Kettlewell Lettings / BG-Demo – Renewal
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Kettlewell Lettings · 18 Feb 2025 13:15
On the 18 Feb 2025 renewal call, Hugo Fawcett questioned what fifteen Starter seats deliver and said he will not sign until finance has seen the number. Priya Raman offered no price movement yet.
What was said
What this says
As at Fri 9 Oct 2026On the 18 Feb 2025 renewal call, Hugo Fawcett questioned what fifteen Starter seats deliver and said he will not sign until finance has seen the number. Priya Raman offered no price movement yet.
What happened: Priya opened with the renewal due at the end of March. Daniel said usage had dipped and a couple of team leads do most of the asking.
Customer view: Hugo asked what the company is paying for and wanted usage shown before any price talk. He said he does not want to sign something because it is the easy option.
Commercial: Priya quoted the contract at £20k a year on the Starter tier and gave no price figure. Hugo asked for one number to put in front of finance.
Watch: A finance call is to be arranged for the following week, with Hugo and Victoria. The evidence does not show the outcome of the renewal.
Themes
As at Fri 9 Oct 2026Theme
Starter renewal value challenge
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- Daniel to send the usage note, drawn only from platform data, by the end of the week.
- Priya to return with renewal terms the following week and join a finance call with Hugo.
- Victoria and Daniel to plan a short team session.
Risks
As at Fri 9 Oct 2026- Hugo will not sign until finance has seen the number, and the usage case is weak.
- Only the lettings team uses B-Viz, so the seat count looks hard to defend.
- Hugo has had an unhelpful sales deck before, so a generic note would damage trust.
Opportunities
As at Fri 9 Oct 2026- Training the wider lettings team could lift usage before the end of March renewal.
- A clear usage note and one agreed number could let finance approve a straightforward renewal.
Transcript
Priya RamanAfternoon everyone, thanks for making the time. I'll do a quick recap of where we are, then we can go round the room. The renewal is due end of March, so what I'd like to get to today is a clear view of what you're keeping and what you're not.
Hugo FawcettFine by me. I've got a hard stop at quarter to, so if we could get to the number quickly that would help.- Priya RamanAbsolutely. Daniel, do you want to start with how the team's getting on?
Daniel OkaforYes. Thanks Priya. Victoria, is it all right if I talk through the usage first?
Victoria SpenceGo on.- Daniel OkaforUsage has dipped a bit this quarter. It's not dramatic, but the people using it are mostly a small group, and I'd rather be honest about that than paper over it.
- Hugo FawcettWhat's a small group?
- Daniel OkaforA couple of your team leads do most of the asking. Nothing's gone wrong with it, it's more that the rest of the team hasn't picked it up as a habit.
- Victoria SpenceThat's fair. I'd say that's on me, to be honest. I haven't pushed it hard enough.
- Hugo FawcettRight. So what are we paying for, practically? Fifteen seats, and a few of them are used?
- Priya RamanI think that's the right question. The contract is at £19,500 a year on the Starter tier. What I'd want to show you is what the team has actually asked in the platform, and whether the seats match that.
- Hugo FawcettOkay. Can you show that before we talk price?
- Priya RamanOf course. Daniel will put it in a note, and I'll make sure you've got it before we go further.
- Hugo FawcettAnd price, can you do anything on it?
- Priya RamanI'm not going to put a number on it today without knowing where the usage goes. But if we can get this over the line by the end of March, I'd want to look at it properly with you.
- Hugo FawcettLook at it how? I don't want to sign something because it's the easy option.
- Priya RamanNo, I'd never ask you to do that. I'd just like to make this easy for you, and that means a clear answer on what you're paying for, and a timescale you can work to.
- Daniel OkaforI'll come back to you by the end of the week with the note. I'll only use what's in the platform, so it's not going to be a sales deck.
- Hugo FawcettGood. Because I've had one of those before and it was no use.
- Priya RamanFair enough. Let's make sure this one's different.
- Victoria SpenceCan I say one thing about the team? They like it when it works. The problem is remembering to ask.
- Hugo FawcettThen that's a training point, not a renewal point, surely.
- Daniel OkaforIt's both, to be honest. Usage and value are linked. If the team doesn't use it, it's hard to show it's worth the price, and that's the bit I'd like to fix before the renewal.
- Priya RamanRight. So the plan: Daniel sends the usage note, Victoria and Daniel look at a short session for the team, and I come back on the renewal terms next week.
- Hugo FawcettNext week is fine for terms. I'm not signing until finance has seen the number.
- Priya RamanTotally fair. Shall we get finance on a call next week, with you there, Hugo?
- Hugo FawcettYes, that works. I'll get my finance person to send times.
- Victoria SpenceI'll come to that as well, if that's all right.
- Priya RamanAbsolutely, the more the better.
- Daniel OkaforSorry, I've got something back on screen now. The usage chart is up if anyone wants it.
- Hugo FawcettI'll take your word for it. What I'd like is one number I can put in front of finance.
- Priya RamanI can get you that. Let's agree the number when we've seen the usage.
- Hugo FawcettAnd if the usage doesn't come back?
- Priya RamanThen we talk about what's right for the team, honestly. I'd rather have that conversation now than in March.
- Daniel OkaforThat's sensible. I'd also like to know what the other teams are asking. Victoria, is anyone else using it?
- Victoria SpenceNot really. It's just the lettings side.
- Hugo FawcettRight. Then let's not overcomplicate it.
- Priya RamanAgreed. Okay, I think we've got what we need. Thanks everyone, I know that was a lot.
- Hugo FawcettFine. Cheers, I need to go.
- Victoria SpenceThanks, bye.
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