Marcus BellFair question, and I'm not going to pretend the seat count alone tells the story. Starter is built for one team. You've been using it as the consultancy's own layer, which is what we agreed when you joined on 29 Aug 2025. So two heavy users can still be real value. But you're right that there's headroom.
- Joanna PlattCan I be candid? Part of this is on us. We bought it, we got the Snowflake set-up done, and then January to December got busy with client delivery. We never wrote down who owns rolling it out to the consultants. Who owns this, us or you? I'd say us.
- Marcus BellI'd say it's shared, honestly. I can run the training, you decide who goes. Happy to jump on a call with the delivery team if that helps.
- Joanna PlattLet's write that down. Action one: Joanna picks the first group of consultants, Marcus runs a session. Not a big programme, just a proper hour.
- Femi AdeyemiAn hour is about right. Consultants will give you an hour if they can see it saves them time on a client.
- Sophie LingCan I add something from the commercial side? When you first came on, the idea was that you'd use B-Viz for your own client base and also be our first implementation and referral partner. The referral side has been going well. The own-use side is the bit we're talking about now.
- Femi AdeyemiAgreed, and I'd keep the two separate in our heads. The referral side is a partnership, it needs to pay its way, and it's in the agreement. The own-use side is a subscription, and I want to see it earn its place.
- Marcus BellUnderstood. Let me show you the questions asked over the quarter, because that's the measure I'd trust most. I'll scroll down. It's steady, not growing, and it's concentrated in those two people, which is the other thing to watch. If one of them is away or moves on, the usage drops to almost nothing.
- Ciaran DohertyThat's a fair point. I'm the only admin as well. I checked the role grants this morning, and I'm the only one with the admin role.
- Marcus BellRight, and that's worth fixing, not because anything is wrong but because one admin is a single point of failure. Would you want a second admin, Ciaran?
- Ciaran DohertyPossibly. Least privilege applies. I'd want it to be someone senior on the delivery side, and I'd set the role myself, not by email.
- Joanna PlattI can put forward one of the senior consultants. Let me think who has the right temperament. I'll come back to you next week.
- Marcus BellPerfect. I'll note that as action two. Moving to tickets. Short slide, because there isn't much to show. No tickets in the last thirty days, none high priority.
- Femi AdeyemiNo tickets. Is that good or is that silence?
- Marcus BellGood question, and I'd say a bit of both. With a small user base that's technically capable, no tickets mostly means it's running cleanly. But it also means nobody's pushing it hard. If more consultants start asking questions, I'd expect a few how-to tickets, and that would be healthy.
- Ciaran DohertyI'd expect schema questions, not how-to. The consultants know SQL. They'll want to know what's behind a page, which tables, which columns.
- Marcus BellThat's a useful steer. I'll make sure the session covers where the answers come from, so it isn't a black box to them. And since B-Viz runs inside your own Snowflake account, they can look at the underlying objects anyway.
- Ciaran DohertyWhich warehouse is that running on, for the refresh? I want to be sure we're not eating into a client's credits.
- Marcus BellIt's in your account, so it's your own warehouse, nothing of a client's. I'll send you the notes on how the nightly job is set up so you've got them in writing. Not guessing, I'll check with our engineers rather than say something off the top of my head.
- Ciaran DohertyGood. I don't like guessing, and neither should you.
- Marcus BellHa, noted. Okay, so that's the numbers. Joanna, you mentioned clients earlier. What does the client need on day one if you were to bring B-Viz into an engagement?
- Joanna PlattThat's exactly the right question, and it's the one I ask myself. On day one the client needs to ask a question of their own data and get a sensible answer, in plain English, without a consultant standing next to them. If that works, everything else follows. If it doesn't, they lose interest in a week.
- Femi AdeyemiAnd I'd add, I will not refer a client to something I haven't used properly myself. That's partly why the low usage bothers me. We're asking clients to trust it, so we should be the heaviest users in the room.
- Sophie LingThat's a really good way to put it, Femi. And it's the strongest thing you can say to a client, that you run your own business on it.
- Femi AdeyemiQuite. So let's get our own house in order first. Then talk about clients.
- Marcus BellAgreed. Let me propose something practical. A thirty minute session in the second week of the month with whichever consultants Joanna picks, using your own data, so they see a real answer. Then I check usage again before the next check-in and we see whether it's moved. Shall we book that?
- Joanna PlattYes, book it. I'll send you names by the end of next week. Who owns the invite, you or me?
- Marcus BellI'll send the invite, you send the names. Clear?
- Joanna PlattClear. Written down.
- Ciaran DohertyOne more technical thing while we're here. Connectors. We're under the limit on Starter, but I'd like to know where the ceiling is before I add anything.
- Marcus BellStarter has a hard limit on connectors, so you can't go past it without moving up or adding an add-on. I'd rather not quote the exact picture from memory. I'll send you what's configured and what's left, in an email, so you've got it in black and white.
- Ciaran DohertyFine. And the user limit, that's soft?
- Marcus BellSoft, yes. Fifteen included, and we'd talk to you before it ever became an issue. Given you're using two, it isn't.
- Femi AdeyemiWhich brings me to the thing I actually want to ask Sophie. We're about eight months from the end of the term. I don't want a surprise at renewal. What should I expect?
- Sophie LingFair, and thanks for asking now rather than in July. So the order form is for £19,500 a year, the invoices match that, and nothing is overdue. The term runs to 28 Aug 2026 and the renewal date is 29 Aug 2026. Marcus will send the formal notice well ahead, and I'll come back to you on the terms.
- Femi AdeyemiAnd the price at renewal? Is it the same?
- Sophie LingI don't want to give you a half answer on the phone. There's a pricing change that affects renewals later in the year, and I'll put exactly what it means for you in writing, with the dates. You won't be hearing it first from an invoice, I promise.
- Femi AdeyemiPut it in writing, then. Put it in the agreement, if it needs to be. I never sign a term I haven't read.
- Sophie LingUnderstood, and that's exactly how I'd want you to approach it. I'll send it before the end of the month.
- Marcus BellAnd I'll keep out of the price conversation, that's Sophie's, but I'll make sure the value case is there when you sit down. That's why I want the usage moving, so there's something to point to.
- Joanna PlattThat's honest, I appreciate it. Can I ask one thing about the partnership side, so we leave it clear? Referrals. Who follows up with a referred client after the intro, you or us?
- Sophie LingMe, on the commercial side, with you copied. Then Marcus takes over after they sign. And you stay in the loop as their consultancy partner throughout.
- Joanna PlattGood. Because I never let a referral go without a follow-up, and I don't want a client wondering who to call.
- Femi AdeyemiAgreed. I'm comfortable with that. Let's make sure it's written the same way in the partner arrangement.
- Sophie LingI'll check the wording against what we've just said and flag anything that's different.
- Marcus BellRight. Let me recap so we all leave with the same list. One: Joanna sends names of consultants by the end of next week, and I send an invite for a short session using your own data. Two: Joanna proposes a second admin, and Ciaran sets the role himself. Three: I email Ciaran the connector picture and the refresh notes. Four: Sophie writes to Femi about renewal terms before the end of the month. Five: I look at usage again before the next check-in.
- Joanna PlattThat's the list. I'd add a sixth: we come back to the client pipeline once the own-use side is moving. Let's not lose that.
- Femi AdeyemiYes. Same order: us first, then clients. Thanks, everyone. That was a sensible hour, and I'd rather have it plain than polished.
- Marcus BellThat's all I'm after. Thanks all, speak soon.
- Ciaran DohertyCheers. Ciaran out.
- Sophie LingBye all, and happy new year again.
- Marcus BellSorry, I'd left the recording running. Ending it now.
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