What this says
As at Fri 9 Oct 2026Internal board pack from the CFO, issued 19 Jan 2026. It reports contracted ARR of £2.3m, 56 customers and headcount of 39 at 31 Dec 2025. It states no price, availability or response-time terms and gives no trend.
What it is: a compact, final version one board pack from Bridget Kearsley, Chief Financial Officer, covering the quarter ending 31 Dec 2025. It says it "gives the board the headline position at the end of the quarter".
Claims: contracted ARR is £2.3m from executed order forms, with 56 customers and 39 staff. Credit notes are "one-off adjustments" and do not change the figure.
Currency: every figure is as at 31 Dec 2025, so it is a point-in-time position and not a forecast. The pack is now nine months old as of the as-of date.
Not settled: no prior-period comparatives, no split by tier or region, no cash or receivables, and no renewals due or at risk. It asks the board to agree that future packs carry comparatives and to confirm the executed order form basis for ARR.
Body
BG-Demo - Board Pack - quarter to 31 Dec 2025
Status: Final, version one Prepared by: Bridget Kearsley, Chief Financial Officer Issued: 19 Jan 2026 Period covered: the quarter ending 31 Dec 2025
Purpose of this pack
This pack gives the board the headline position at the end of the quarter and a short commentary on each number. It is deliberately compact. Where a figure is not stated here, our records do not support quoting it in this pack, and I have said so rather than estimate.
For the avoidance of doubt, every figure below is as at 31 Dec 2025.
Headline numbers
| Measure | Position at 31 Dec 2025 | Basis |
|---|---|---|
| Annual recurring revenue (contracted) | £2.3m | Executed order forms |
| Customers | 56 | Organisations with a live contract |
| Headcount | 39 | Employees on the HR record |
Annual recurring revenue
Contracted annual recurring revenue closed the quarter at £2.3m.
A few points on how this number is built:
Read the whole document (4,914 characters)
- It is taken from executed order forms, not from the CRM amount field. Where the two differ, the executed order form decides.
- It is annual subscription value only. The one-off implementation fee is not part of it.
- Credit notes are treated as one-off adjustments and do not change the figure.
- First-term discounts are reflected as contracted. They end at renewal, so the renewal price for a discounted customer will be higher than the figure carried here.
The revised price book applies to new business from the start of December and to existing customers at their first renewal on or after the July changeover. Neither effect is separated out in this pack. The board should read the closing figure as a point-in-time contracted position, not as a forecast.
Customers
We closed the quarter with 56 customers.
A customer here means an organisation with a live contract. A CRM organisation marked "Customer" with no live contract and no invoices since its last term ended is counted as churned, not as a customer. Where two CRM records share a domain, they are treated as one organisation and their annual recurring revenue is counted once.
This pack does not split the customer count by tier, region or cohort. I would be grateful if the board treats any such split in discussion as indicative until it has been reconciled against the order forms.
Headcount
Headcount at the quarter end was 39.
The figure comes from the HR record, which is the authority on who works at BG-Demo. A name that still appears as a CRM owner or call host but no longer appears in HR is not counted, and the affected accounts are shown as having no active owner until they are reassigned.
Commentary
What the numbers say together
The business ended the quarter with a contracted base of £2.3m across 56 customers, supported by a team of 39. The pack does not claim a trend, because no prior-period comparatives are included in this version.
What the numbers do not say
- They do not show cash collected or the receivables position. Accounting holds those, and they will be reported separately.
- They do not show renewals due or at risk. The customer success team owns the renewal notices and the renewal conversations.
- They do not show usage. Questions asked, records indexed and active users sit in the customer health reports, not in this pack.
Watch items for the board
- Price change at renewal. Customers on the earlier price book move to the revised list at their first qualifying renewal. The commercial effect should be tracked renewal by renewal, together with the end of first-term discounts.
- Key-person and ownership gaps. Where an account owner has left, the account needs a named active owner. This is an HR and CRM hygiene matter, and I will report on it once the reconciliation is complete.
- CRM versus contract. Annual recurring revenue in the CRM is a claim to be checked against order forms and invoices. The contracted figure above has been prepared on that basis.
Decisions and requests
| Item | Requested of | Note |
|---|---|---|
| Note the closing position for the quarter | The board | For information |
| Agree that future packs carry prior-period comparatives | The board | To allow trend commentary |
| Confirm the reporting basis for annual recurring revenue (executed order forms) | The board | As described above |
I have not proposed any discount, waiver or change to commercial terms in this pack. Any such proposal would go to Nell Ashcombe first.
Next steps
- Finance to add prior-period comparatives to the next pack.
- Finance to reconcile the customer count against live contracts and invoices, and to report any differences.
- Finance to report cash and receivables alongside the next pack.
Best, Bridget
Bridget Kearsley Chief Financial Officer, BG-Demo 19 Jan 2026