Kelbrook Mutual Insurance - QBR
Documentfinal Kelbrook Mutual Insurance · QBR deck · final · 9 Jun 2024
First quarterly review of a Growth two-year term, prepared 9 Jun 2024 by Marcus Bell. It states contracted annual recurring revenue of £56k and 80 licensed users, with active use around one in five seats. It states no availability or P1 figures.
What it says
What this says
As at Fri 9 Oct 2026First quarterly review of a Growth two-year term, prepared 9 Jun 2024 by Marcus Bell. It states contracted annual recurring revenue of £56k and 80 licensed users, with active use around one in five seats. It states no availability or P1 figures.
What it is: a final customer-facing QBR deck from Marcus Bell, Customer Success Manager. It says "A healthy start, with the main job now being to widen use across the three teams".
Commits: it restates the Growth term from 17 Jan 2024 to 16 Jan 2026, 80 licensed users and nightly refresh "by 07:00 on business days". It also sets a next-quarter action plan owned by Marcus.
Unusual: nothing off the standard terms. It gives no measured time saving: "I don't yet have a measured figure for time saved, and I don't want to invent one."
Not settled: it is not a contract, so the £56k is a claim in a slide, not the executed price. It does not say how quickly the two tickets were answered against the Growth service level, and it does not cover renewal beyond the term end, which is now past.
As found in this document
As at Fri 9 Oct 2026- Date end16 Jan 2026Source: the AI read of this record
- Date start17 Jan 2024Source: the AI read of this record
- PlanGrowth, two-year termSource: the AI read of this record
- TermTwo years, from 17 Jan 2024 to 16 Jan 2026Source: the AI read of this record
- Annual recurring revenue£55,800Source: the AI read of this record
- Licensed users80Source: the AI read of this record
- Nightly refreshdue to complete by 07:00 on business days, as it is on every tierSource: the AI read of this record
Body
Kelbrook Mutual Insurance - QBR
Quarterly business review, prepared 9 Jun 2024 Prepared by: Marcus Bell, Customer Success Manager, BG-Demo Account owner: Tom Ashdown Plan: Growth, two-year term Status: Final
Where we are
- Kelbrook Mutual Insurance has been a BG-Demo customer since 17 Jan 2024.
- You bought Growth on a two-year term, running to 16 Jan 2026.
- The aim from day one: member services, underwriting and claims see each member's policies, claims and calls together, in one place, without anyone reconciling systems by hand.
- Contracted annual recurring revenue is £56k.
- The contract covers 80 licensed users.
This review covers how the first months have gone, what the numbers show, what has gone wrong and what we suggest next. I've pulled the numbers, and I'd like to talk through them with you rather than just send the slides.
Headlines
Read the whole document (6,057 characters)
| Area | Where it stands |
|---|---|
| Adoption | Active users are up sharply on the prior quarter |
| Seats | Active use is still a modest share of the licensed users, so there is plenty of room to grow |
| Support | Two tickets in the last thirty days, one of them high priority |
| Billing | No overdue invoices |
| Overall | A healthy start, with the main job now being to widen use across the three teams |
Usage
What the numbers show
- The average number of people active each day over the last thirty days is up by roughly three quarters compared with the prior quarter. That is a strong move in a short time.
- The growth looks like the result of the initial rollout settling in. People who were shown B-Viz during implementation are now coming back to it without being prompted.
- Even so, active use is only around one in five of the licensed seats. We are paying attention to who those people are and which teams they sit in.
What I'd like to understand with you
- Which of member services, underwriting and claims is using B-Viz most, and which is quieter?
- Whether a small group is doing most of the asking. A few enthusiastic users are a good sign, but we want the habit to spread so it doesn't depend on one or two people.
- Whether any teams are waiting on training or on a particular source to be connected before they start.
Value so far
The reason Kelbrook bought B-Viz was to give staff one view of each member instead of several systems to check. Based on the conversations we have had so far, the early value is showing up in three places:
- Member services: a quicker picture of a member's policies, claims and previous calls when they get in touch.
- Underwriting: policy history and claims history side by side.
- Claims: the context around a claim without switching between tools.
I don't yet have a measured figure for time saved, and I don't want to invent one. What I'd suggest is that we agree two or three simple measures with you, so that by the next review we can show a real before and after rather than impressions. Your team leads are best placed to tell us what is worth measuring.
Support and service
- There were two tickets in the last thirty days. One was marked high priority.
- Both were handled through the normal route and neither is outstanding as a worry for this review. I'll go through the detail of each when we speak, including how quickly we responded against the Growth service level.
- Two tickets from a user base that is growing quickly is a sensible level. It tells us people are using the product and asking for help when they need it.
- Nightly refresh is due to complete by 07:00 on business days, as it is on every tier. If anyone on your side notices data looking out of date in the morning, please tell us straight away and we will look at it the same day.
Commercial position
| Item | Detail |
|---|---|
| Plan | Growth |
| Term | Two years, from 17 Jan 2024 to 16 Jan 2026 |
| Annual recurring revenue | £56k |
| Licensed users | 80 |
| Invoices | None overdue |
There is nothing to decide on price at this stage. Any commercial questions are for Tom Ashdown, who owns the contract on our side, and I will make sure he is kept in the loop.
What Growth gives you that we haven't fully used yet
- The dashboards builder. Growth includes it. Teams who build their own dashboards tend to stay with the product, because they have put something of their own into it. It is a good next step for the team leads in claims and underwriting.
- Several teams on one layer. You bought Growth precisely so that three functions could share one view. We would like to see all three of them active.
- Quarterly reviews. This is the first of them. We suggest keeping the rhythm so that usage and value are looked at together each time.
Plan for the next quarter
| Action | Who | When |
|---|---|---|
| Walk through this review and agree which measures of value matter most | Marcus Bell with Kelbrook team leads | Within the next couple of weeks |
| Short training session for the quieter teams | Marcus Bell | Within the next month |
| Introduce the dashboards builder to one pilot team | Marcus Bell with the Kelbrook team lead | By the end of the quarter |
| Review who is asking questions and whether use is spreading | Marcus Bell | Ahead of the next review |
| Keep Tom Ashdown informed on anything that touches the contract | Marcus Bell | Ongoing |
Looking ahead
- The term runs to 16 Jan 2026. That is a good way off, and the focus for now is adoption rather than renewal.
- If use keeps spreading across the three teams, the conversation closer to the end of the term should be an easy one, built on what your people are actually doing with B-Viz.
- If it turns out that more users or more sources are needed, we will raise it with you early so nothing comes as a surprise.
Thank you
It's been a good start, and the team at Kelbrook have been easy to work with. Happy to jump on a call whenever suits to go through any of this. Shall we book thirty minutes?
Thanks, Marcus