Corriemoor Foods / BB-Demo – Negotiation
Callcompleted
Corriemoor Foods: documents · 2023-06-30 16:30
Corriemoor's financial controller asked to split billing and the chief operating officer pushed for 20% off. Nell Ashcombe agreed the billing split, called 20% the top end of her range and promised a revised proposal by end of next day.
What was said
What this says
Current to 11 Oct 26Corriemoor's financial controller asked to split billing and the chief operating officer pushed for 20% off. Nell Ashcombe agreed the billing split, called 20% the top end of her range and promised a revised proposal by end of next day.
What happened: Sam Yates asked for implementation to be billed on signing and the first year of subscription at contract start. Nell agreed and said there were no other fees.
Customer view: Elliot Allott asked whether the proposal discount was locked for the year or could go lower, and suggested 20%.
Commercial: Nell said the discount is locked for the first term and ends at renewal, and that 20% is the top end of what she can do. This sets up a price step at first renewal.
Watch: the evidence does not show whether the revised proposal was sent or accepted.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Nell Ashcombe to check room on the discount and send a revised proposal by end of day tomorrow.
Risks
Current to 9 Oct 26- The customer is pushing for the maximum 20% first-term discount, which ends at renewal and will raise the later price.
- The evidence does not show whether the revised proposal was agreed, so the deal is not confirmed by this call.
Opportunities
Current to 9 Oct 26- Nell flagged that add-on users or connectors can be added at renewal or mid-term, leaving room to grow the account.
Transcript
Nell Ashcombe NoneHi everyone. Sam, good to have you here. Anything on the paperwork you wanted to discuss?
Sam Yates NoneNothing major. I had a question on the payment terms. Are you invoicing all at once or can we split it?- Nell Ashcombe NoneWhat were you thinking?
- Sam Yates NoneThe implementation fee upfront when we sign, then the first year of subscription at the start of the contract. Second billing a year later?
- Nell Ashcombe NoneThat works. We do annual subscriptions in advance normally, so you'd invoice the annual fee when the contract starts, then the renewal invoice twelve months after. The implementation fee is separate and payable on signing.
- Sam Yates NoneGood. And there are no other fees we haven't talked about?
- Nell Ashcombe NoneNo. What you see is what you get: implementation, the subscription, that's it. If you wanted add-ons later: more users, more connectors, that kind of thing, you'd just add them to the contract at the next renewal or we'd adjust mid-term. But nothing hidden.
Elliot Allott NoneNell, one more thing. In the proposal you mentioned a discount. Is that locked in for the full year or could you do a bit more?- Nell Ashcombe NoneIt's locked for the first term. The discount ends at renewal. As for going a bit lower, I can probably move a bit, but not a huge amount. What were you thinking?
- Elliot Allott NoneTwenty per cent off?
- Nell Ashcombe NoneThat's at the top end of what I can do. Let me see if I can find room there. Give me a day to check and I'll come back to you.
- Sam Yates NoneThat's fair.
- Nell Ashcombe NoneOkay. So I'll rerun the numbers and send you a revised proposal by end of day tomorrow. Anything else?
Sarah Hollis NoneNo, I think that covers it.- Nell Ashcombe NoneGreat. I'll be in touch tomorrow. Cheers, everyone.