Commondale Care / BG-Demo – Renewal
Callcompleted
Commondale Care · 21 Jan 2026 09:15
On the 21 Jan 2026 renewal call, Finance Director Trevor Bulmer said logins had fallen and he needed to see value before signing. Invoices are paid on time. Price stays unchanged for this renewal, discount left open.
What was said
What this says
As at Fri 9 Oct 2026On the 21 Jan 2026 renewal call, Finance Director Trevor Bulmer said logins had fallen and he needed to see value before signing. Invoices are paid on time. Price stays unchanged for this renewal, discount left open.
What happened: Trevor Bulmer opened the 21 Jan 2026 renewal call on value. He said logins had fallen and half the managers do not use B-Viz.
Customer view: Marcus Bell confirmed usage was down and that questions came from a small group of home managers. Trevor said he would not renew on the strength of last year's demo.
Commercial: Janet Readman said every invoice was paid on time, so this is a value question, not a money one. Tom Ashdown said the renewal starting 1 Mar 2026 stays on the current price and left any discount open.
Watch: Trevor wants the price in writing before the value review. The evidence does not show whether that review was held.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to confirm the renewal price and terms to Trevor Bulmer in writing, as promised on the call.
- Marcus Bell to prepare a short pack showing questions by home and by type for the value review.
- Tom Ashdown and Marcus Bell to book the value review with Lynne Featherstone and Janet Readman.
Risks
As at Fri 9 Oct 2026- Usage is down and questions come from a small group of home managers, a key-person risk for the subscription.
- The Finance Director will not sign without seeing value, and wants the price confirmed in writing before the value review.
- Tom Ashdown left the renewal discount open, so expectations on price are unresolved.
Opportunities
As at Fri 9 Oct 2026- A value review built around questions by home and by type can make the case for B-Viz to Lynne Featherstone and Janet Readman.
- Spreading use beyond the small group of home managers would deepen adoption ahead of the renewal.
Transcript
Tom AshdownMorning all. Trevor, how's your week been? Still cold up there?
Trevor BulmerMorning Tom. It's Middlesbrough in January, so yes, it's cold. Fine, thanks.
Janet ReadmanMorning. Sorry, we're on the wrong side of the building, the Wi-Fi keeps dropping.
Lynne FeatherstoneSorry I'm late, I had a home on the phone. Morning everyone.
Marcus BellNo worries. I'll share my screen, I've pulled the usage for the last few months so we've got something to look at.- Tom AshdownBrilliant. Right, let's get to it. Trevor, you wanted to talk about the renewal, so take it away.
- Trevor BulmerYes. I'll be straight. We're paying forty-four thousand a year and I can see the logins have fallen off. Half the managers don't use it. I need to know what I'm getting for it.
- Tom AshdownThat's fair, and I'd rather we talk about it properly than skirt around it. Marcus, what do the numbers say?
- Marcus BellUsage is down quite a lot on the quarter before. The people using it are mostly looking at family contacts and the commissioner documents, and the questions are coming from a small group of home managers.
- Trevor BulmerSo it's the same few people asking the same things.
- Marcus BellPretty much, yes. That's a risk for you if one of them leaves, so it's worth spreading it out a bit.
- Janet ReadmanCan I come in on the invoices? We've paid everything on time, there's nothing overdue on our side, so I just want that noted before anyone starts talking about cutting back.
- Tom AshdownAbsolutely noted, Janet. Good to hear. No drama there at all.
- Janet ReadmanThanks. The other question is whether the price is going up for us this time, because nobody has told me in writing what happens to the list price.
- Tom AshdownGood question. For this renewal, starting 1 Mar 2026, you stay on your current price. The new list only applies from the renewal after this one, so that's next year. I'll confirm the exact terms in writing so you've got it on paper.
- Trevor BulmerAnd what's the discount? Is there anything off for renewing?
- Tom AshdownI'd need to check what I can do there, and I'm not going to promise anything off the top of my head. Leave that with me.
- Trevor BulmerI need to see the value before I sign anything. I'm not renewing on the strength of a good demo from last year.
- Tom AshdownCompletely fair. Let's get something in the diary for a proper value review with Lynne and Janet, and bring the questions that matter to the homes.
- Lynne FeatherstoneI can do that. I'd like the review to be about what the homes actually use it for, not the list of features.
- Marcus BellAgreed. I can put together a short pack that shows the questions by home and by type, so you can see the real use.
- Trevor BulmerFine. But send it in writing, and I want the price confirmed before the review, not after.
- Tom AshdownWill do. You'll have it in writing this week.
- Tom AshdownRight, I think we've got enough to be going on. Thanks everyone, I'll follow up today.
- Janet ReadmanThanks Tom. Speak soon.
- Trevor BulmerCheers. Bye.