Marlstone Legal / BB-Demo – Negotiation
Callcompleted
Marlstone Legal: documents · 2025-02-24 11:45
Negotiation call on 24 Feb 2025 with Marlstone Legal's chief executive and finance manager. They pressed on price and renewal. BB-Demo offered up to 20% off the first-term subscription, ending at renewal. Order form to follow.
What was said
What this says
Current to 11 Oct 26Negotiation call on 24 Feb 2025 with Marlstone Legal's chief executive and finance manager. They pressed on price and renewal. BB-Demo offered up to 20% off the first-term subscription, ending at renewal. Order form to follow.
What happened: Tom Ashdown and Owen Tallis walked Emma Croft and Toby Mellor through the proposal on 24 Feb 2025. Toby asked for room on the total deal, and Owen offered a discount of up to 20% on the year-one subscription, with implementation fixed.
Customer view: Toby asked about renewal terms and Emma restated the position back: discount in year one, full price from year two. The customer understood that the discount is first-term only.
Commercial: The deal is Growth, which includes forty users and eight connectors. Toby said the team is thirty people and may grow, so an extra-users add-on is possible later.
Watch: The step to full list price at the first renewal was raised twice, so the value case needs building from the first review. The call gives a mid-February signing target that predates the call; the evidence does not show the signing date.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Owen Tallis to send the order form and MSA, as he said he would on the call.
- Tom Ashdown to follow up with Emma Croft and Toby Mellor the following week.
Risks
Current to 9 Oct 26- The first-term discount ends at renewal, so the customer faces a step to full list price from year two.
- Finance raised renewal terms twice, which suggests price sensitivity at the first renewal.
Opportunities
Current to 9 Oct 26- User numbers may outgrow the forty included on Growth, which would open an extra-users add-on.
Transcript
Tom Ashdown NoneHi Emma, Toby, thanks for joining. Owen is here from our sales side. We're going to walk through the proposal and sort out any questions you've got on pricing and terms.
Emma Croft NoneHi Tom, Owen. Toby's got some finance questions we want to run through.
Toby Mellor NoneYeah. So we've looked at the proposal. The total deal is fifty-one thousand six hundred, is there any room to negotiate on that?
Owen Tallis NoneGood question. The implementation piece is fixed: that covers eight weeks, connectors, training, the lot. But we can look at a discount on the subscription for year one. Up to twenty percent.- Toby Mellor NoneRight. So with a twenty percent discount, what does that look like?
- Owen Tallis NoneLet me be straight with you. First term you'd get a twenty percent discount. After that, full price kicks in at renewal. But we always review usage and talk about value.
- Emma Croft NoneAnd after the trial period, we're locked in for a year?
- Tom Ashdown NoneThat's right. Thirty days to change your mind. After that, yes, you're committed to the year.
- Toby Mellor NoneOkay. And the renewal terms? What happens at the end of the first year?
- Owen Tallis NoneThe discount ends. You'd pay the full list price from year two onwards. But we always review usage and talk about value. If you're using it well and want to discuss terms, we can have that conversation.
- Emma Croft NoneFair enough. What about support, what does that look like on Growth?
- Tom Ashdown NoneQuarterly QBRs, that's four times a year we sit down and talk about how you're getting value. You get a named point of contact. And if something goes wrong, we respond within an hour.
- Toby Mellor NoneIs there any flexibility around the number of users or integrations? We said thirty people, but that might grow.
- Tom Ashdown NoneGrowth includes forty users and eight connectors. You've got headroom there. If you go beyond forty, we'd look at an add-on for extra users. No drama.
- Emma Croft NoneOkay. So we've got the discount for year one and full price from year two. How do we proceed?
- Owen Tallis NoneI'll send you an order form with those terms. You sign it, we kick off implementation. Everything invoiced separately but clearly laid out.
- Toby Mellor NoneWhen would we need to sign by?
- Tom Ashdown NoneNo huge rush, but we were hoping to get you live mid-March if we can. So we'd need the signed order by mid-February, probably.
- Emma Croft NoneThat's doable. Send the order form and we'll have a look.
- Owen Tallis NoneI'll get that out today. You'll see the breakdown of what's happening where, and the MSA, that's our standard terms. Any questions, just holler.
- Toby Mellor NoneThanks, Owen. We'll get this looked at.
- Tom Ashdown NoneGreat. I'll follow up with you next week. Cheers.