Marlstone Legal / BB-Demo – Proposal
Callcompleted
Marlstone Legal: documents · 2025-02-10 13:45
Elliot Kirkby called the Growth proposal reasonable and probed discount room, year-two pricing and the user limit. He needs Emma and finance to agree and will report back by next Friday.
What was said
What this says
Current to 11 Oct 26Elliot Kirkby called the Growth proposal reasonable and probed discount room, year-two pricing and the user limit. He needs Emma and finance to agree and will report back by next Friday.
What happened: Tom Ashdown walked Elliot Kirkby through the proposal total of 51,600, made up of 12k implementation and 44k annual at Growth list price. Elliot asked whether there was room on price.
Customer view: Elliot said the proposal looks reasonable. He pressed on year-two cost and was told the first-term rate holds on renewal.
Commercial: Tom floated a grand to a grand and a half off implementation but said he would check with Owen. Note that Tom described later increases as modest, which sits against the v2 uplift at first renewal.
Watch: Elliot must bring in Emma and finance. Tom aimed for mid-March sign-off and go-live by end of May.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to confirm with Owen how much implementation discount is available.
- Elliot Kirkby to report back by next Friday on which way they are leaning.
Risks
Current to 9 Oct 26- Finance and Emma have not yet agreed, so sign-off could slip past mid-March.
- Tom's year-two price assurance may not match the v2 list move at first renewal, which could cause a dispute later.
Opportunities
Current to 9 Oct 26- Growth tier with 40 included users, with extra users available at a per-user cost.
- A small implementation concession could close the deal.
Transcript
Tom Ashdown NoneHi Elliot, just wanted to touch base on the proposal you've had a chance to review. What are your thoughts?
Elliot Kirkby NoneYeah, looks reasonable. A couple of questions. The 51,600, is there wiggle room there?- Tom Ashdown NoneThat's 12k implementation plus 44k annual, that's the Growth list price. On first-year deals, we can sometimes find room on the implementation piece if the customer's committed. But the annual subscription is pretty firm.
- Elliot Kirkby NoneHow much room?
- Tom Ashdown NoneI'd have to check with my boss, Owen, he runs the sales team. But realistically, maybe a grand, a grand and a half off the implementation? I don't want to promise something I can't deliver.
- Elliot Kirkby NoneRight, fair enough. What about the ongoing? Is 44k year two the same, or does it go up?
- Tom Ashdown NoneYear one is 44k. Year two is a renewal: the price list might move, but you'd stay at what you agreed, no increase unless you upgrade tiers or add users.
- Elliot Kirkby NoneSo if we renew, we'd see the same rate?
- Tom Ashdown NoneAs your first-term rate, yeah. After that, there could be a modest increase, inflation, that sort of thing, but it won't be dramatic.
- Elliot Kirkby NoneOK. And the 40 users, is that hard limit?
- Tom Ashdown NoneIt's the included number on Growth. You can add more at a per-user cost if you need. But 40's probably plenty to start with.
- Elliot Kirkby NoneAlright. So I need to loop in Emma and the finance team, see if they're comfortable. Timeline for sign-off?
- Tom Ashdown NoneLet's aim for mid-March, that gives you a month to review, talk it through internally. Gives us eight weeks to get you live by end of May.
- Elliot Kirkby NoneSounds fair. I'll get back to you by next Friday with a sense of which way we're leaning.
- Tom Ashdown NonePerfect. If you hit any questions in the meantime, just ring me.
- Elliot Kirkby NoneWill do. Cheers, Tom.