Duddingston Payroll / BG-Demo – QBR
Callcompleted
Duddingston Payroll · 3 Jul 2026 13:00
Quarterly review with Lorna Cairns and Euan Drummond. Usage is steady, support was quiet, and Lorna wants evidence of value to show Fraser before the 10 Feb 2027 renewal. Admin knowledge sits mostly with Euan.
What was said
What this says
As at Fri 9 Oct 2026Quarterly review with Lorna Cairns and Euan Drummond. Usage is steady, support was quiet, and Lorna wants evidence of value to show Fraser before the 10 Feb 2027 renewal. Admin knowledge sits mostly with Euan.
What happened: Priya Raman confirmed the Enterprise subscription at £110k a year, invoiced and paid, with the contract running to 9 Feb 2027 and renewal on 10 Feb 2027. Usage is steady at a bit above fifty users.
Customer view: Lorna said the questions are getting more detailed and the team uses B-Viz for the real job. Her aim is to show Fraser it is earning its place when the time comes.
Commercial: Fraser appears to be involved in the renewal decision, though the evidence does not show his role. Lorna was non-committal on a session for the processing team.
Watch: Euan said admin knowledge is mostly with him, and a payroll package update is possible later in the year. The fee position request is still without a date.
Themes
As at Fri 9 Oct 2026Theme
Renewal value case
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- Daniel Okafor to chase the product team on the fee view and reply to Lorna by the middle of next week.
- Priya Raman and Daniel to draft the value note and send it to Lorna within the next few weeks.
- Euan to name a second admin and share the timing of the payroll package update.
Risks
As at Fri 9 Oct 2026- Connection knowledge sits mostly with Euan Drummond, so a departure would leave a single point of failure.
- A payroll package update later in the year could break a connection if BG-Demo is not warned.
- The renewal depends on Lorna showing Fraser the value, and the fee position request remains undated.
Opportunities
As at Fri 9 Oct 2026- The payroll processing team has asked questions and could be a new team on the Enterprise licence.
- A value note with usage numbers could support a smooth renewal on 10 Feb 2027.
Transcript
Daniel OkaforGood afternoon, everyone. Thank you all for your time. Let me just check who has joined. Lorna, I can see you. Euan, hello. And Priya is with us too.
Priya RamanAfternoon all, happy Friday. Sorry, I was a minute late, back to back today.
Lorna CairnsAfternoon. We're all here. It's a quiet one on the pay dates for once, so you've caught us at a good time.
Euan DrummondHello. Yes, I can hear you fine. Sound is a wee bit echoey on my side, tell me if it's bad.- Daniel OkaforIt's fine for me. Right, this is the quarterly review, so I'd like to cover usage, support, what's gone well and what might be next. Priya, would you like to give the quick recap of where we are commercially first?
- Priya RamanSure, happy to keep it short. You're on the Enterprise subscription at one hundred and ten thousand a year, invoiced and paid, nothing outstanding as far as I can see. The contract runs through to 9 Feb 2027, with the renewal on 10 Feb 2027. So there's good runway, but I'd like us to start thinking about it early, to keep momentum. That's all from me for now.
- Lorna CairnsFine. Nothing outstanding on our side either. Finance would have told me.
- Daniel OkaforThank you. So, usage. Over the last month the average number of people using B-Viz has been a bit above fifty, which is up a little on the previous quarter. After the big jump you saw before, this looks like steady growth rather than a spike, which I'd call healthy.
- Lorna CairnsThat sounds right. We're not adding many people, it's more that the same people use it more. The client managers have it open all day now.
- Daniel OkaforAnd the licence covers one hundred and fifty, so there's a lot of headroom. Is the plan to bring more teams on, or is it mainly client services?
- Lorna CairnsMainly us for now. I've had a few questions from the payroll processing team, but I don't want to run before we walk. Let's get it right first time.
- Priya RamanTotally fair. If it's useful, I'm happy to make that easy, a short session with the processing team so they can see what the client managers see. No commitment attached.
- Lorna CairnsMaybe. Let me think and speak to my counterpart there first. Nothing is decided until I've been through it with Fraser anyway.
- Priya RamanOf course. No pressure at all.
- Daniel OkaforEuan, perhaps I can bring you in on the systems side. How have the connections been behaving? We had one ticket in the last month.
- Euan DrummondAye, it's been quiet. The one ticket was a user who couldn't see a saved view. Turned out to be a permissions thing on our side, not yours. Support told me what to change and it was done in ten minutes.
- Daniel OkaforGood, thank you for being straightforward about it. Any changes planned to your own systems over the next few months? I ask because it's usually when a source changes that a connection needs attention.
- Euan DrummondPossibly an update to the payroll package later in the year. I don't have the timing yet. I'll let you know as soon as I do.
- Daniel OkaforThat would be really helpful. Just to close the loop, if you can tell me before it happens, we can check the connection beforehand and nobody has a surprise on a pay date.
- Lorna CairnsPlease. Nobody has a surprise on a pay date.
- Euan DrummondUnderstood. I'll copy you in on the plan, Daniel.
- Daniel OkaforThank you. Lorna, how is the team finding it overall now? You said last time the client managers trusted it.
- Lorna CairnsStill do. The questions they ask are getting more detailed. Not just what's the pay date, but what did we say to this employer the last three times and what fees are open. I like that. It means they're using it for the real job.
- Daniel OkaforThat fits what I see. Questions asked have risen again, and it's spread over a good number of people rather than two or three.
- Priya RamanWhich is lovely to hear. Daniel, is there anything you'd flag as a risk? I always like to know.
- Daniel OkaforNothing urgent. The only thing I'd keep an eye on is making sure the knowledge doesn't sit with one or two people on your side, and that more than one person knows how the connections are set up. Euan, I think that's you and who else?
- Euan DrummondFair point. It's mostly me. I could train one of my team. I'll look at that.
- Daniel OkaforThat would be wise, and I'm happy to do an admin walkthrough for whoever you choose. Just let me know.
- Euan DrummondRight. I'll come back to you with a name.
- Lorna CairnsWhile we're on it, the fee position request. Did that go anywhere? I asked about it a while back.
- Daniel OkaforYes, thank you for reminding me. I passed it to the product team, and I've no firm date from them. I don't want to guess one. I'll chase and come back to you by the middle of next week.
- Lorna CairnsThat's fine. I just don't want it to get lost.
- Priya RamanI can add my voice to that if it helps. A customer asking twice tends to get noticed.
- Daniel OkaforThank you, Priya. Let's do that. Now, looking ahead, what would make the next quarter a good one for you, Lorna?
- Lorna CairnsStability, honestly. No missed pay dates, no surprises, the new starters up to speed. And being able to show Fraser that it's earning its place when the time comes.
- Priya RamanThat's exactly the thing. If we can pull together a short note on what the team has gained, in your own words and with the usage numbers alongside, it makes that conversation easy. I'd suggest we aim to have it ready well before the renewal, so nobody is rushing.
- Lorna CairnsAye, that would help. Send me a draft and I'll tell you what's true and what isn't.
- Daniel OkaforDaniel here, I'll build the usage side and Priya can shape the wording. Lorna, you tell us where we've got it wrong.
- Priya RamanDeal. I'll aim to have something over to you in the next few weeks.
- Daniel OkaforThen to sum up. I'll send the connection note and chase the fee view by the middle of next week. Euan will come back with a name for a second admin and the timing of the payroll package update. Priya will draft the value note with me, and Lorna will think about the processing team. Have I missed anything?
- Lorna CairnsNo, that's it.
- Euan DrummondThat's me covered.
- Daniel OkaforWonderful. Thank you all again. Enjoy the weekend.
- Priya RamanThanks everyone. Best, Priya. Speak soon.
- Lorna CairnsThanks, all. Cheers now.
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