Vantrell Software / B-Brain – Negotiation
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Vantrell Software: documents · 2024-06-10 12:00
Vantrell's CFO challenged the Starter implementation fee. B-Brain held it and offered a two-year term at a lower subscription with an extra connector in year two. Hugh Firth said it works, and an order form was to follow.
What was said
What this says
Current to 11 Oct 26Vantrell's CFO challenged the Starter implementation fee. B-Brain held it and offered a two-year term at a lower subscription with an extra connector in year two. Hugh Firth said it works, and an order form was to follow.
What happened: Asif Jagger asked whether the six thousand implementation fee could come down. Tom Ashdown held it as fixed, and Owen Tallis offered a two-year commitment instead.
Commercial: Two years at seventeen five per year, against list at nineteen five for one year, saving about four thousand over the term. Discounts are first term only, so the price rises at renewal. An extra connector in year two was added to close.
Customer view: Finance led the questions and Hugh Firth said the package works for them. Bryony Gilchrist asked for a couple of days to review the order form.
Watch: The evidence does not show the order form being signed. The year two connector is a commitment B-Brain must honour in the executed paper.
Themes
Current to 9 Oct 26Who was there
B-Brain
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the two-year order form with the year two connector to Asif Jagger and Bryony Gilchrist.
- Tom Ashdown to touch base early the following week to close signature.
Risks
Current to 9 Oct 26- The two-year discount is first term only, so the price steps up at renewal and the CFO may see that as a rise.
- The free year two connector is a verbal concession that must appear in the order form.
Opportunities
Current to 9 Oct 26- A two-year Starter commitment secures the subscription for longer than the usual annual term.
- The extra connector in year two shows the customer expects to deepen use of the brain.