Lornefield Pensions Administration / BB-Demo – Negotiation
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Lornefield Pensions Administration: documents · 2024-03-11 12:15
Negotiation of a Growth expansion over Starter, folded into the Starter renewal. Douglas Baird is broadly aligned. Morag Lindsay will not approve the £44,000 deal value without a line-by-line breakdown. Target signature 20 Mar 2024.
What was said
What this says
Current to 10 Oct 26Negotiation of a Growth expansion over Starter, folded into the Starter renewal. Douglas Baird is broadly aligned. Morag Lindsay will not approve the £44,000 deal value without a line-by-line breakdown. Target signature 20 Mar 2024.
What happened: Owen Tallis set out the open Growth proposal and said the £44,000 is the deal's total value, not an annual price. Morag asked what it covers, and Owen said it includes the one-off implementation and the subscription.
Customer view: Douglas wants one clear proposal for the group and signs for Lornefield himself. Imogen Hartley wants member communications and finance on the same brain, plus the dashboards builder.
Commercial: The Starter term runs to 2 Apr 2024 and the renewal on 3 Apr 2024 is to be folded into one order form. Morag wants separate invoice lines, each with its period, and noted the Starter invoice was paid on time.
Watch: The evidence does not show whether the order form was signed. Morag's approval depends on the labelled breakdown arriving.
Themes
Current to 9 Oct 26Theme
Growth expansion negotiation
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Owen Tallis sends the draft order form with the breakdown and period on each line this week.
- Daniel Okafor plans the staged rollout with Imogen Hartley.
- Aim to close the order form by 20 Mar 2024.
Risks
Current to 9 Oct 26- Morag Lindsay will not approve the figure until each order form line shows its amount and period.
- Douglas Baird will not promise a signing date on the group's behalf, so 20 Mar 2024 is a target only.
- The Starter renewal on 3 Apr 2024 must be handled in the same order form to avoid a gap or overlap.
Opportunities
Current to 9 Oct 26- Move from Starter to Growth with forty users, eight connectors, the dashboards builder and quarterly reviews.
- Extend the brain to the member communications and finance teams in a staged rollout.
Transcript
Nell Ashcombe NoneHello, everyone. Thanks for joining. Let me see who's here. Douglas, Imogen, Morag, and Owen from our side. That's everyone I was expecting.
Douglas Baird NoneHello, Nell. Thank you for arranging this. I should say at the outset that Morag has joined because she will want to see the figures properly.
Morag Lindsay NoneHello, all. Yes, I've got the paperwork open.- Nell Ashcombe NoneGood. Before we start, what would you each like to leave with today? Douglas, shall I start with you?
- Douglas Baird NoneIn fairness, I would like a clear proposal I can take to the group, setting out what we would be buying, what it would cost, and how it relates to the renewal of what we already have.
- Nell Ashcombe NoneThat's clear. Owen, can you take them through where we are?
Owen Tallis NoneYes. Short version. The proposal open is for Growth, an expansion on top of your current Starter. The figure on it is forty-four thousand. That is the deal's total value. It is not an annual price. The order form will show how it splits.- Morag Lindsay NoneSorry to interrupt. Can I ask what the forty-four thousand covers? For our records I'd want to know the period it covers and whether it includes anything one-off.
- Owen Tallis NoneFair question. It includes the one-off implementation as well as the subscription. The order form will show each line separately, with the contract period on it, so you can see exactly what is annual.
- Morag Lindsay NoneThank you. Then I'll want it in writing in that form before anything is agreed. I can't approve a figure without the breakdown.
- Nell Ashcombe NoneUnderstood, and that's reasonable. Say what it covers, say how you know. We'll send the draft order form with each line labelled.
Imogen Hartley NoneCan I add the business side? The real question is what Growth gives us that Starter doesn't. For us, it's the member communications and finance teams being able to use the same brain, and the dashboards builder.- Nell Ashcombe NoneYes. Growth is several teams, forty users and eight connectors, plus the dashboards builder and quarterly reviews. You'd move from fifteen users to forty.
- Douglas Baird NoneAnd that would come with a quarterly review, as opposed to the six-monthly one we have now?
- Owen Tallis NoneCorrect. Quarterly reviews are part of Growth.
- Douglas Baird NoneThat's welcome. Now, on the timing. The current term runs to 2 Apr 2024, and I assume the renewal on 3 Apr 2024 would be folded into this rather than being handled separately?
- Owen Tallis NoneThat's how I'd do it. One order form, one start date, so there's no gap and no overlap. What's the next dated step? I'd like to aim for the order form signed by 20 Mar 2024.
- Douglas Baird NoneI would not wish to promise a date on the group's behalf, but 20 Mar 2024 is not unreasonable. I'd need to see the paperwork this week.
- Owen Tallis NoneThen we send it this week. Who signs on your side?
- Douglas Baird NoneI do. The group is aware and has indicated it has no objection in principle.
- Morag Lindsay NoneFor my part, I'd like it noted that the existing Starter invoice has been paid on time and that I'll need the new invoice to say which period it covers. Two things on one invoice would make my life difficult.
- Nell Ashcombe NoneThat one's easy to promise. Separate lines, each with its period. Owen, will you check that with our finance team?
- Owen Tallis NoneWill do. I'll confirm today.
- Imogen Hartley NoneOne more practical point. Will the rollout to the other teams be staged? I'd rather not switch on forty people in a week.
- Nell Ashcombe NoneStaged, yes. Daniel Okafor, who you know well, would plan it with you. We'd start with the team that's keenest and add the others as the connectors come online.
- Imogen Hartley NoneGood. Daniel knows how my managers work. I'd be comfortable with that.
- Douglas Baird NoneThen I think we are broadly aligned. I'd welcome the order form and the breakdown, and I'll revert once the group has seen it.
- Nell Ashcombe NoneThank you, Douglas. So the next steps: Owen sends the draft order form with the breakdown and period on each line this week, Daniel plans the staged rollout with Imogen, and we aim to close by 20 Mar 2024. Anything I've missed?
- Morag Lindsay NoneNo. Many thanks.
- Nell Ashcombe NoneGood. Best, Nell. Speak soon.
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