Harrowden Foods / BB-Demo – Negotiation

Negotiation 88 days before the 5 Jan 2027 Growth renewal. Rajesh Mistry ties both the renewal and the £8,000 planner add-on to proven usage, and the £58,000 renewal figure matches no single executed paper.

Context: Money is sound, with three invoices all paid within terms. The risks are value and the paperwork: contracted ARR is £58,000 and the invoiced run rate £54,405, but no executed paper states £58,000.

Approach: Lewis Kerr should open with one reconciled usage view. The September 2026 record shows 58 active users of 60 licensed, while the 1 Sep 2026 and 22 Sep 2026 QBRs reported far fewer.

Then put one co-termed paper on the table. It should show Growth at £50,000 under the executed order form and the signed £8,000 user add-on, with the planner add-on and cost per head shown separately.

Watch for: Rajesh may drop the planner add-on if spare seats cover the planners. He may also reopen the contract if usage looks thin.

The renewal calls booked for 12 Oct 2026 have no recorded outcome yet. Owen Tallis is due to review the price position with Lewis by that date.

AI · claude-opus-5-5 · 11 Oct 2026