Mossbrook Data Partners / BG-Demo – Proposal
Callcompleted
Mossbrook Data Partners · 11 May 2026 14:30
Proposal walkthrough for the signed Starter seat expansion. Femi and Joanna raised steady low usage, the Starter connector limit, renewal pricing and referral terms. Sophie took nine actions. Tone was warm and the account looks healthy.
What was said
What this says
As at Fri 9 Oct 2026Proposal walkthrough for the signed Starter seat expansion. Femi and Joanna raised steady low usage, the Starter connector limit, renewal pricing and referral terms. Sophie took nine actions. Tone was warm and the account looks healthy.
What happened: Sophie walked Femi and Joanna through the expansion signed on 5 May 2026, worth £1,260. It sits beside the Starter subscription of £24k a year, and Sophie said it is not a recurring line.
Customer view: Usage is steady with a handful of regular users against 25 seats. Joanna said two delivery leads use it well, while Femi had told the wider team to wait until a client was live.
Commercial: Femi asked whether the price will change. Sophie would not quote a figure and promised to check how the price list applies and write before the formal notice. Joanna asked about keeping terms in return for referrals.
Watch: Joanna said Starter is close to its hard connector limit. Femi wants the referral principle written into the agreement, and the evidence does not show what legal said.
Themes
As at Fri 9 Oct 2026Theme
Seat expansion and renewal groundwork
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 confirms the expansion terms in writing after checking the signed order form.
- Marcus arranges the consultant training and a monthly view of who asks questions.
- Sophie writes to the customer on how the price list applies before the formal renewal notice.
Risks
As at Fri 9 Oct 2026- Only a handful of the 25 licensed users log in regularly, so the renewal needs a clear value story.
- Femi wants referral wording protected, and legal has not yet responded.
- Starter's hard connector limit blocks the demonstration use Joanna wants.
Opportunities
As at Fri 9 Oct 2026- A remote training session for consultants could widen use and support a Growth or add-on conversation.
- Extra connectors beyond the Starter limit are a possible add-on or tier upgrade.
- Femi may speak to another partner firm once training shows results.
Transcript
Sophie LingHello, hello. Can you hear me alright? I've had a bit of trouble with the headset this week.
Joanna PlattLoud and clear. Afternoon, Sophie. Femi's just getting himself in, I can see him on the lobby screen.
Femi AdeyemiAfternoon both. Sorry, I was on the other line with a client and it overran. Am I coming through?- Sophie LingYou are. No problem at all, we've only just started. How's Manchester? It's grey down here, properly miserable for May.
- Femi AdeyemiSame, to be fair. Rain since the weekend. Before we go anywhere, Sophie, how did the last referral go? The one Joanna sent your way a few weeks ago.
- Sophie LingYeah, good question. It went fine. They were a Snowflake shop already, which made the conversation easy, and we got through a first call without anyone getting lost in the jargon. They've gone quiet for now, they're sorting some internal budget stuff, but I'd call it warm rather than cold.
- Femi AdeyemiWarm is fine. I'd rather it was warm and real than rushed. What's in it for the client, that's what I keep asking myself on these.
- Joanna PlattCan I do the pipeline quickly? Then we can get to the paperwork. Let's write that down, because I want us all looking at the same list.
- Sophie LingPlease, go for it.
- Joanna PlattRight. So, across our client base, three conversations live at the moment. One is the warm one Sophie just mentioned. One is a client where the warehouse build finishes next month, so that's the natural moment to bring B-Viz in on day one rather than bolting it on later. And one is a maybe, they're still arguing internally about whether they even want AI querying near their finance data.
- Femi AdeyemiThat third one I'd park. If they're arguing, we shouldn't be the ones pushing.
- Joanna PlattAgreed. Parked. But I'll keep it on the list so it doesn't vanish. I never let a referral go without a follow-up, you know that.
- Sophie LingWhich I appreciate, honestly. Okay, so, today. My plan was to walk you through the proposal for the expansion, the extra seats on your Starter plan, make sure the written version says what we all said on the phone, and then have a quick word about the renewal later in the summer. Is that what you were expecting?
- Femi AdeyemiMore or less. Though I'll be honest, I'm a bit confused about why we're doing a proposal call when I signed the order form last week. Tuesday, wasn't it?
- Sophie LingFair challenge. Yes, it was signed on 5 May 2026, so it's done, it's closed. The reason for the call is that you asked me to talk it through properly, and I'd rather you heard it from me than just read the document. So think of it as a walkthrough of the proposal behind what you've already signed. If anything doesn't match your understanding, we fix it now and I put it in writing.
- Femi AdeyemiGood. I never sign a term I haven't read, but I do like hearing it said aloud too. Go on.
- Sophie LingOkay. So where you are today. You've been with us since 29 Aug 2025, you're on Starter, and the subscription is £23,500 a year. That's what's on the order form and it's what's been invoiced, so those two agree, which is always nice to say.
- Joanna PlattNothing overdue on our side, I checked with our finance person yesterday.
- Sophie LingNo, nothing showing on ours either. Thank you. Now, the licensed users. You're at 25 users across the team. Starter on its own includes fewer than that, so the expansion we've just closed is about covering the extra seats properly rather than leaving you over the soft limit.
- Femi AdeyemiAnd the figure for that was twelve hundred and sixty pounds.
- Sophie LingRight, £1,260. That's the total value of the expansion deal. I'd be careful not to read it as a yearly price on top of the £23,500, it's the amount for that piece of work as we booked it.
- Femi AdeyemiMm. That's where I wanted to be careful. Put it in the agreement, so that in August nobody turns round and says it's a recurring line we missed.
- Sophie LingUnderstood. I'll make sure the follow-up email states clearly what that amount is, and how it sits next to the renewal. If I can't answer that cleanly myself I'll get Marcus to confirm, he looks after the account on the customer success side.
- Joanna PlattWho owns this, us or you? Meaning, who's the contact when someone at Mossbrook wants another seat in the autumn?
- Sophie LingCommercially, me. Day to day, adoption, anything like that, it's Marcus. If it's just an admin thing, adding someone in, that's yours to do inside the tool, you don't need to ask. Only if you go well past the number do you come to me.
- Joanna PlattGood. That's what I'll tell the team. Let's write that down, actually. Seats within the number, we do it. Over the number, Sophie.
- Femi AdeyemiFine by me.
- Sophie LingNow, can I ask something a bit more honest about usage? Because I've been looking at the numbers before this call and I want to hear it from you rather than guess.
- Femi AdeyemiPlease.
- Sophie LingYou've got 25 seats, but the number of people actually logging in on a regular basis is small. A handful. And it's been about the same for a few months, it hasn't grown or fallen. Which isn't a crisis, it's steady. But I'd like to understand it. Is it that the seats are there for when the consultants need them, or is it that people haven't quite picked it up?
- Joanna PlattA bit of both, if I'm candid. The people who use it use it well. Two of my delivery leads ask it questions about client environments before they go on site. But the wider team of consultants, they're project-driven. If they're not on a project that touches a client with B-Viz, they won't open it.
- Femi AdeyemiAnd that's partly my doing. I told people to wait until a client was properly live. I didn't want consultants poking around in something that wasn't ready, then telling a client it was ready.
- Sophie LingNo, that makes sense, and it's the right instinct. But it does mean there's headroom. If more of your team were comfortable using it for your own internal work, that's value you're already paying for.
- Joanna PlattWhat does the client need on day one, that's the question I keep coming back to. And I think the answer is that our consultants need to be fluent before the client is. So maybe I should run an internal session.
- Sophie LingI was going to suggest exactly that. We can do a training session for your consultants, remote, nothing fancy. Marcus can lead it. I'll ask him to get in touch with you this week or next about dates.
- Joanna PlattLovely. Next week is better, I've got a client go-live on Thursday.
- Sophie LingNext week, noted.
- Femi AdeyemiHow do we both know it's working, though? After the training. I don't want to run a session and then find in August that nothing has changed.
- Sophie LingFair. Honestly the simplest measure is questions asked. How many questions the team puts to it each month, and who's asking. If it's two people doing nearly all of it, that's a risk, because if one of them leaves or goes on leave you've lost the habit. If it spreads across the team, that's healthy.
- Femi AdeyemiI like that. Can you send us that view monthly? Not a big report, just who and how many.
- Sophie LingI'll ask Marcus to set that up. Short and plain. I don't want to promise a format I haven't checked, so I'll say that's the intention and confirm in the email.
- Femi AdeyemiThat's honest. Thank you.
- Joanna PlattWhile we're on this. We raised a couple of tickets recently. One of them was marked high priority, and I want to make sure it's actually closed, because I'd lose face if a client hit the same thing.
- Sophie LingYes, I saw there were two in the last month, and one was high priority. Do you remember the topic?
- Joanna PlattA sync that looked stale on one of our test connections. It sorted itself out, I think, but nobody told me why.
- Sophie LingRight. I don't want to pretend I know the root cause from here, because I'd be guessing. What I can do is ask support for a short written explanation and make sure it's attached to the ticket. You shouldn't have to chase for a reason.
- Joanna PlattThank you. That's all I need. Who owns that, you or support?
- Sophie LingI'll own the chase, support owns the answer. I'll have it back to you by the end of this week.
- Joanna PlattPerfect. Written down.
- Femi AdeyemiCan I raise the partner side? Since we're all here. The arrangement we signed alongside the subscription.
- Sophie LingOf course.
- Femi AdeyemiI want to be clear about something, because it matters to how I talk to clients. When we introduce B-Viz to a client, I never do it for a fee alone. I do it because it is right for them, because they're on Snowflake and they've got scattered systems. If the referral terms ever started to look like we were being paid for volume, I'd want to revisit them.
- Sophie LingNo, understood, and I think that's one of the reasons it works. Nobody on our side wants referrals that don't fit. A bad fit makes a bad customer, and a bad customer makes you look bad.
- Femi AdeyemiExactly. So what I'm asking is that nothing in the next version of the arrangement changes that principle. Put it in the agreement, in plain words.
- Sophie LingI can't promise wording today, that's a conversation with our legal side and probably someone more senior than me. But I'll take it back as a clear request and come back to you with what they say.
- Femi AdeyemiThat's all I ask.
- Joanna PlattAnd can I add, we were BG-Demo's first implementation partner, so I'd quite like us to help shape how that is described going forward. Not in a grand way. Just that when a client asks who does the build, the answer is consistent.
- Sophie LingI like that a lot. A short one page, who does what, from the first conversation to day one. Who builds the connectors, who trains, who answers the phone when something breaks.
- Joanna PlattYes. Exactly that. Because the thing I hate is a client ringing me about something that's actually yours, and ringing you about something that's mine.
- Sophie LingHa, yes. We've both had that. Shall I draft it and you two mark it up?
- Joanna PlattYou draft, I'll mark up, Femi signs off. How does that sound?
- Femi AdeyemiProvided I get time to read it properly, yes.
- Sophie LingYou'll get all the time you want. I'll aim to have a first draft to you both by the end of next week.
- Joanna PlattBrilliant.
- Sophie LingRight. Shall I go back to the proposal itself, the actual terms? Just so I've read them out and you've heard them. Then we can do the renewal.
- Femi AdeyemiPlease do.
- Sophie LingSo, the expansion. It covers the extra users so that your 25 users are properly licensed. It sits under the same master agreement you already have, nothing new there. The value is £1,260. It was signed on 5 May 2026. The subscription itself, Starter, is unchanged, at £23,500 a year. The contract runs to 28 Aug 2026.
- Femi AdeyemiWhich means the renewal is the next day.
- Sophie LingYes, our records show the renewal date as 29 Aug 2026, so it follows straight on from the end of the term.
- Femi AdeyemiRight. And nothing in the expansion changes that date.
- Sophie LingNothing that I can see. I'll double check against the signed copy before I put it in the email, because the signed order form is what counts, not my memory and not the CRM.
- Femi AdeyemiI appreciate you saying that. Most people would just say yes.
- Sophie LingI'd rather be slow and right. Okay. Does anything in that sound different from what you remember?
- Joanna PlattNo, it matches. I was just thinking about the extra users. We've got a couple of seats that were set up for people who have since moved onto other projects. Can we reassign those rather than adding more?
- Sophie LingYes, absolutely, that's an admin job. You can free up a seat and give it to someone else. The only limit is the total number.
- Joanna PlattGood. I'll do a tidy up. Who is actually using what, let's write that down as an action for me.
- Femi AdeyemiIs there any risk here, Sophie? You said usage was steady. If I were you I'd be wondering whether we renew.
- Sophie LingHonestly? Not a worry on my side. Payments are on time, you've just expanded, you've been a good partner. The thing I'd want to see before August is more people using it, so that when we sit down for the renewal conversation there's a clear story of value. That's a help to you as much as to me.
- Femi AdeyemiFair. I'd want the same story, because I have to justify it to my own partners.
- Sophie LingOf course you do. So the renewal. The process is that Marcus will be in touch about ninety days before the end of the term, which will be around the start of June. That's the formal notice. But I'd like to have a proper conversation with you before then, with no pressure, just so there are no surprises.
- Femi AdeyemiWill the price change?
- Sophie LingI don't want to give you a number off the top of my head, and I'd be annoyed if I got it wrong. We did change our price list last year and there's a rule about when customers move across. I'll check exactly how it applies to your contract and put it in writing, so you can see it long before the renewal.
- Femi AdeyemiGood. I'd rather know in May than in August.
- Joanna PlattIs there any chance of keeping what we have if we bring more referrals? I'm only asking, I don't want it to sound like a negotiation.
- Sophie LingIt's a fair thing to ask. I can't promise anything on price today, but the partner relationship is something I'd raise internally. What I'd need is to show what the partnership has brought in, and the more concrete that is, the easier.
- Femi AdeyemiHow would we show that?
- Sophie LingA simple list. Referrals you've made, which ones went to a call, which ones signed, which ones are still live. I can build it from our side and you check it against yours.
- Joanna PlattI keep a list anyway. I'll send mine across and we compare.
- Sophie LingPerfect. That would be useful whatever happens with the renewal.
- Femi AdeyemiCan we talk about the connectors? I know Starter has a limit, and I think we're near it.
- Sophie LingYes, Starter has a hard limit on connectors, so that one can't flex the way users can. If you wanted more, it would be a separate add-on, or a different tier. Are you hitting it?
- Joanna PlattWe're close. We've connected the things we use internally, the CRM, the helpdesk, the accounting system, the calls. We'd like to point it at a client's setup as a demonstration, but that would push us over.
- Sophie LingOkay. So that's a conversation I'd want to have separately, because it touches how clients' data is handled, and I don't want to improvise. In a Snowflake setup, the client's own data lives in the client's account, so it's not quite the same as connecting it to yours.
- Femi AdeyemiRight, and I would not want us to put any client's data somewhere it shouldn't be. Never speak for a client, that's my rule.
- Sophie LingExactly the right rule. So the demonstrations should be on the client's own instance, with their agreement. I'll get a solutions colleague to join us for that discussion rather than me waffling.
- Joanna PlattGood. Put me down for that. I'll find a client who'd be happy to be the first.
- Femi AdeyemiOnly a client you would stake your name on.
- Joanna PlattAlways. You know me.
- Sophie LingOkay. I think we've covered a lot. Can I quickly play back what I've got, and you tell me if I've missed something?
- Femi AdeyemiPlease. I'm writing as well.
- Sophie LingOne. I confirm in writing the terms of the expansion: the £1,260, the signed date of 5 May 2026, and that it isn't a recurring line, after checking the signed order form. Two. Marcus contacts Joanna next week to set up a remote training session for your consultants. Three. I get a written explanation of the recent high priority ticket from support, to you by the end of this week. Four. A monthly view of who is asking questions and how many, Marcus to confirm the format.
- Joanna PlattYes. Five, I tidy up the seats and send you my referral list.
- Sophie LingFive, thank you. Six. I draft the one page on who does what between us and you mark it up, first draft by the end of next week. Seven. I take Femi's request about the referral wording to our legal side. Eight. I check how the price list applies to your renewal and write to you before the formal notice.
- Femi AdeyemiAnd nine, the discussion about the connector limit with someone technical.
- Sophie LingNine, yes. I'll find a slot for that in the next couple of weeks.
- Femi AdeyemiThat's everything I have. It's a long list for a call that I thought was a formality.
- Sophie LingHa, sorry. Better to say it all now than discover it in August.
- Joanna PlattNo, I like it. It's what I'd do. Who owns each one is clear, and that's what counts.
- Sophie LingIs there anything about how we've worked together so far that you'd change? I'd rather hear it now.
- Femi AdeyemiThoughtful question. One thing. Early on, we had a few emails going between several of your people and ours and it wasn't always obvious who was in charge. It's been better recently, but I'd keep it that way.
- Sophie LingThat's useful, thank you. I'll be your single point for anything commercial, and Marcus for anything about using the product. If either of us isn't around, we'll tell you who is covering.
- Joanna PlattAnd I'll do the same on our side. If it's about a client, it comes through me.
- Femi AdeyemiGood. Then I'm content.
- Sophie LingOne more thing from me, if I can. A bit of a favour. When you do get the training done and your people are comfortable, would you be willing to say a few words to another partner firm if they ask? Not a formal case study, just a conversation.
- Femi AdeyemiWhat's in it for them, and for us? I'd be happy to speak about what's true. I won't say anything I wouldn't say in front of the client.
- Sophie LingWhich is the only thing I'd want. Honest, including the bits that aren't perfect.
- Femi AdeyemiThen ask me again once the training has happened and I can see whether it's working.
- Sophie LingDeal. I'll leave that until then.
- Joanna PlattCan I ask something small? When the follow-up email comes, can it have the actions as a list, with names and dates? I'm happy to forward it to my team as it is.
- Sophie LingOf course. Bullets, owner, date. I'll send it tomorrow morning, once I've checked the signed copy.
- Joanna PlattLovely. Thanks, Sophie.
- Femi AdeyemiJust before we go. The renewal. Is there anything that you need from me before then, in terms of a decision? I'm trying to work out when I should put it in my diary.
- Sophie LingNothing yet. I'd suggest we pencil a catch up in early June, after the training and after you've seen the first monthly view. That way you're deciding with evidence, not a feeling.
- Femi AdeyemiEarly June works. Send an invitation and I'll move things around.
- Sophie LingWill do. And if the picture changes before that, if someone leaves, or a client situation shifts, just tell me. Don't wait for the diary.
- Joanna PlattWe will. I'd rather you heard it from us.
- Sophie LingThat's all I ask. Anything else from either of you?
- Joanna PlattI don't think so. Femi?
- Femi AdeyemiNo. Just that this was a more useful conversation than I expected. Thank you, Sophie.
- Sophie LingThank you both. It's a good relationship and I want to keep it that way. Right, I'll let you get back to the rain.
- Joanna PlattHa. Speak soon. Thanks, Joanna.
- Femi AdeyemiGoodbye both. Femi.
- Sophie LingCheers, bye now.
- Sophie LingSorry, still here, I think the recording was still running. Ending it now. Bye.
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