Brannock Medical Supplies / BB-Demo – Proposal
Callcompleted
Brannock Medical Supplies: documents · 2024-03-14 16:45
Helen Varley wants to go ahead on the Growth proposal. Andrew Pickering, the Finance Director, would not agree on the call and wants renewal terms and review cadence written into the order form before 12 Apr 2024.
What was said
What this says
Current to 11 Oct 26Helen Varley wants to go ahead on the Growth proposal. Andrew Pickering, the Finance Director, would not agree on the call and wants renewal terms and review cadence written into the order form before 12 Apr 2024.
What happened: Priya Raman presented the Growth scope, the whole-deal price including the fixed implementation fee, and the plan after signing. The call was held on 14 Mar 2024.
Customer view: Helen said the demo answered what she needed and she wants to go ahead. Andrew said he could not agree today and wants everything in writing.
Commercial: Andrew was not satisfied by being told that list price changes would be discussed at renewal time. Priya committed that the order form would be explicit about renewal terms and the review cadence.
Watch: Andrew said silence is not reluctance, so Priya must chase. The evidence does not show whether the order form was signed.
Themes
Current to 9 Oct 26Theme
Growth proposal, renewal terms
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman to send the proposal and a draft order form the day after the call, with renewal terms and review cadence explicit.
- Priya Raman to introduce Marcus Bell before signing and hold a short follow-up call early the next month.
Risks
Current to 9 Oct 26- Andrew Pickering did not agree on the call and will review with advisers, which puts the 12 Apr 2024 signature date under pressure.
- Renewal pricing was left open, and he wants it explicit in the order form.
Opportunities
Current to 9 Oct 26- Helen Varley, the commercial sponsor, wants to go ahead and has headroom in the Growth limits for extra users or connectors later.
Transcript
Priya Raman NoneAfternoon, both. Can you hear me alright? Helen, Andrew, lovely. Let me do a quick recap so we're all in the same place. We've had discovery, we've had the demo, and today is the proposal. The date we've been working to is 12 Apr 2024 for signature, so I'd like to keep momentum.
Helen Varley NoneAfternoon, Priya. Agenda from me, three points. What's in it, what it costs in the round, and what happens after signing. Andrew, over to you for the middle one.
Andrew Pickering NoneGood afternoon. Thank you, Helen. Priya, I trust you're still the person I should speak to? I do ask each time, you'll forgive me.- Priya Raman NoneStill me, Andrew, until signature. After that, our customer success manager, Marcus Bell, looks after you day to day, and I'd introduce him properly before we sign.
- Andrew Pickering NoneThank you. Marcus Bell, then. I'll make a note of it.
- Priya Raman NoneSo, scope first. It's the Growth tier: several teams, forty users, eight connectors, pages, chat and search, and the dashboards builder, plus quarterly reviews. The connectors you've said you want are the CRM, the helpdesk, the order system and the renewal data. That fits comfortably.
- Helen Varley NoneForty users is plenty. Key-account managers, a few of us in commercial operations. What's driving the eight connectors, though? Do we need all of them?
- Priya Raman NoneNo, it's the limit, not a requirement. You'd use four or five to begin, with headroom. And if you outgrow it, there are add-ons for extra users and connectors, so you don't have to jump a tier.
- Andrew Pickering NoneI'd like to come to the price. I should say at the outset that I don't agree prices on a call. I'd like to understand it, and then have it in writing.
- Priya Raman NoneOf course. So the total for the deal is fifty-three thousand eight hundred. That is the whole value of the deal, including the one-off implementation fee. It's not the annual subscription on its own, and I want to be clear about that, because the order form will split the two out.
- Andrew Pickering NoneI see. So the fifty-three thousand eight hundred covers the first year's subscription and the implementation together.
- Priya Raman NoneExactly that. And the implementation is a fixed fee, so there's no meter running on that part.
- Andrew Pickering NoneFixed fee is welcome. What happens in the second year? In the round, I need to know what I'm signing up to, because I can benchmark a number but I can't benchmark a surprise.
- Priya Raman NoneFair question. The subscription renews annually, and our customer success manager gives you notice ahead of the renewal, about ninety days, so there's a proper conversation. The terms that apply will be set out in the order form. If our list prices have changed by then, that will be discussed openly at that point.
- Andrew Pickering NoneI'm afraid that isn't quite enough for me. I'd like the renewal position in writing, within the order form, so that it can be seen without anyone's recollection of a call.
- Priya Raman NoneHappy to make this easy: I'll take it to our team and make sure the order form is explicit about the renewal terms, and that you have it before the signing date.
- Helen Varley NoneCan I ask about the part I care about? After signing, how long before my key-account managers have the trusts in front of them? I'll take that to the account managers, and they'll ask me.
- Priya Raman NoneThe implementation for Growth is about two months, and the connectors you've named carry a commitment to be live within a set number of days in the order form. A consultant runs it with your CRM administrator. We'll agree the plan, the credentials and the owners at kickoff.
- Helen Varley NoneAnd the risk that it sits there unused? Honest question.
- Priya Raman NoneThe best protection is exactly what you're doing: a named owner and a use you care about from day one. Then the quarterly reviews look at who is asking questions and where the value is. If it's not being used, we'd tell you.
- Andrew Pickering NoneThat is reassuring, if it's honoured. I would like the review cadence in the document as well.
- Priya Raman NoneIt's part of Growth, so it will be there.
- Andrew Pickering NoneThen let me say plainly where I am. I'm not in a position to agree today. I'll want the order form and the proposal in writing, and I'd like a few days to look at it with our own advisers. Please don't read silence as reluctance, I simply do not chase.
- Priya Raman NoneUnderstood, and respected. I'll chase, that's my job. I'll send the proposal and a draft order form tomorrow, so that you have the best part of a month before 12 Apr 2024.
- Helen Varley NoneGood. For the record, from the commercial side, I want to go ahead. The demo answered what I needed.
- Priya Raman NoneThat's great to hear, Helen. Right, so next steps: proposal and draft order form from me tomorrow, Andrew reviews, we have a short call early next month to pick up any changes, and then signature. Anything I've missed?
- Andrew Pickering NoneNothing at all. Thank you both. Kind regards.
- Helen Varley NoneThanks, Priya. Speak soon.
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