Quaystead Marine Services / BB-Demo – Negotiation
Callcompleted
Quaystead Marine Services: documents · 2024-11-21 09:45
Negotiation call where Quaystead accepted £25,500 but wanted breathing room before its busy season. Owen Tallis offered a January implementation start with the subscription billed from the live date. The customer agreed.
What was said
What this says
Current to 11 Oct 26Negotiation call where Quaystead accepted £25,500 but wanted breathing room before its busy season. Owen Tallis offered a January implementation start with the subscription billed from the live date. The customer agreed.
What happened: Elliot Lomax said £25,500 was workable but asked for six weeks instead of four. Owen Tallis reframed it as signing now, starting in January and billing from go-live.
Customer view: Asif Nuttall said the January start was better. Elliot did not want to pay until the system was live, and Luke Oakes agreed the plan sounded good.
Commercial: Tom Ashdown said annual terms are paid in full upfront on the live date, and left those details for nearer go-live. The order form is to be revised to reflect the January timeline.
Watch: The call does not show an executed order form. The subscription start and first invoice now depend on the live date, which depends on a January kick-off.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the revised order form reflecting the January start the following week.
- Hannah, named on the call as the implementation contact, to contact Luke Oakes in January to kick off implementation.
Risks
Current to 9 Oct 26- The order form was not yet signed on the call, so the deal depends on the revised order form being sent and signed.
- Billing now starts only on the live date, so any slip in the January kick-off delays the first invoice.
- Annual upfront payment on the live date was left to be discussed later, and Elliot Lomax may expect different terms.
Opportunities
Current to 9 Oct 26- A clean January implementation gives a live brain before the customer's busy season and a firm subscription start.
Transcript
Owen Tallis NoneHi Asif, Luke, thanks for your time. Tom's brought me in because I think there's a way we can structure this that works better for both sides.
Asif Nuttall NoneOkay, good. We've got some questions about the proposal.- Owen Tallis NoneHappy to help. What's the sticking point?
Elliot Lomax NoneWell, the total investment is there, £25,500 is workable. But we're a bit concerned about the four-week implementation timeline. We've got a busy period coming, and we'd prefer a bit more breathing room. Can you extend that to six weeks?
Tom Ashdown NoneSo the four weeks is from order form signed to live. That's pretty standard. Let me check with Hannah, but I think the constraint is usually on getting credentials from your side. How quickly can you turn those around?
Luke Oakes NoneWe can move quickly on that. Maybe the issue is we want to give ourselves a few weeks after go-live to embed it before the busy season hits.- Owen Tallis NoneRight, so what if we flip this: you sign now, we get to it in January, and that gives you six weeks to bed it in before things get hectic. Would that work?
- Asif Nuttall NoneYeah, that'd be better actually.
- Owen Tallis NoneBrilliant. So we'd adjust the order form to say implementation starts in January. Does that mean you need a different start date for the subscription, or do you want to start paying from when you sign?
- Elliot Lomax NoneI'd prefer not to start paying until the system is live.
- Owen Tallis NoneOkay. So you'd sign now, we'd start work in January, and your subscription would kick in on the live date. That means you get your invoicing once you're actually using the system.
- Elliot Lomax NoneThat works for us.
- Asif Nuttall NoneAny other moving parts?
- Owen Tallis NoneNo, that's the main one. So to close the loop: you sign the order form as it is, we'll add a note about January start, and then in January Hannah gets in touch to kick off the implementation properly.
- Tom Ashdown NoneAnd once you're live, you're on annual terms. That's the standard, you pay for the full year upfront on the live date. But we can discuss those details once we're closer to go-live.
- Luke Oakes NoneOkay, that sounds good.
- Owen Tallis NonePerfect. So Tom will get you a revised order form next week, reflecting the January timeline. You'll sign that, and we'll be all set.
- Asif Nuttall NoneCheers, Owen. That's helpful.
- Owen Tallis NoneThanks, Asif. Let's get this across the line.