Tidecombe Housing / BB-Demo – Negotiation
Callcompleted
Tidecombe Housing: documents · 2024-01-15 14:30
Tidecombe Housing's finance director tested price, the one-year minimum and non-refundable implementation on 15 Jan 2024. BB-Demo held the terms, offered a first-term discount capped at 20 percent, and promised an order form for signature.
What was said
What this says
Current to 11 Oct 26Tidecombe Housing's finance director tested price, the one-year minimum and non-refundable implementation on 15 Jan 2024. BB-Demo held the terms, offered a first-term discount capped at 20 percent, and promised an order form for signature.
What happened: Tom Ashdown and Owen Tallis took Tidecombe through the proposal on 15 Jan 2024. Luke Kitching, Natasha Pryor and Gemma Yates asked about price, exit and payment timing.
Commercial: Owen quoted £24,525 all-in including implementation, with a subscription piece of £18,525 against a Starter list of £19,500. A first-term discount was left open, capped at 20 percent.
Customer view: Luke pressed on the one-year minimum and non-refundable implementation, and BB-Demo held both. Natasha said she was less worried because she had done this before.
Watch: Luke expects to sign, with finance sign-off. The call does not show an executed order form, so the proposal remains an open item.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the order form for signature the day after the call.
- Confirm who in finance signs off alongside Luke Kitching.
Risks
Current to 9 Oct 26- Luke Kitching questioned the exit position and non-refundable implementation, so lock-in concerns could slow signature.
- The evidence does not show an executed order form from this call, so the deal is still a proposal.
Opportunities
Current to 9 Oct 26- Natasha Pryor asked about adding systems, and any beyond the first four weeks would need an upgrade or connector add-on.
Transcript
Tom Ashdown NoneLuke, Natasha, Gemma, great, Owen wanted to jump on this one. Owen runs our sales team.
Owen Tallis NoneHi all. So you've seen the proposal, and we wanted to check, are there any questions on scope or pricing?
Luke Kitching NoneA couple of things. The 24,525, is that negotiable? And what happens month-to-month if we want to roll off?- Owen Tallis NoneRight. On price: Starter list is 19,500. You've got 24,525 all-in there because that includes implementation. The subscription piece is 18,525, we could look at the discount on first term depending on what makes sense, but no longer than 20 percent off. On the term, it's one year minimum. Quarterly billing if you want, but annual upfront is standard.
Gemma Yates NoneAnd if something goes wrong and we need to pause?- Tom Ashdown NoneIt's not a month-to-month thing, no. But honestly Gemma, within the first month we'll know if it's working. That's what Daniel's there for.
Natasha Pryor NoneI've done this before, so I'm less worried about that. I want to know: what if we add a third system mid-implementation?- Tom Ashdown NoneWe can add it within the four weeks, no problem, Callie will just add it to the batch. After that, if you want to bring a fifth system in, you'd be looking at an upgrade or a connector add-on fee.
- Luke Kitching NoneOK so on the commitment: one year minimum, price locked, can't exit?
- Owen Tallis NoneThat's the deal. One-year term from go-live. Month one, if you're not using it, that's a conversation with Daniel. But you're not escaping the year.
- Gemma Yates NoneRight. And so when's the invoice due?
- Tom Ashdown NoneImplementation upfront before we kick off. The first annual invoice on day one of the contract.
- Luke Kitching NoneSo implementation upfront is non-refundable if we change our minds in week one?
- Owen Tallis NoneThat's right. Implementation is a service, Callie's on it, costs are locked. That's why the one-year term protects both sides.
- Natasha Pryor NoneOK, so assuming we're comfortable with that, what's the next step?
- Tom Ashdown NoneWe'll send an order form for signature. Legal review if you need it. Once that's signed, we kick off.
- Owen Tallis NoneWho signs on your side?
- Luke Kitching NoneThat'd be me, probably with a sign-off from finance.
- Tom Ashdown NoneLeave that with me. I'll get the form over by tomorrow. Cheers, all.