Mossbrook Data Partners / BG-Demo – QBR
Callcompleted
Mossbrook Data Partners · 7 Apr 2026 15:30
Quarterly review with Mossbrook. Usage and questions asked are rising, one how-to ticket was answered promptly, and the Starter connector ceiling is hit. Femi wants proof of value before renewal; referral ownership was agreed.
What was said
What this says
As at Fri 9 Oct 2026Quarterly review with Mossbrook. Usage and questions asked are rising, one how-to ticket was answered promptly, and the Starter connector ceiling is hit. Femi wants proof of value before renewal; referral ownership was agreed.
What happened: Marcus Bell reviewed usage, one ticket, referrals and the renewal with Joanna Platt and Ciaran Doherty. Femi Adeyemi joined late as Managing Partner.
Customer view: Usage is spread across people, not one user. Joanna now uses B-Viz for pipeline reviews, and Femi asked how both sides know it is working.
Commercial: Ciaran said the four Starter connectors are used up and wants a fifth for the project tracker. Marcus flagged the price list change for the renewal and passed pricing to Sophie.
Watch: Femi will judge renewal on proven value and wants terms written down. Marcus offered a value note and a 30-minute session in the summer. The evidence does not show whether the session was booked.
Themes
As at Fri 9 Oct 2026Theme
Starter QBR and renewal
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- Marcus to send the usage summary and flag the fifth connector and renewal to Sophie.
- Joanna to send two lines on sharing pages and draft the referral paragraph this week.
- Marcus to prepare a value note and book 30 minutes in the summer before the renewal conversation.
Risks
As at Fri 9 Oct 2026- Femi wants proof that B-Viz is worth the Starter subscription before he signs the renewal.
- The price list change will reach Mossbrook at renewal, and Sophie has not yet walked them through it.
Opportunities
As at Fri 9 Oct 2026- Ciaran wants a fifth connector for the project tracker, which is a connector add-on.
- Referred clients that want one place to ask across CRM and finance data could add new B-Viz customers.
Transcript
Marcus BellHello, can you hear me alright? I've just joined. Give me a second, I'm going to share my screen.
Joanna PlattLoud and clear. Afternoon, Marcus.
Ciaran DohertyAfternoon. Femi's still on another call, he said to start without him.- Marcus BellNo problem at all. How's the week been? It's been drizzly here since Sunday, I'm sick of it.
- Joanna PlattSame here. Though honestly we've been too busy to look out of the window. Pipeline's healthy, so I can't complain.
- Marcus BellGood to hear. Right, so what I wanted to cover today is quite simple. I've pulled the numbers on usage for the last quarter, we'll look at the one ticket you raised, then I'd like to hear how the referral side is going from your end, and finish with the renewal later in the year. Does that work?
- Joanna PlattThat works. Can I give you the client pipeline first? It sets the scene for everything else.
- Marcus BellPlease do.
- Joanna PlattSo, we've got a few clients in the middle of Snowflake migrations right now, and two that are just past the proposal stage. Of those, a couple have said they want one place to ask questions across their CRM and their finance data. That's exactly what B-Viz does, so I've been steering the conversations that way. Who owns this, us or you? That's the thing I want to write down at the end today. When a referred client says yes, who does the first call?
- Marcus BellYeah, fair question. Let's park it and come back to it, because I think Sophie needs to be part of that answer. But I'll note it.
- Joanna PlattFine. Let's write that down, though, so it doesn't drift.
Femi AdeyemiSorry, sorry, I'm here. Apologies, that ran over. Afternoon, everyone.- Marcus BellAfternoon, Femi. You haven't missed much, Joanna's just given me the pipeline.
- Femi AdeyemiGood. Before we go on, how did the last referral go? The one we sent over before Christmas. I've not heard how it finished.
- Marcus BellHonestly, I think that's more of a question for Joanna and Ciaran, because they did the set-up on the client side. From where I sit it went through quietly, which is what you want.
- Ciaran DohertyIt went fine. I did the Snowflake side, checked the role grants, and they were live without anything dramatic. One connector was fiddly because they'd renamed a field in their CRM, but that was theirs, not ours.
- Femi AdeyemiAnd the client's happy?
- Joanna PlattVery. They asked a question in their first week that would have taken their finance team an afternoon. They got it in a few seconds. That's what sold it to them.
- Femi AdeyemiGood. That's what I wanted to hear. What's in it for the client is the only reason I'd ever put our name next to anything.
- Marcus BellThat's a good lead into the usage. Can everyone see my screen? It's the usage summary for Mossbrook.
- Ciaran DohertyI can see it. Bit small.
- Marcus BellLet me zoom in. Better?
- Ciaran DohertyYes.
- Marcus BellSo, you're on Starter, which includes fifteen licensed users. Over the last thirty days you've averaged about three active users a day. And compared with the previous quarter that's up by roughly a fifth, so it's moving in the right direction. You're nowhere near the limit, which is fine, that's not a problem, it's just headroom.
- Joanna PlattAbout three sounds right. It's mostly me, Ciaran, and one or two of the consultants who are on a client engagement at the time.
- Marcus BellThat matches what I see. The questions asked are the number I care about most, and they've gone up as well. I'd say the pattern is more people dipping in rather than one person doing everything, which is healthy.
- Femi AdeyemiIs that right though? I'd have guessed it was mostly Ciaran.
- Ciaran DohertyI do a fair bit. Not most of it any more. Joanna's asking more than I am, I checked last week.
- Joanna PlattI'm using it for the pipeline reviews now. Instead of pulling a spreadsheet together before the Monday meeting I just ask it what's moved.
- Marcus BellBrilliant, that's the sort of thing I like to hear. And the records indexed are growing steadily, so nothing has gone stale. Ciaran, you'd tell me if a connector had stopped loading, wouldn't you?
- Ciaran DohertyI would. I watch the refresh logs. Everything's completing before the morning, every day I looked. Which warehouse is that running on, by the way? I want to be sure it's not competing with our client work.
- Marcus BellIt runs in your own Snowflake account, so that's your call. I'm happy to jump on a call separately if you want to look at the sizing, but I don't think it's an issue from what I can see.
- Ciaran DohertyThat's a schema question for later. Not today.
- Marcus BellFine. Moving on to support. You had one ticket in the last thirty days, nothing high priority. It was a how-to, if I'm reading it right, about sharing a page with someone outside your team.
- Joanna PlattYes, that was mine. I wanted to send a client a read-only view and wasn't sure how to do it properly.
- Marcus BellAnd it was answered promptly, I checked the timestamps. Within what Starter gives you, comfortably. Was the answer clear?
- Joanna PlattClear enough, yes. But it made me think. If we're going to use it more with clients, we need something simpler for that. Is there anything planned?
- Marcus BellI can't promise anything on that, I'm afraid. I don't want to tell you a date and then be wrong. What I can do is take it back to the product team as feedback from you, with the use case written down properly. Would that help?
- Joanna PlattYes, please. I'll send you two lines on what we'd want.
- Femi AdeyemiCan I ask something about the arrangement? We have fifteen users and four connectors, I recall. Are we using the connectors we've got?
- Marcus BellFour connectors is the hard limit on Starter, and yes, you're using them. CRM, the call recorder, the accounting system and your helpdesk, if I have that right.
- Ciaran DohertyThat's right. And we've hit the ceiling. I'd like a fifth for the project tracker, but that's a conversation about add-ons, not today.
- Marcus BellUnderstood. That's one for Sophie as well, and I'll flag it. I don't want to quote you anything myself, I'd only get it wrong.
- Femi AdeyemiRight. And that brings me to the renewal. The contract started on 29 Aug 2025 and runs to 28 Aug 2026. We're paying £19,500. How do we both know it's working? That's what I'll be asking myself when it comes round.
- Marcus BellThat's the right question. My answer is the usage trend, which is up, plus what Joanna just said about the pipeline reviews, plus the referrals. I'd like to pull together a short note before the renewal conversation that puts the questions asked next to the time it's saving. Shall we book 30 minutes in the summer for that?
- Femi AdeyemiI'd like that. Put it in the agreement, whatever we agree. I never sign something I haven't read.
- Marcus BellOf course. The other thing I should say, and I'm not the right person to go into the detail, is that the price list changed last winter. Customers who joined before that move to the current list at their first renewal after the summer. I'm not going to talk numbers because that's Sophie's side, but I'd rather you heard it from me now than as a surprise in August.
- Femi AdeyemiAppreciated. I'd rather know. Will Sophie come to us, or should we call her?
- Marcus BellI'll ask her to get in touch, and I'll send the formal renewal notice well ahead of the end date, as is normal. You won't be short of time.
- Joanna PlattCan I go back to my question from the start? Who owns the first call when we refer a client? I want it clear before the next two land.
- Marcus BellMy suggestion is that you make the introduction, Ciaran does the Snowflake set-up as you did last time, and Sophie leads on the commercial side with the client. I pick up adoption once they're live. Does that match how you see it?
- Ciaran DohertyThat's how it worked last time. I'd just add that I don't grant roles by email. The client's admin does it with me on a call.
- Femi AdeyemiGood. Put that in the partner arrangement. Joanna, can you draft a paragraph?
- Joanna PlattYes. I'll do it this week and send it to Marcus and Sophie. Let's write that down: me on the draft, Marcus passes it to Sophie.
- Marcus BellPerfect. So, to recap. I'll send the usage summary after this call. I'll pass your feedback on sharing pages to the product team, no date promised. I'll flag the fifth connector and the renewal to Sophie. You send me the two lines on sharing and the draft paragraph on referrals.
- Femi AdeyemiThat all sounds right to me.
- Ciaran DohertyFine by me.
- Joanna PlattThanks, Marcus. Useful, as always.
- Marcus BellThanks all. Speak soon, and enjoy the rest of the week, hopefully with a bit of sun.
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