Feldmoching Software / BG-Demo – Check In
Callcompleted
Feldmoching Software · 3 Aug 2026 08:00
Katharina Huber is happier with B-Viz than expected, and her team now asks it questions before renewal calls. She will not discuss next year's budget until her managing director has seen the value.
What was said
What this says
As at Fri 9 Oct 2026Katharina Huber is happier with B-Viz than expected, and her team now asks it questions before renewal calls. She will not discuss next year's budget until her managing director has seen the value.
What happened: Elena Novak ran a check-in covering usage, two closed tickets and the renewal. Active users are around seven or eight against forty licensed, up by about a third on the previous quarter.
Customer view: Katharina says it is "better than I expected at this point". Questions, once mostly hers, are now shared across the team through a Tuesday renewals habit.
Commercial: The contract runs to 12 Feb 2027 with renewal on 13 Feb 2027, at £50k on the order form. Katharina says the budget is not hers alone and wants a value summary for her managing director first.
Watch: She wants written proof of refresh timing and EU data residency, and no feature dates. The earlier connector ticket followed a field change on the customer's side. The account managers are not yet users, which is headroom she is holding back for now.
Themes
As at Fri 9 Oct 2026Theme
Value case before renewal
Importance
renewal
Sentiment
positive
Voice
champion
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Elena sends a written note on refresh timing, connected sources and EU region the same day.
- Elena prepares a one-page value summary for Katharina to review, with no feature dates.
- Katharina tells BG-Demo before changing support system fields.
Risks
As at Fri 9 Oct 2026- Katharina will not discuss next year's numbers until her managing director has seen the value, so the renewal depends on a value case.
- Account managers are not yet using B-Viz, and she will only bring them in once support trusts the answers.
- Connector breakage can recur if the customer changes support system fields without telling BG-Demo first.
Opportunities
As at Fri 9 Oct 2026- Around seven or eight active users against forty licensed leaves headroom once account managers join.
- Question habits are spreading across the team, which supports a renewal case and a reference without naming her.
Transcript
Elena NovakGood morning, Katharina. Can you hear me properly? I have changed headset today.
Katharina HuberGood morning, Elena. Yes, loud and clear. Sorry, I am still getting a coffee, one moment.- Katharina HuberOkay, I am here. It is early for a Monday, no? Eight o'clock.
- Elena NovakIt is, but it suits the Amsterdam morning. Thank you for making the time. To confirm the agenda I emailed on Friday, we have three points. One, usage since the last check-in. Two, the tickets from the last month. Three, anything you need from us before the renewal conversation in the new year.
- Katharina HuberGood. I have the same list, but I start with my own list, if that is okay. My renewal list. Which installers are due in the next quarter, which are quiet, which are asking questions. That is why we bought this, so I can see all of it in one place.
- Elena NovakOf course. Please go ahead, and I will make sure the usage numbers answer it.
- Katharina HuberSo, honestly, it is better than I expected at this point. My team asks it questions before every renewal call now. Before, we opened the support system, then the usage reports, then the contract folder. Now one question. But what does the usage say? I do not trust my feeling.
- Elena NovakThank you, that is the right question. To confirm, the average number of active users over the last thirty days is around seven or eight. That is up by about a third compared with the previous quarter. You are licensed for forty, so there is a lot of headroom.
- Katharina HuberSeven or eight. Mm. That is my customer success team and a few people from support, yes. Not yet the account managers who sell to installers.
- Elena NovakAs agreed in the earlier session, that was the plan for the second phase. Do you want to bring them in now, or wait?
- Katharina HuberNot now. First the support side must trust the answers. If an account manager asks about an installer and the answer is wrong, we lose them for a year. We need it documented, which data is current and when it refreshes.
- Elena NovakUnderstood. I will send you a short written note after this call. It will say that the nightly refresh finishes before seven in the morning, German time, on business days, and which sources are connected today. Is that the kind of document you mean?
- Katharina HuberYes, exactly that. And the region. I need the sentence that the data is held in the EU, because one of the installer associations asked me last month. I answered from memory, and I do not like that.
- Elena NovakI will make sure that sentence is in the note, with the region named as it is set up in your Snowflake account. I will check the wording with our team so that it is precise.
- Katharina HuberGood. Thank you.
- Elena NovakNow the second point, the tickets. There were two tickets in the last month, and one was marked high priority. To confirm, both are closed. The high priority one was about a connector that stopped loading after a change on your side.
- Katharina HuberYes, I remember. We changed a field in the support system. I told my admin to tell you, and then, well, he told you after. Which installer, which version, this is what I always ask my own team. Here it was my own process.
- Elena NovakIt happens often, and it was solved within the response time for your tier. I would only suggest one small thing, as agreed with your admin: tell us before you change a field, and we will check the connector the same day.
- Katharina HuberYes. I will put it in our change list. Easy.
- Elena NovakThank you. One more observation, if I may. A few weeks ago most questions came from one person. Now they are shared more widely across the team, which is healthier for you.
- Katharina HuberThat was me, probably. I could not stop asking. Now the others do it too, I made them. We have a small habit now, on Tuesdays, we look at the renewals together and ask the questions on screen.
- Elena NovakThat is a very good habit. May I mention it, without your name, to other customers in Europe who ask how to start?
- Katharina HuberWithout the name, yes. Fine.
- Elena NovakNow the third point. Your contract runs to 12 Feb 2027, and the renewal date is 13 Feb 2027. The annual amount is £50,000 on the order form, and it matches what has been invoiced. I only mention it so that nothing surprises you. We will talk properly closer to the time.
- Katharina HuberMm. Fifty thousand, yes, I know the figure. I will say plainly, the budget is not mine alone to decide, and I will not discuss numbers for next year before my managing director has seen the value. So I need something to show him.
- Elena NovakThat is reasonable. I will prepare a one-page summary for you in writing: questions asked, who asks them, the tickets, and the time saved as you describe it. You can correct my words before it goes anywhere. Would that help?
- Katharina HuberVery much. Please include what the installers cost us when they leave, I can give you my own numbers separately. And no promises about new features. I do not want dates in the document that nobody can keep.
- Elena NovakUnderstood, no feature dates. Only what is live today. Also, to confirm, your account owner, Matteo Ricci, remains your commercial contact, and I stay your first contact for everything about the use of the product.
- Katharina HuberGood, I know. He wrote to me last month.
- Elena NovakLet me summarise the actions, so we have them. One, I send the written note on refresh timing, connected sources and EU region. Two, I send the one-page value summary for your review. Three, you tell us before changing fields in the support system. Four, you decide later when the account managers should join. Is that complete?
- Katharina HuberYes. Complete. And please send it today if you can, so that I can use the sentence about the EU on my reply.
- Elena NovakI will make sure it reaches you this morning. Thank you, Katharina, and have a good week.
- Katharina HuberYou too, Elena. Viele Grüße, bis bald.
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