Eccup Software / BG-Demo – Renewal
Callcompleted
Eccup Software · 19 Mar 2025 11:45
Renewal call on the Growth contract. Vincent Ackerley, the CFO, would not commit and wants a usage case for the board first. Marcus Bell will write it, and Tom Ashdown will confirm terms in writing.
What was said
What this says
As at Fri 9 Oct 2026Renewal call on the Growth contract. Vincent Ackerley, the CFO, would not commit and wants a usage case for the board first. Marcus Bell will write it, and Tom Ashdown will confirm terms in writing.
What happened: Marcus showed usage and questions asked on the Growth contract signed on 7 May 2024. Tom raised the renewal; the term ends on 6 May 2025.
Customer view: Vincent asked what the company would lose without B-Viz and whether it is in the budget. Holly Garside said renewals preparation fell from two people over two days to an afternoon.
Commercial: The contracted figure is £42k a year and the invoices match it. Tom quoted no renewal price. Vincent also asked about adding people, and Holly mentioned more account managers and no new connectors.
Watch: Vincent said he would not commit on the call. Only a handful of the forty licensed users are active, so value must be shown in board terms.
Themes
As at Fri 9 Oct 2026Theme
Renewal and usage case
Importance
renewal
Sentiment
neutral
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Marcus Bell to send a one page usage case and hold a 30 minute review the following week.
- Tom Ashdown to confirm the renewal terms in writing alongside the usage case.
Risks
As at Fri 9 Oct 2026- Vincent questioned the value of a Growth contract where only a handful of forty licensed users are active.
- Vincent will not commit to the renewal until he has seen the usage case.
Opportunities
As at Fri 9 Oct 2026- More account managers could be added within the forty licensed users with no change to the contract.
- A clear usage case could turn the renewal into a straightforward budget approval.
Transcript
Tom AshdownMorning, all. Can everyone hear me alright?
Holly GarsideLoud and clear, Tom. Morning.
Vincent AckerleyGood morning. Yes, I can hear you.
Marcus BellMorning. Bear with me one second, I'm just sharing my screen. There we go. Can you see the usage report?- Holly GarsideWe can see it.
- Tom AshdownGrand. How's your week been, Vincent? Holly said you've been stuck in budget meetings.
- Vincent AckerleyBusy, yes. Planning for the next quarter, lots of spreadsheets. Nothing unusual. Could I start by asking about usage, actually? Who is using it at the moment?
- Marcus BellYeah, that's exactly what I wanted to cover. I've pulled the numbers for the last few months. So, this is the contract you signed on 7 May 2024, Growth, forty licensed users. Only a handful of those are active in a typical month, but it's up on the previous quarter, and it's a steady climb, not a spike.
- Vincent AckerleyA handful of forty. Hm. What would we lose if we weren't using it?
- Holly GarsideCan I come in on that? It's a fair question, Vincent. The people using it are the ones who matter most. It's the customer success team, and Oliver mostly, reading tickets and renewals and usage per care provider. I had this at my last place too, where licences outnumber daily users, and it's not about headcount. It's about who's making decisions off it.
- Vincent AckerleyMm. I understand. Go on.
- Holly GarsideWhat does the usage say? Marcus, can you show the questions chart?
- Marcus BellSure. So this is questions asked, month by month. You can see it's heading up. And look at this bit here, that's the renewals preparation from the autumn. Holly's team were asking which providers had lots of open tickets and low usage of your own product, and B-Viz answered that straight off the data in your Snowflake account. It used to be a spreadsheet exercise, right?
- Holly GarsideRight. Two people, two days, every renewal cycle. Now it's an afternoon.
- Vincent AckerleyThat is useful to hear in those terms. Tickets, then. How are we doing on support from BG-Demo? I'm told there's been very little.
- Marcus BellVery little, yeah. One ticket in the last month, and it was a how-to. No high priority ones, nothing outstanding. And your invoices are all paid, so nothing overdue on that side either.
- Vincent AckerleyGood. Finance confirmed the payments. I just like to hear it from both sides.
- Tom AshdownRight, so, the reason I wanted us all on a call. Your term runs out on 6 May 2025, and the renewal date on our side is 7 May 2025. We've pencilled it in as an open deal, and I'd like to get it tidy well before then. No drama, I just don't want us doing it the week it expires.
- Vincent AckerleyLet's not rush. What are we looking at in terms of cost?
- Tom AshdownSo the contracted figure today is £41,800 a year, and that's what's been invoiced as well, so the order form and the invoices agree. For the renewal I won't quote anything from memory. Leave that with me, I'll confirm the exact terms in writing, but I don't expect any surprises.
- Vincent AckerleyIs it in the budget? That's my real question. I need to be able to show the board the cost against what the team gets.
- Holly GarsideWhich is why I'd like Marcus to put together a short usage case for you. Questions asked, who's asking them, the time saved on renewals. Something you can put in front of people without us in the room.
- Marcus BellHappy to do that. I can have a one page summary with the trend and a couple of examples from your own data. Shall we book 30 minutes next week to go through it before it goes to Vincent?
- Holly GarsideYes. Let's do that.
- Vincent AckerleyThat would help. I do like a usage case. I won't commit on this call, you understand. I'd want to see that first.
- Tom AshdownCourse. Completely fair, and no pressure from us on the call. We just want it in the diary.
- Vincent AckerleyOne other thing. If the team grew, would we be able to add people? Without redoing everything?
- Marcus BellYeah. You've got room, forty licensed users and only a few of them in regular use, so you could bring more of the team on without changing anything. If you needed more connectors that'd be a conversation, but nothing you've told me so far points that way.
- Holly GarsideWe're not planning to add connectors. Maybe getting more of the account managers on, that's all.
- Tom AshdownBrilliant. Right, so to sum up. Marcus sends the usage case, we all have a look next week, then Vincent has what he needs for budget. I'll confirm the renewal terms in writing alongside it. Anything I've missed?
- Holly GarsideThat's everything for me. Thanks, both.
- Vincent AckerleyThank you. I'll look out for it.
- Marcus BellThanks all. Speak soon.
- Tom AshdownCheers, everyone. Enjoy the rest of your day.
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