Mossbrook Data Partners / BG-Demo – Renewal
Callcompleted
Mossbrook Data Partners · 4 Aug 2026 12:30
On the 4 Aug 2026 renewal call, Femi Adeyemi asked for a partner rate, was told discounts cover the first term only, and accepted the Starter list price in principle, subject to reading the final order form.
What was said
What this says
As at Fri 9 Oct 2026On the 4 Aug 2026 renewal call, Femi Adeyemi asked for a partner rate, was told discounts cover the first term only, and accepted the Starter list price in principle, subject to reading the final order form.
What happened: Mossbrook Data Partners' Managing Partner, Femi Adeyemi, asked Owen Tallis for a partner rate on the renewal. Owen said discounts apply to the first term only. Joanna Platt suggested referral terms belong in the partner agreement, not the subscription price.
Customer view: Femi said he only asked because he felt he should, and that he would pay the list if the value is there. He accepted, subject to reading the final order form, and said he signs.
Commercial: The contracted figure is £24k and the open renewal deal is £26k. The contract runs to 28 Aug 2026, with expected close on 14 Aug 2026. This was an open draft, not executed paper.
Watch: Femi's test is whether value shows. Sophie Ling said active users are only a handful against twenty-five licensed. Joanna also asked for a partner page on the BG-Demo website, which marketing has not agreed.
Themes
As at Fri 9 Oct 2026Theme
Starter renewal, partner rate
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 sends a clean order form the day after the call, aiming for signature by 14 Aug 2026.
- Sophie sends the current referral wording to Femi the same day.
- Sophie takes the partner page request to marketing, with Femi approving the wording before publication.
Risks
As at Fri 9 Oct 2026- The renewal was accepted only subject to Femi reading the final order form, so nothing was signed on the call.
- Active use is a handful of people against twenty-five licensed users, which Femi will weigh against the price.
- Mossbrook expects a partner page on the BG-Demo website, and marketing has not committed to it.
Opportunities
As at Fri 9 Oct 2026- Three North West clients are on Mossbrook's watch list for B-Viz, one already at proposal stage.
- Joanna plans a September team session to bring more consultants onto the Starter subscription.
Transcript
Sophie LingHello, hello. Can everyone hear me all right? I've got Joanna on screen but no sound from Femi yet.
Femi AdeyemiSorry, was on mute. Yes, I'm here. Good afternoon, everybody.
Joanna PlattAfternoon! Hi Sophie, hi Femi. Owen, you made it.
Owen TallisJust about. Afternoon all. Back-to-back since nine, so apologies if I look slightly glazed. Good to see you both.- Sophie LingThanks for making the time, especially in August. I know half of Manchester is on a beach somewhere.
- Femi AdeyemiThe half that isn't is doing the quarter-end paperwork, so here we are. Before we start, Sophie, how did the last referral go? The one Joanna sent over from the logistics client.
- Sophie LingGood, actually. They came to the demo, they liked seeing it on their own data, and they've asked for a proposal. I'll let Joanna say more, because it was her intro and she's been chasing it.
- Joanna PlattYes. So, pipeline, quickly, because I like to start there. Three clients in the North West are on our watch list for B-Viz. One is with Sophie at proposal stage. One is waiting on their own finance sign-off. And the third, honestly, is a maybe, they're still tidying their warehouse before they think about anything on top of it.
- Owen TallisThat's useful. What's the next dated step on the proposal one, Sophie?
- Sophie LingProposal goes out this week, and we've pencilled a follow-up call for the week after. I'll put the date in the CRM today, Owen, I promise.
- Owen TallisGood. Right, I'll do what I always do and ask where we stand against the date. Today we're here for Mossbrook's renewal. Contract runs to 28 Aug 2026, renewal date is 29 Aug 2026, and we've got the expected close on the deal as 14 Aug 2026. Is that still how you see it, Femi?
- Femi AdeyemiIn principle, yes. I'd like it done before the middle of the month, I don't enjoy things hanging over the end of a contract. But I do have one or two questions first, and I'd rather ask them with Owen on the call.
- Sophie LingOf course. Let me just frame where we are, then you can fire away. You've been with us since 29 Aug 2025, on Starter, and the contracted figure is £23,500 a year. That matches what we've invoiced, and nothing's overdue, which I'm always happy to say.
- Femi AdeyemiWhich is a sign we pay our bills, if nothing else.
- Sophie LingVery much appreciated. The renewal deal we have open in the system is £26,000. I'd like to walk you through how that's built so there are no surprises, but first, maybe a word on how you've actually been using it?
- Joanna PlattYes, I can do that. So, usage. We bought it for our own client base, the idea being that our consultants stop jumping between the CRM, the call recordings and the tickets when they prep for a client review. It's a small group using it day to day, but it's grown. More of the delivery team have picked it up since spring, and I'd say it's no longer just me and two enthusiasts.
- Femi AdeyemiWhich matters to me. What's in it for the client, and what's in it for my consultants' time? If it saves a consultant an hour before a review, multiply that across a year and it's a real number.
- Owen TallisThat's the right way to measure it. Sophie, anything the team has flagged in the last month? Tickets, anything stuck?
- Sophie LingOne ticket in the last thirty days, high priority, and it was dealt with. I'll check the detail with Marcus, he's your customer success contact, but my understanding is it's closed and it didn't come back.
- Joanna PlattYes, that was the connector one. Quick fix, the team were good about it. I'd put that down as a positive, honestly. We raised it, it was picked up, done.
- Femi AdeyemiMm. Fine. Let me come to my question, then, because it's the main thing on my mind. Owen, Mossbrook isn't a normal customer. We were your first implementation partner, and we've sent you clients. We've put our name behind this. So I'd like to ask about a partner rate on the renewal.
- Owen TallisRight. Thanks for asking it straight, Femi. Let me be equally straight. I do hear the point about the partnership, and it's valued. But our discounts apply to the first term only. That's the rule for every customer, and it's a rule I hold to, because otherwise the price slides at every renewal and nobody can say what the product is worth.
- Femi AdeyemiI see. So whatever we had in the first year, the introductory arrangement, that was the discount, and it's gone.
- Owen TallisThat's how it works. The first term was the term for any discount. From here you move onto the list that applies to renewals. I won't dress it up, Starter's list price has moved up under the new price book. It was communicated to all customers on the older list at the start of the year.
- Femi AdeyemiIt was. I remember the letter, and I remember Joanna and I discussing it over coffee. Not a surprise, as such.
- Joanna PlattWe did, yes. I'd flagged that we should expect it. Femi, can I add something? Who owns this, us or you? What I mean is, if the partner arrangement is about referrals, then that conversation sits in the partner agreement, not in the price of our own subscription. We shouldn't blur the two.
- Femi AdeyemiThat's fair, and it's a distinction I should have made myself. Put it in the agreement, as I always say. The subscription is the subscription. The referral terms are the referral terms.
- Owen TallisI'd agree with that. Keeping them separate protects both of us. Let's not discount twice: if there's recognition for the referrals, it should be visible in the partner arrangement, not buried in a subscription number.
- Sophie LingAnd on that, the referral arrangement is already written down, and nothing about it changes with the renewal. I can send the current wording across if that helps anyone refresh their memory.
- Femi AdeyemiPlease do. I never sign something I haven't read, and I'd like to read it again before we say anything more about it.
- Sophie LingWill do, today. Now, let me show you how the renewal is put together, so you can see what you're accepting. I'm going to share my screen. Can you see the order form draft?
- Joanna PlattYes, I can see it. A bit small, can you zoom in? Thanks.
- Sophie LingSo this is Starter, the same scope as now. Twenty-five licensed users, which is above the included number for the tier, so there's a bit of headroom there that you've had since the start. The connectors are the same set you have today. Support and service levels are unchanged.
- Femi AdeyemiTwenty-five licensed, and how many are actually active? I think the answer is far fewer.
- Sophie LingFar fewer, yes, a handful on a typical day. But it's up on the previous quarter, which is the direction we like. I wouldn't read anything into the gap yet, it's partly that people dip in around client reviews rather than daily.
- Joanna PlattThat's exactly the pattern. Review weeks are busy, quiet weeks aren't. I'd like to get more of the consultants in regularly, and I think the new pages feature will help. I'm planning a short session for the team in September.
- Owen TallisWorth saying, if you want more people trained, Marcus can help with that as part of the normal customer success work. No charge for a walkthrough. An on-site training day is a paid add-on, but I don't think you need that.
- Joanna PlattNo, a remote session is fine. Let's write that down, Sophie, can you ask Marcus to find a slot in September?
- Sophie LingNoted, I'll ask him today.
- Femi AdeyemiRight. Back to price, then. Owen, I'll be candid. I asked about a partner rate because I felt I should ask, not because I expected a yes. Putting it plainly: if it's the list for renewals, and the list is the same for every customer on the older price book, I can live with that. How do we both know it's working? That's my test. If the value is there, I'm content to pay the list.
- Owen TallisThat's a fair test, and I'd rather you pay the list and feel you're getting value than take a number you resent. So to confirm: you're accepting the v2 list for the renewal, no discount, same Starter scope.
- Femi AdeyemiYes. Accepted, subject to reading the final order form, which I'll do properly this week.
- Owen TallisPerfect. Who signs?
- Femi AdeyemiI do. Same as last year.
- Owen TallisGood. Then the next dated step is the final order form out to you. Sophie?
- Sophie LingI can get a clean order form to you tomorrow. That leaves you plenty of time before 14 Aug 2026, which is where we've got the expected close. If you sign by then, there's no gap between the old term ending on 28 Aug 2026 and the new one starting.
- Femi AdeyemiThat works. I'd rather be early than leave it to the last week of August.
- Joanna PlattWhile we're at it, can I raise one more thing? It's not a price point, it's about the partnership. Now that we've sorted the subscription, I'd like Mossbrook named as a partner on BG-Demo's website. We're sending you clients, you're telling prospects about us, and at the moment our name appears nowhere. Clients ask me where to read about the arrangement.
- Owen TallisReasonable request. Our marketing team looks after the site, so I can't promise the page or the wording myself. But I'm happy to take it to them with a clear ask. What would you want it to say?
- Joanna PlattThree things. One, our name and logo in a partners section. Two, a line saying we're a Snowflake specialist and the first implementation partner. Three, a link to a short page on how a client can start with us. Nothing flashy.
- Femi AdeyemiI'd add that we'd like to see the wording before it goes live. We don't speak for clients, and I don't want any suggestion on the page that we do. Just what we do, and what we've done with you.
- Owen TallisAgreed. You'd approve the text before it's published. I'll note that. Sophie, can you pick up the ask and send it to marketing with Joanna's three points?
- Sophie LingYes. I'll write it up this afternoon and copy Joanna, so she can correct me if I've got it wrong.
- Joanna PlattBrilliant. And I'll follow up in a fortnight if I haven't heard, because I never let a referral or a request go without a follow-up.
- Owen TallisPlease do. What's the date you'd like it live by, so marketing has something to aim at?
- Joanna PlattBefore the end of the quarter would be lovely. We've got a couple of client events in the autumn, and it'd help to have something to point at.
- Owen TallisUnderstood. I'll tell them end of the quarter, but I'll be honest that it depends on their queue. Sophie will confirm back to you either way.
- Femi AdeyemiThat's all I can ask. Thank you, Owen. I appreciate you taking the time on a Tuesday lunchtime.
- Owen TallisNot at all. Recap, so we're all clear. One, Mossbrook renews on Starter at the v2 list, no discount, same scope. Two, Sophie sends the order form tomorrow, Femi reads and signs, aiming for 14 Aug 2026. Three, Sophie sends the referral wording today. Four, Sophie takes the partner page request to marketing, wording approved by Femi before it goes live. Five, Marcus finds a September slot for Joanna's team session. Anything I've missed?
- Joanna PlattThat's everything. Nicely done.
- Femi AdeyemiNothing from me. Thank you all. Speak soon.
- Sophie LingThanks everyone. Enjoy what's left of the summer. Cheers, bye.
- Joanna PlattBye all, thanks.
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