Duddingston Payroll / BG-Demo – Renewal
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Duddingston Payroll · 25 Nov 2025 16:45
On 25 Nov 2025 Priya Raman proposed Enterprise at £110k, described as total deal value. Fraser Moncrieff did not decide and wants both options in writing with bases and the one-off split. Lorna does not want to pay ahead of the client base.
What was said
What this says
As at Fri 9 Oct 2026On 25 Nov 2025 Priya Raman proposed Enterprise at £110k, described as total deal value. Fraser Moncrieff did not decide and wants both options in writing with bases and the one-off split. Lorna does not want to pay ahead of the client base.
What happened: Priya Raman and Daniel Okafor met Lorna Cairns, Fraser Moncrieff and Morag Galbraith on 25 Nov 2025. Usage was up by about a fifth and the earlier refresh concern was closed.
Customer view: Lorna thinks Enterprise would be used but does not want to pay ahead of the client base. Fraser agreed: costs should grow with clients, not ahead of them.
Commercial: the Enterprise deal was put as £110k total value, not a yearly figure, against £40k a year today. Morag needs the one-off element on its own line, and both Fraser and Morag want a cost per client with its base.
Watch: single sign-on needs IT, and Lorna would not promise a date. The evidence does not show the renewal outcome.
Themes
As at Fri 9 Oct 2026Theme
Growth renewal versus Enterprise
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- Priya Raman to send both drafts, Growth renewal and Enterprise, with bases and the one-off element on its own line, in good time before 5 Feb 2026.
- Daniel Okafor to add a short usage summary so the value sits alongside the price.
- Lorna Cairns to ask IT about single sign-on and tell Daniel who to contact.
Risks
As at Fri 9 Oct 2026- Fraser Moncrieff did not decide and wants costs to grow with the client base, so the Enterprise step may be resisted.
- The £110,000 figure could be misread as a yearly number unless the one-off and recurring parts are separated.
- Single sign-on depends on someone in the customer's IT team, and Lorna would not promise a date.
Opportunities
As at Fri 9 Oct 2026- Enterprise suits the stated aim of putting the whole bureau on B-Viz, with single sign-on and an executive sponsor.
- Morag Galbraith said quarterly invoicing might be worth a look, which BG-Demo offers on request.
Transcript
Daniel OkaforGood afternoon, everyone. Thank you all for your time, I know it's late in the day. Let me check who's here. Lorna, Fraser, and Morag, I think. And Priya is with me.
Lorna CairnsHi Daniel. Aye, we're all in the one room, so apologies if the sound is a bit echoey.
Priya RamanHi all, lovely to see you. It sounds fine from here. Shall I kick off with a quick recap, to keep momentum? So where we are: your Growth subscription runs to 9 Feb 2026, the renewal date is 10 Feb 2026, and we'd like to have the paperwork agreed by 5 Feb 2026, so nobody is rushing at the last minute.
Fraser MoncrieffThanks, Priya. Before we go further, what has changed since we last spoke? I'd like to start there.- Daniel OkaforGood question, Fraser. I'll take that. The short answer is that usage has picked up. Your daily active users are up by about a fifth against the previous quarter, which is after a quiet summer, and there's only been one ticket in the last month. None of them were high priority.
- Lorna CairnsThat fits what I'm seeing. The session we did with the managers helped. More of them are using the chat to prepare for employer reviews. And the new starters are on, finally.
- Daniel OkaforWhich I'm really pleased about. Just to close the loop on the overnight refresh, we looked at it as I promised, and it has been completing in good time since.
- Lorna CairnsAye, no complaints. The client managers have stopped mentioning it, which is how I know it's working.
- Fraser MoncrieffFine. So what are you proposing?
- Priya RamanHappy to make this easy. We'd like to talk about moving you from Growth up to Enterprise. The reason is that you've told us you want the whole bureau on it, and Enterprise is built for company-wide use, with single sign-on, a named executive sponsor and the higher user and connector limits. You're licensed for forty users today, and Enterprise gives you a good deal more room.
- Fraser MoncrieffAnd the figure?
- Priya RamanThe deal in front of us is for £110,000. To be clear, that's the total value of the Enterprise deal, so I'd want Daniel and me to walk Morag through exactly what sits in it before anyone treats it as a yearly number. Today you pay £39,600 a year.
- Fraser MoncrieffThat's a large step. What's that per client?
- Priya RamanFair. With about nine hundred employers, we can do that sum together once we've agreed the base, whether that's the annual subscription alone or everything included. I don't want to give you a number without its base.
- Fraser MoncrieffGood. I won't accept a figure without it.
Morag GalbraithCan I come in? From a finance point of view, I need to understand what's one-off and what's recurring. If part of that figure is an implementation fee, that goes through differently from the annual charge, and I'd like to see it separated on the order form.- Daniel OkaforAbsolutely, Morag. We'll set that out line by line, so you can see the one-off element and the recurring element separately. I'll make sure that's in the draft.
- Morag GalbraithThank you. And invoicing. At the moment we pay on the usual terms and there's nothing overdue. I assume that carries on.
- Priya RamanYes, thirty-day terms, annual in advance, quarterly if you'd prefer. Nothing changes there unless you'd like it to. And you've been a very easy customer to invoice, so thank you.
- Morag GalbraithGood. Quarterly might be worth a look. I'll talk to Fraser about it.
- Fraser MoncrieffMm. Lorna, from your side. Would Enterprise be used, or is it more than we need?
- Lorna CairnsI think it'd be used. I'd be honest with you though, Fraser, I don't want to pay ahead of the client base. What I'd like is for every client manager to have the full picture, and we're not quite there. Some are very keen, a few are still sceptical. But the ones using it do not want to go back.
- Fraser MoncrieffThat's what I thought you'd say. Costs that grow with the client base, not ahead of it.
- Daniel OkaforI think that's a very reasonable principle, and it's one we can work with. One option is to look at whether the move should wait until the headroom is genuinely needed, and in the meantime stay on Growth and add what you need. I'd rather you buy what helps your team than something bigger for its own sake.
- Priya RamanRight, and we're happy to put both options in front of you, to keep it simple. Renewing on Growth, and moving to Enterprise. Then you can compare them side by side, with the bases clear.
- Fraser MoncrieffThat would help. Who owns our account at your end now? Is it still the two of you?
- Priya RamanYes. I own the commercial side, the order form and the terms, and Daniel looks after adoption and the renewal conversation. So you've got both of us on every step.
- Fraser MoncrieffGood. I'd not renew without knowing that.
- Daniel OkaforUnderstood, and I'll always be your first call. Is there anything on the technical side that would worry you about a move? Single sign-on, for example, would need someone in your IT team.
- Lorna CairnsWe'd need to ask a colleague in IT. I wouldn't promise a date until I've spoken to them.
- Daniel OkaforThat's sensible, and I'd not want to guess a date either. Can you ask them before we speak next, and let me know who from IT I should contact?
- Lorna CairnsI'll ask tomorrow. And has the client been told, I mean, will any of this change what our managers see day to day?
- Daniel OkaforNot in the way they work. The pages, search and chat stay as they are. It's more about who can get in and how much room you have.
- Fraser MoncrieffRight. I'll not decide today. Let's see it in writing, both options, with the base and the split, and I'll take it from there. Let's see it at renewal, as I say.
- Priya RamanCompletely fair. If we can get that to you in good time before 5 Feb 2026, you have room to think. I'll send both drafts, and Daniel will add a short usage summary so the value is clear alongside the price.
- Morag GalbraithAnd please put the one-off element on its own line, as we said.
- Priya RamanNoted, Morag. On its own line.
- Daniel OkaforJust to close the loop, then. Priya sends both drafts. I send the usage summary. Lorna asks IT about single sign-on and tells me who to speak to. Fraser and Morag review and come back to us. Did I miss anything?
- Lorna CairnsNo, that's it. Thanks, Daniel. Thanks, Priya.
- Fraser MoncrieffThank you. We'll speak soon.
- Priya RamanThanks everyone. Best, Priya.
- Daniel OkaforThank you all. Best wishes, and speak soon.
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