Marlstone Legal / B-Brain – 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. B-Brain 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. B-Brain 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
B-Brain
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.