Wexmoor Property Group / BB-Demo – Negotiation
Callcompleted
Wexmoor Property Group: documents · 2025-12-18 14:15
Negotiation call on the £62,000 Growth deal. Tyler Brooks asked for a lower price and was refused a second discount. Quarterly invoicing was offered instead. Payables set PO and paying-entity conditions. Signing target is still 16 Jan 2026.
What was said
What this says
Current to 11 Oct 26Negotiation call on the £62,000 Growth deal. Tyler Brooks asked for a lower price and was refused a second discount. Quarterly invoicing was offered instead. Payables set PO and paying-entity conditions. Signing target is still 16 Jan 2026.
What happened: Tyler called £62,000 more than he had hoped to sign for a first year and asked for better. Owen Tallis declined a second discount and offered quarterly invoicing of the subscription, with the implementation fee invoiced separately.
Customer view: Dana Whitaker said annual in advance is hard to get through their budget cycle and quarterly is easier to explain. Tyler accepted without a fight and asked what the price would be in a year.
Commercial: Lorena Diaz needs a PO number and the exact legal name of the paying entity, which Dana says is the management company. Invoices are in pounds sterling on thirty-day terms, with the wording still to be fixed in the order form.
Watch: The order form is not final until legal clears the master agreement. Renewal price was left open, and Owen said he would not make a number up.
Themes
Current to 9 Oct 26Theme
Price and payment terms
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Jordan Pike sends a revised order form with quarterly invoicing, currency, payment terms and PO and entity fields the next day.
- Dana Whitaker sends the paying entity's legal name and the PO the following week.
- Jordan states payment terms with the invoice date explicit in the next draft.
Risks
Current to 9 Oct 26- Tyler wanted a lower first-year price and was refused, so he may press again with his leadership team.
- Missing PO or paying-entity details would block payables from creating the vendor record.
- Legal review of the master agreement could still move the 16 Jan 2026 signing date.
Opportunities
Current to 9 Oct 26- Quarterly invoicing removes the budget-cycle objection and helps close.
- Elena Novak will present usage and value ahead of renewal, setting up a priced conversation.
Transcript
Jordan Pike NoneGood morning, everyone. Here's where we are: one agenda, the commercial terms and the payment setup, so we can get an order form Tyler is able to sign. I've got you for about half an hour. Does that work for everybody?
Tyler Brooks NoneWorks for me. I've got a hard stop at the half hour, so let's keep it moving.
Owen Tallis NoneGood afternoon from London. Owen Tallis, I lead sales here, and I'm joining because Jordan asked me to sit on the commercial side. Jordan, where does it stand against the date?- Jordan Pike NoneTo be transparent, nothing has slipped. We're still working to Friday 16 January 2026 for signature. The open items are the price conversation with Tyler and payment mechanics, which is why Lorena is joining. Dana, did I get that right?
Dana Whitaker NoneYes, that's right. Lorena will be a few minutes, she's finishing something in the payables queue.- Tyler Brooks NoneBottom line first. What are we paying, and for what?
- Jordan Pike NoneGrowth tier. The total deal value is £62,000, and that includes the one-off implementation fee. It gives you the brain over your tenant tickets, your lease-renewal calls and your service contracts, running inside your own Snowflake account. Elena Novak will be your customer success manager once you're live.
- Tyler Brooks NoneOkay. Sixty-two thousand is more than I'd hoped to sign for a first year. Can we do better on that? I'd like to take something lower to the rest of the leadership team.
- Owen Tallis NoneI hear you, Tyler, so let me be direct. The number in front of you already reflects what we can do for a first term, and I'm not going to put a second discount on top of it. If I took the total down, I'd have to take something out of scope, and I don't think that's what you want. What I can do is help with how it's paid.
- Tyler Brooks NoneFine. I won't fight you on principle. What does paying differently look like? Keep it short.
- Owen Tallis NoneThe subscription can be invoiced quarterly instead of annually in advance, if you ask for it. The implementation fee is invoiced separately. The total doesn't change, it's just spread so you're not carrying it all at once. And I'll hold the figure as it stands until the signature date in January.
- Dana Whitaker NoneThat would help me. Annual in advance is hard to get through our budget cycle. Quarterly is easier to explain.
- Jordan Pike NoneUnderstood. I'll write quarterly into the order form, so it's in the document and not just something we said on a call.
- Dana Whitaker NoneAnd the implementation. When does the clock start? I don't want us paying for time before we've begun.
- Jordan Pike NoneGood question. Implementation starts after signature, at a kickoff with Elena, where we agree who owns each connector and who your admins are. It's a fixed fee, so you know the cost up front. We plan the timetable together at kickoff, not before.
- Owen Tallis NoneAnd who signs on your side, Tyler?
- Tyler Brooks NoneI do. I don't read the detail, though. Dana does, and she'll loop in legal and finance. Keep me out of the weeds.
- Owen Tallis NoneUnderstood. Then Dana is our day to day contact on the paper, and you get the signature page.
Lorena Diaz NoneHello, sorry I'm late. Lorena Diaz, accounts payable. I'm unable to locate BB-Demo in our vendor list, so I need some details to set you up.- Jordan Pike NoneHi Lorena, thanks for joining. Tell us what you need and we'll make sure the paperwork has it.
- Lorena Diaz NoneThank you. Two things. Please provide the PO number, because we can't process an invoice without one. And the invoice needs to be addressed to the paying entity, which is not always the same as the name on the contract.
- Dana Whitaker NoneRight. That's on me. I'll make sure the PO is raised before the order form is signed. And the paying entity is the management company, not the group, so the invoice should go there.
- Lorena Diaz NonePlease send the exact legal name of that entity, and the PO, in writing. I can't set up a vendor from a call.
- Jordan Pike NoneAbsolutely. Dana, can you send both to me? I'll put them straight into the order form so the invoice matches what Lorena has on file.
- Dana Whitaker NoneI'll send both by next week.
- Lorena Diaz NoneAnd which currency will the invoices be in? Our system will want to match that to the vendor record.
- Owen Tallis NoneAll invoices are in pounds sterling, whichever country the customer is in. Payment terms are thirty days. I'll make sure both are written on the order form so your team can match them.
- Lorena Diaz NoneThirty days from the invoice date, or from when we receive it? That matters for the queue.
- Owen Tallis NoneI'd rather confirm the exact wording in the order form than guess on a call. Jordan, put that in the next draft, please.
- Jordan Pike NoneWill do. I'll make the payment terms explicit, with the invoice date shown, so there's no room for a different reading.
- Lorena Diaz NoneThank you. And the implementation fee, will that be a separate invoice? I would need a separate PO line.
- Jordan Pike NoneYes, a separate invoice. We'd match it to its own PO line, so tell us how you'd like that structured.
- Dana Whitaker NoneOne PO covering both, with two lines, would be simplest for me. Lorena, is that fine?
- Lorena Diaz NoneThat's fine if each line is named. The invoice must match the line.
- Dana Whitaker NoneOne more from me, on the term. If we pay quarterly, does that change when the subscription comes up again? I don't want two dates to track.
- Owen Tallis NoneNo. The term runs from the order form and the renewal date is one date, however you pay. If you add users or a connector later, we co-term it so it still lands on that same date.
- Tyler Brooks NoneAnd in a year? What's the bottom line then? I don't want a surprise.
- Owen Tallis NoneFair. Elena will come to you well ahead of the renewal, with the usage and the value in front of you, and we agree the next term's price together before anything is due. Nothing arrives without a conversation. I can't tell you today what that number will be, and I won't make one up.
- Tyler Brooks NoneGood enough. Honest, at least.
- Jordan Pike NoneAnd to be transparent on one more point: the order form isn't final until your legal team has been through the master agreement. I'd rather you hear that from me now than find it later.
- Dana Whitaker NoneUnderstood. I'll chase them this week so it isn't left to the last days before the January date.
- Tyler Brooks NoneGood. Are we done with money? What's still open?
- Owen Tallis NoneNothing commercial, as I see it. The price holds, payment is quarterly on request, the invoices are in sterling on thirty-day terms. What's the next dated step, Jordan?
- Jordan Pike NoneHere's where we are. Tomorrow I send a revised order form with the quarterly invoicing, the currency, the payment terms and fields for the PO and the paying entity. Next week Dana sends me the entity name and the PO. Legal finishes the master agreement. Then Tyler signs, and the target is Friday 16 January 2026.
- Owen Tallis NoneWho signs, once more, so it's on the record? Tyler.
- Tyler Brooks NoneMe. Dana puts it in front of me when it's ready. Don't send it to me before she's through it.
- Jordan Pike NoneUnderstood. It goes to Dana first, and you get it once she says it's clean.
- Lorena Diaz NonePlease include my team on the order form copy, so the vendor record can be created at the same time. I won't pay from a reminder alone.
- Jordan Pike NoneNoted, and that's reasonable. I'll make sure your team is copied, and nothing goes out without the PO on it.
- Dana Whitaker NoneLast thing, so I'm clear. Once it's signed, who do I speak to day to day? Jordan, or Elena?
- Jordan Pike NoneElena, once you're live. She owns adoption and the reviews. I stay on the contract side until signature and then I'm around if something commercial comes up.
- Owen Tallis NoneAnd I'm happy to step in if the date looks like it's at risk. Let's not let it sit on a hopeful close date. If legal is slow, tell us early and we'll adjust the plan rather than hope.
- Tyler Brooks NoneGood. Bottom line, we sign in mid-January. Loop in Dana on anything else. I have to go.
- Jordan Pike NoneThanks, everyone. I'll send the revised order form tomorrow. Talk soon.
- Owen Tallis NoneThanks all. Let's hold the date.
- Dana Whitaker NoneThanks. Speak next week.
- Lorena Diaz NoneThank you. Goodbye.
Callsmade from