What it says
What this says
As at Fri 9 Oct 2026BG-Demo's internal board pack from the CFO, issued 16 Jul 2026. It reports contracted ARR of £4.3m, 90 customers and headcount of 47 at 30 Jun 2026, and flags renewal pricing and key-person risk.
What it is: a final, version 1 internal board pack prepared by Bridget Kearsley, Chief Financial Officer, covering the quarter ending 30 Jun 2026. It is for directors and is not a customer document.
Claims: ARR is "contracted annual subscription value under executed order forms", not the CRM estimate. Customers are counted only with a live contract, and headcount comes from HR records.
Unusual: it gives no forecast for the renewal price step-up, saying it would not quote a number the finance system cannot cite. Invoice terms are restated as annual in advance, quarterly on request, 30-day terms.
Not settled: the document does not restate individual invoice balances, the size of the v1 to v2 effect on ARR, or which renewals are due. It is current only to the quarter end, and the next pack should supersede it.
As found in this document
As at Fri 9 Oct 2026- Date end30 Jun 2026Source: the AI read of this record
- InvoicingInvoices are issued annually in advance, with quarterly billing on request, on 30-day terms.Source: the AI read of this record
The document
Body
BG-Demo - Board Pack - quarter to 30 Jun 2026
Status: Final, version 1 Prepared by: Bridget Kearsley, Chief Financial Officer Date of issue: 16 Jul 2026 Period covered: the quarter ending 30 Jun 2026
1. Headline numbers
For the avoidance of doubt, every figure in this pack is taken from our finance records as at the quarter end, 30 Jun 2026.
| Measure | Position at 30 Jun 2026 |
|---|---|
| Annual recurring revenue (contracted) | £4.3m |
| Customers | 90 |
| Headcount | 47 |
ARR here means contracted annual subscription value under executed order forms. It is not the CRM estimate, and a credit note is treated as a one-off rather than a change in ARR.
2. Commentary on ARR
- Contracted ARR closed the quarter at £4.3m.
- This is the figure our records show on the order forms, and it is the one I would ask the board to rely on.
- Where the CRM and the order forms differ, the executed order form decides. I would be grateful if directors treated any CRM figure quoted outside this pack as a claim to be checked, not as the answer.
- Implementation fees are one-off and are not included in ARR.
3. Customers
Read the whole document (3,616 characters)
- We ended the quarter with 90 customers.
- A customer is counted only where there is a live contract. A CRM organisation marked "Customer" with no live contract and no invoices since its last term ended is treated as churned and is not in the count.
- Two CRM organisations sharing a domain are counted as one customer, and their ARR is counted once.
4. People
- Headcount at the quarter end was 47.
- Headcount is taken from HR records, not from CRM ownership. Where an account owner has left, the account is shown as having no active owner until it is reassigned.
5. Pricing and renewals
The v2 price book applies to new business. Customers signed under v1 keep v1 pricing until their first renewal that falls after the changeover, then move to the v2 list. All v1 customers have already been told. Renewals in the coming quarters therefore carry a price step-up, and first-term discounts end at renewal.
The effect of this on ARR will show in the next pack as those renewals complete. I have not put a forecast figure in this pack, because I would not wish to quote a number the finance system cannot cite.
6. Cash and collections
- Invoices are issued annually in advance, with quarterly billing on request, on 30-day terms.
- Collections are tracked against the due date of each invoice. Any invoice that has gone unanswered is escalated by me personally.
- This pack does not restate individual invoice balances. The accounting system remains the record of what was invoiced and paid.
7. Risks and points for the board
- Renewal pricing. The step-up from v1 to v2 may prompt customers to question value. Our CSMs will own the renewal conversation and the 90-day notice.
- Key-person risk in accounts. Where one person at a customer asks most of the questions, a departure puts the renewal at risk.
- Data hygiene. CRM amounts must continue to be reconciled to order forms and invoices before they are reported.
- Headcount. At 47 people we remain lean, and I would ask the board to keep this in view when considering the plan for the second half.
8. Decisions and next steps
| Item | Owner | Timing |
|---|---|---|
| Board to note ARR, customers and headcount at the quarter end | Board | At the next meeting |
| Reconcile CRM ARR to executed order forms | Bridget Kearsley | Before the next pack |
| Report the renewal pricing effect on ARR | Bridget Kearsley | In the next pack |
Best, Bridget
Unusual terms
As at Fri 9 Oct 2026- No forecast of renewal price effect on ARR
- ARR defined as executed order forms only