Menlo Quay Medical / BG-Demo – Renewal
Callscheduled
Menlo Quay Medical · 22 Oct 2026 15:15
Who was there
BG-Demo
Them
Call prep
As at Fri 9 Oct 2026Declan Hession, the CFO who decides price, meets BG-Demo alone three days after the 19 Oct 2026 renewal call. He queried a £125k CRM renewal figure against the £50k Growth contract, and the term ends on 28 Dec 2026.
Context: Declan Hession is the only customer attendee, three days after the booked 19 Oct 2026 renewal call. Check with Matteo what that call settled before joining, and treat this one as the commercial follow-up.
Approach: Lead with the executed Growth order form at £50k a year to 28 Dec 2026. Present the £125k Enterprise figure on the open CRM renewal deal as an optional upgrade, not a price he is being asked to pay.
Value: Elena should walk through the usage review. It shows 33 of 40 licensed users active and 931 questions in Sep 2026, up 19% since May, with the annual cost of each option shown separately from implementation and in writing.
Watch for: Declan will not accept a list price without a conversation, and he signs only after quality has reviewed the paper. Agree that review path and its timing so the renewal can close by the 7 Dec 2026 target.
Gap: Orla Mannion is not on this call. Declan should still see a dated plan for the key account managers' trust gap, because her director is expected to ask what the fee buys.