Brannock Medical Supplies / BB-Demo – Negotiation
Callcompleted
Brannock Medical Supplies: documents · 2024-03-26 12:00
Negotiation call on a first-term price of fifty-three thousand eight hundred pounds, implementation included. Finance Director Andrew Pickering called the principle acceptable subject to reading the order form, and aims to sign ahead of 2024-04-12.
What was said
What this says
Current to 11 Oct 26Negotiation call on a first-term price of fifty-three thousand eight hundred pounds, implementation included. Finance Director Andrew Pickering called the principle acceptable subject to reading the order form, and aims to sign ahead of 2024-04-12.
What happened: Owen Tallis held the first-term price with no second round of discount. Andrew Pickering, who signs as finance director, accepted the principle subject to reading the order form.
Customer view: Andrew wants the renewal position in writing and will not agree a future price rise on a call. Helen Varley wants the implementation not to slip.
Commercial: Owen confirmed discounts apply to the first term only and that renewal is priced on the list in force then. Quarterly billing was raised by Paula Rennie and Andrew has not yet decided.
Watch: Signature depends on Andrew's review in the week after the order form arrives. Helen will not call it done until it is signed.
Themes
Current to 9 Oct 26Theme
First-term price and signature
Importance
renewal
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman sends the order form by the end of the week with the split, named contacts and payment options.
- Owen Tallis confirms in the order form that quarterly billing does not change the contract value.
- Andrew Pickering reviews the order form in the week after receipt and reverts with comments.
Risks
Current to 9 Oct 26- Andrew Pickering wants the renewal price position in writing and will not accept a future rise on a call.
- Signature depends on his review of the order form, with an aim to sign ahead of 2024-04-12.
- Quarterly billing is still undecided and Andrew will consider it.
Opportunities
Current to 9 Oct 26- A clear order form stating the first term and renewal basis can close the deal on the planned date.
- Marcus Bell is named as customer success manager, which supports adoption and later renewal.
Transcript
Priya Raman NoneHello, everyone. Andrew, Helen, welcome. I've got Owen Tallis with me today, our VP Sales, as I mentioned.
Owen Tallis NoneHello. Good to meet you both. Priya, where does the deal stand against the date?- Priya Raman NoneWe're working to Friday 12 April 2024 for signature. The proposal went over a couple of weeks ago, and this call is to settle terms, with Paula here for the payment side.
Andrew Pickering NoneThank you. May I first ask Mr Tallis to confirm his role, and what authority he has on the terms?- Owen Tallis NoneOf course, Andrew. I lead the account executives, and I sign off commercial terms, including any exceptions. So if something needs a decision, I can make it or tell you plainly that I can't.
- Andrew Pickering NoneI appreciate the directness. Then, to the point. The figure in the proposal was fifty-three thousand eight hundred pounds, implementation included. I have considered it in the round and I would like to understand where there is room.
- Owen Tallis NoneStraight answer. The fifty-three thousand eight hundred is where we landed already. It's the all-in figure for the first term, implementation included. There isn't a second round of discount behind it, and I'd rather say that than leave you hoping.
- Andrew Pickering NoneI see. And is that reduction a feature of the first term only?
- Owen Tallis NoneYes. Discounts apply to the first term only. At renewal the subscription is priced on the list in force then. Let's not discount twice. But I'd also say you'll see that clearly stated in the order form.
- Andrew Pickering NoneThat is candid, and I appreciate it. I would, however, like that in writing, particularly the position at renewal. I am not in a position to agree a future price rise on a call.
- Owen Tallis NoneYou won't be asked to. The order form states the first term. What follows at renewal is set by the price list at that point, and you'll be told ahead of time, with notice.
Helen Varley NoneCan I just add, from operations? Whatever we agree, I want the implementation not to slip. If the contract is signed on the date, the account managers should be seeing trust data soon after.- Priya Raman NoneAgreed, Helen. Once it's signed, we start straight away, and the implementation consultant will contact Sunita for access. To keep momentum, we'd want the access ready before kickoff.
- Andrew Pickering NoneMight I raise the question of the account manager? I have said before that I have seen suppliers change their people. Priya, you have been our contact. Will you be?
- Priya Raman NoneThrough signature and the start, yes. Then Marcus Bell, as your customer success manager, owns adoption and the quarterly reviews. It's in the order form.
- Owen Tallis NoneAnd I'm a name above Priya if anything needs escalating. Who signs on your side, Andrew?
- Andrew Pickering NoneI will sign, as the finance director. I would take it to our board only if the terms changed materially.
Paula Rennie NoneHello, can I come in? It's Paula from accounts payable. I need to understand how the invoices will arrive, because we'll process them and I don't want it to land in the wrong queue.- Owen Tallis NoneHello, Paula. The implementation is a fixed fee and invoiced on its own. The subscription is invoiced annually in advance, unless you ask for quarterly, which we can do on request. Terms are thirty days.
- Paula Rennie NoneQuarterly would suit us better for cash flow, but I'll let Andrew decide. And will each invoice carry a purchase order number, if we send one?
- Priya Raman NoneYes, we'll quote whatever reference you give us on each invoice. Just send it with the signed order form.
- Andrew Pickering NoneQuarterly billing. That is a point I would wish to consider. Would that alter the total?
- Owen Tallis NoneIt doesn't change the contract value, only the timing. I'll confirm in the order form so there's no doubt.
- Andrew Pickering NoneThen I think I can say the principle is acceptable, subject to reading the document. Priya, you will send the order form?
- Priya Raman NoneBy the end of the week, with the first term, the split between implementation and subscription, the named contacts and the payment options all set out.
- Owen Tallis NoneAnd what's the next dated step on your side, Andrew? So I can hold the date.
- Andrew Pickering NoneI will review it in the week after receipt and revert with comments. If it is acceptable, I would aim to sign ahead of Friday 12 April 2024.
- Helen Varley NoneGood. I'll tell the account managers it's on track, but I won't say it's done until it's signed.
- Priya Raman NoneBrilliant. Thank you all. Owen, anything to add?
- Owen Tallis NoneNo. Thanks, all. Speak soon.
- Andrew Pickering NoneKind regards to you all.
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