Brackwell Freight Ltd / BB-Demo – Negotiation
Callcompleted
Brackwell Freight Ltd: documents · 2024-11-08 16:45
Liam Doherty confirmed sign-off is on track to move Brackwell Freight from Starter to Growth from 1 Dec 2024, at a total deal value of forty-four thousand pounds. Signature by 18 Nov 2024 is the goal, with the finance director signing.
What was said
What this says
Current to 11 Oct 26Liam Doherty confirmed sign-off is on track to move Brackwell Freight from Starter to Growth from 1 Dec 2024, at a total deal value of forty-four thousand pounds. Signature by 18 Nov 2024 is the goal, with the finance director signing.
What happened: Tom Ashdown and Owen Tallis walked Liam and Joanne Platt through the move from Starter to Growth. The target is signature by 18 Nov 2024 and a new term from 1 Dec 2024.
Customer view: Liam wants the depot account managers, customer service and commercial on one view, and the dashboards builder is what he is after. Starter's fifteen-user soft limit is forcing him to ration seats.
Commercial: Owen stated the deal at forty-four thousand pounds as total value, including a one-off implementation element. Joanne needs subscription and implementation on separate lines and the first-term discount stated, so the second-term price is no surprise.
Watch: the finance director signs and is in and out the following week. Owen did not want signature to slip past the end of that week, because seats must be ready for 1 Dec 2024.
Themes
Current to 9 Oct 26Theme
Starter to Growth negotiation
Importance
upsell
Sentiment
positive
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown sends the order form with subscription and implementation on separate lines and the first-term discount spelt out.
- Liam Doherty takes the order form to the finance director, aiming for signature by 18 Nov 2024.
- Marcus confirms what is connected today and plans a short practical training session in the first fortnight of the new term.
Risks
Current to 9 Oct 26- Signature slips past the end of the week of 18 Nov 2024, so extra seats and connectors are not ready for 1 Dec 2024.
- The finance director, who signs, was not on the call and has limited availability the following week.
- If the first-term discount and list price after it are not spelt out, accounts payable may query the second-term price.
Opportunities
Current to 9 Oct 26- Growth adds the dashboards builder and quarterly reviews, which Liam says is the feature he is after.
- Customer service and commercial teams are asking for access, so seat and connector add-ons may follow the first quarterly review.
Transcript
Tom Ashdown NoneHello, hello. Can you hear us all right, Liam? You've gone a bit tinny on my end.
Liam Doherty NoneYeah, I can hear you. Let me swap headsets, one sec. Better? Is that better?- Tom Ashdown NoneMuch better, no drama. How's your week been? Friday teatime, I bet you're glad to be nearly out the door.
- Liam Doherty NoneHonestly it's been a lot. Two depots had a rough Tuesday with a retailer's seasonal volumes, but it's the busy run-up, so it's what you'd expect. I'm just glad we're getting this one done before the weekend.
- Tom Ashdown NoneGood. Owen's joined as well, he's on the line, and I think Joanne's about to land from accounts payable. Owen, you're there?
Owen Tallis NoneI'm here. Afternoon, Liam. Tom, where does the deal stand against the date? We've got Monday 18 November 2024 as the target and I'd like to know if that's real or hopeful.- Tom Ashdown NoneFair question. Liam, I'll let you answer that one yourself, because I think it's real, but I'd rather hear it from you.
- Liam Doherty NoneIt's real. I've got the sign-off conversation sorted with my side, the usage numbers did most of the talking. We went from a handful of people poking about to the depot account managers using it daily. One view, that's the point, and they've actually got it now.
Joanne Platt NoneGood afternoon, everyone, sorry I'm late joining. I can confirm I have the invoice reference for the current term in front of me, against the purchase order we raised last year. I just want to make sure I understand what we're changing.- Tom Ashdown NoneHi Joanne, thanks for coming. No problem at all. So, the short version. You're on Starter today, one team, fifteen users. The ask from Liam's side is to move to Growth from the renewal date, which is 1 Dec 2024, so several teams can be on it, not just revenue ops.
- Joanne Platt NoneUnderstood. And the current contract finishes on 30 Nov 2024, is that right? I'd like to be sure there's no gap or overlap in what I'm paying for.
- Tom Ashdown NoneYes, 30 Nov 2024 it finishes, and the new term would start the next day, 1 Dec 2024. Clean handover, nothing overlapping.
- Owen Tallis NoneLet me be precise on the money, Joanne, because it matters for your purchase order. The deal we've got on the table is forty-four thousand pounds, and that is the total value of the deal. It isn't just an annual price, there's a one-off implementation element in it. Tom, you'll have the split in the order form?
- Tom Ashdown NoneI will, and I'll put the breakdown in writing so nobody's working from memory, mine included. I don't want to quote the split off the top of my head and get it wrong. Leave that with me, I'll send it Monday.
- Joanne Platt NoneThank you, that would be helpful. I will need the subscription and the implementation shown on separate lines, please. Our purchase order has to match each line, otherwise I cannot release it.
- Owen Tallis NoneSeparate lines. That's how we'd do it anyway. Tom, note that. Who signs on your side, Liam? I'd like to know the name before Monday.
- Liam Doherty NoneIt'll be our finance director who signs the order form. I'm the one pushing it, Joanne's the one who matches it, and then it goes up. I've already given her the heads up that it's coming.
- Joanne Platt NoneI can confirm that is the process. Once I have the order form and a matching purchase order raised, the invoice will go through on the next payment run after it is received. I will not give you a date until I have checked the run calendar.
- Tom Ashdown NoneThat's all we need. Liam, can I ask what the extra teams are? Because I want to make sure Growth is the right fit and I'm not selling you something that's bigger than you need.
- Liam Doherty NoneSo, three groups really. The depot account managers, which is the big one, they're the ones who need delivery-exception tickets alongside the account view. Then customer service, who keep asking me for access. And commercial, who want to see the at-risk retail contracts before the customer rings us.
- Tom Ashdown NoneRight, and that's the bit Starter can't stretch to. You're at the fifteen users now, soft limit, and you've been brushing against it.
- Liam Doherty NoneYeah. We've had to be a bit strict about who gets a seat. Which is silly, because the whole idea is to get the depots on it. Can we get the depots on it? That's the question I keep asking myself.
- Owen Tallis NoneWith Growth you'd get more users and more connectors, and the dashboards builder, plus a quarterly review with Marcus rather than six-monthly. I'd rather you see that in the order form than hear me read it out.
- Liam Doherty NoneDashboards are the bit I'm after, honestly. The depot managers don't want to ask questions in a chat, they want a page they open on Monday and it's there. Marcus has shown me a mock-up, and I love that.
- Tom Ashdown NoneMarcus is our customer success lead for you, he'll be sorry he missed this one, he's tied up with another account. He's across the detail though, I've spoken to him this week.
- Owen Tallis NoneNow, price. Liam, you've been straight with us, so I'll be straight. We're not going to go round the houses on it. Tom has room to work on the first term only, and we're not going to discount twice. What matters is that the number you sign is the number you renew at, give or take the list moving.
- Liam Doherty NoneOkay. That's fair. I'd rather know now than get a shock in a year. Joanne, does that matter for you?
- Joanne Platt NoneIt matters a great deal. If the first term is discounted and the second is not, I need that stated in the order form, so that finance can budget properly. I do not want to be querying an increase next November.
- Tom Ashdown NoneAbsolutely, and that goes in the paperwork, plain as day. I'll make sure there's a line that says the discount applies to the first term and that the list price applies after. No surprises.
- Owen Tallis NoneGood. Then what's the next dated step? Tom sends the order form with the split on Monday. Liam, you take it to your finance director. Joanne, you raise the purchase order when it's signed. Can we say signed by Monday 18 November 2024?
- Liam Doherty NoneI think so. Our finance director's in and out next week, but I'll book ten minutes with her first thing on the Monday. If it slips by a day it's not the end of the world, is it?
- Owen Tallis NoneIt's not the end of the world, but I'd rather not see it slip past the end of that week, because we need time to set up the extra seats before the new term starts. I don't want you paying for Growth and sitting on Starter.
- Tom Ashdown NoneAnd that's the thing, Liam. If it signs in time we can have the new users and the connectors ready for 1 Dec 2024, so you're not waiting. Which I know is annoying when people have been asking.
- Liam Doherty NoneIt would be lovely to start December with the depots already in. Yeah. Let's make that the goal.
- Joanne Platt NoneOne further point, if I may. Will the new order form replace the existing one, or sit alongside it? I need to know whether the old purchase order is closed.
- Tom Ashdown NoneGood one. It'd replace it from 1 Dec 2024. The existing Starter term runs to 30 Nov 2024 and then the new one picks up. I'll say that in the cover note so you can close the old one against it.
- Joanne Platt NoneThank you. In that case I have no further questions at this stage. I will wait for the order form and raise the purchase order once I have it. Kind regards to you all, and I will leave you to it.
- Tom Ashdown NoneCheers, Joanne, appreciate you coming on. Speak soon.
- Owen Tallis NoneThanks, Joanne.
- Liam Doherty NoneShe's brilliant, by the way. Never lets anything through she can't match. Which is exactly what you want.
- Tom Ashdown NoneI like that in a finance person. Right, Liam, anything else on your list before we let you go? You always have a list.
- Liam Doherty NoneI do. Three things. One, the connectors. We want to add the helpdesk properly and I think that's already in, but I'd like it confirmed that it's not eating into the limit we've got on Starter.
- Tom Ashdown NoneLeave that with me, and I'll ask Marcus to confirm exactly what's connected today. I'll not guess on that.
- Liam Doherty NoneTwo, training. I don't want a big training day for the depot managers, they won't come. A short session, show them the dashboard, show them how to ask a question about their own accounts. Short and practical.
- Owen Tallis NoneThat's sensible. Marcus will run that, he's better at it than either of us. I'd put it in the first fortnight of the new term while it's fresh.
- Liam Doherty NonePerfect. Three, and this is a bit cheeky. If it goes well, can we talk about more connectors later without redoing the whole thing?
- Owen Tallis NoneYes, that's what add-ons are for. You wouldn't need to renegotiate Growth, you'd add on top. We can talk about it at the first quarterly review once you've seen how it's used.
- Tom Ashdown NoneRight then. So to recap, and tell me if I've got any of it wrong. I send the order form Monday with the subscription and implementation on separate lines and the first-term discount spelt out. Liam takes it to the finance director, aiming to sign by Monday 18 November 2024. Joanne raises the purchase order. New term starts 1 Dec 2024. Marcus confirms the connectors and plans the short training.
- Liam Doherty NoneThat's it. That's exactly it. Brilliant.
- Owen Tallis NoneGood. I'll see it in Monday's pipeline review. Thanks, everyone. Let's get it signed.
- Liam Doherty NoneCheers, Tom, cheers, Owen. Have a good weekend.
- Tom Ashdown NoneAnd you, Liam. Cheers. Bye now.
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