Dunholm Precision / BB-Demo – Negotiation
Callcompleted
Dunholm Precision: documents · 2024-09-23 16:30
Negotiation call on the Growth order form. Stuart Kenyon signs but trusts his team lead rather than the paper. Open points: a line-by-line split of £51,600, a quarterly invoicing option and signing by 25 Oct 2024.
What was said
What this says
Current to 11 Oct 26Negotiation call on the Growth order form. Stuart Kenyon signs but trusts his team lead rather than the paper. Open points: a line-by-line split of £51,600, a quarterly invoicing option and signing by 25 Oct 2024.
What happened: Tom Ashdown and Owen Tallis took Phil Royston and Karen Midgley through the draft Growth order form. Owen said £51,600 is the total value of the deal, including the one-off implementation fee, and not the annual subscription alone.
Customer view: Stuart does not read long documents and signs on his team lead's word that it works. Phil asked about the fixed term and renewal pricing, and Owen said it moves to the list at renewal with any discount applying to the first term only.
Commercial: Karen asked for quarterly invoicing on the subscription and for herself as invoice contact. Owen said it changes when the money arrives, not the contract value, and asked Tom to add it to the redraft as an option.
Watch: Stuart said he never pays for what he cannot see used, and the order form must state the notice window. The evidence does not show whether the form was signed.
Themes
Current to 9 Oct 26Theme
Growth order form negotiation
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the redraft to Phil Royston and Karen Midgley the next day, with the line-by-line split and the quarterly option.
- Tom Ashdown to state the notice window in the order form and confirm Karen Midgley as invoice contact.
- Stuart Kenyon to sign once Phil Royston has approved, aiming for 25 Oct 2024.
Risks
Current to 9 Oct 26- Stuart Kenyon signs on trust in his team lead rather than the paper, so any doubt about value later could surface at renewal.
- Phil Royston will not sign off before the redraft, so the 25 Oct 2024 signing date depends on the redraft arriving promptly.
- Stuart said he never pays for what he cannot see used, so visible usage after go-live matters.
Opportunities
Current to 9 Oct 26- Offering quarterly invoicing on the subscription meets Karen Midgley's cash concern without changing the contract value.
- Showing early usage to the team lead gives Stuart the visible value he asked for ahead of the first renewal.
Transcript
Tom Ashdown NoneAfternoon, all. Can everyone hear me alright? Stuart, I think you're on mute.
Stuart Kenyon NoneAfternoon. Is that better? I've never been sure which button it is.- Tom Ashdown NonePerfect. Phil, Karen, good to see you both. Owen's in the lobby, let me let him in.
Owen Tallis NoneAfternoon, everyone. Sorry, the last call ran over. Tom, where do we stand against the date?- Tom Ashdown NoneNo drama, we're where we thought we'd be. Dunholm have seen the demo on their own data, Ruth's team are happy, and today is really about the paperwork. The date we've been working to is 25 Oct 2024.
- Owen Tallis NoneGood. What's the next dated step after today? And who signs?
- Stuart Kenyon NoneI sign. But I'll be honest, I don't read the long ones. Ruth will tell me if it's working, and she's told me it will. So what do you need from me?
- Tom Ashdown NoneNot a lot, Stuart, that's the beauty of it. Just a yes on the shape of the deal, and then Phil and Karen can pick the rest apart.
- Stuart Kenyon NoneFine. What does it save us, though? Say it in one sentence for the others.
- Tom Ashdown NoneYour people stop hopping between the order system, the quality tickets and the sales-engineer calls to answer one customer question. They ask the brain, and it's all in one place, sitting in your own Snowflake account.
- Stuart Kenyon NoneKeep it simple. Good. Over to Phil.
Phil Royston NoneThanks, Stuart. So I've got the draft order form open. Growth tier, and the figure at the bottom is £51,600. Can someone tell me exactly what that is? I don't want to mistake it for a yearly price.- Owen Tallis NoneFair question, and worth being precise. £51,600 is the total value of the deal, so it includes the one-off implementation fee. It is not the annual subscription on its own.
- Phil Royston NoneRight. So the subscription sits inside that and the setup sits inside that.
- Tom Ashdown NoneThat's it. I'll send you the split in writing, Phil. I don't want to quote it from memory and get a digit wrong.
- Phil Royston NonePlease do. Because my next question is about the subscription going forward. Is it fixed for the first term?
- Owen Tallis NoneFixed for the term in the order form, yes. At renewal it moves to whatever the list is at that point. Any discount we agree applies to the first term only. Let's not pretend otherwise, I'd rather you knew now.
- Phil Royston NoneAppreciated. Most suppliers go vague on that bit.
- Phil Royston NoneSo where does that leave us on the number? I'd hoped there might be a bit of movement given we're signing before the end of next month.
- Owen Tallis NoneThere's some room on the first term, and Tom has been working that through with you. What I can't do is stack things. If we move on the subscription, we don't also move on the implementation. Let's not discount twice.
- Phil Royston NoneUnderstood. Tom, what's currently on the draft?
- Tom Ashdown NoneThe draft you've got already reflects the first-term movement we talked about last week. £51,600 is the all-in after that. I'll confirm in the redraft that it's laid out line by line so Karen can see it.
Karen Midgley NoneThat's my cue. Hello, everyone. Karen. I'm mostly here for how this gets invoiced.- Tom Ashdown NoneHi Karen, go on.
- Karen Midgley NoneIs the whole thing invoiced up front? Cash is something Stuart and I watch quite closely this year, and I'd rather not have one big lump land on a single day.
- Owen Tallis NoneStandard is annual in advance for the subscription, with the implementation fee invoiced separately at the start. If you'd rather go quarterly on the subscription, we can do that on request. Thirty-day terms either way.
- Karen Midgley NoneQuarterly would suit us better. Does that change the number?
- Owen Tallis NoneNot the contract value, no. It changes when the money arrives. Tom, put that in the redraft as an option.
- Tom Ashdown NoneWill do. Leave that with me, Karen.
- Stuart Kenyon NoneCan I ask something dull? If we're not using it, can we stop?
- Owen Tallis NoneYou're signing for a term, Stuart, so no, not mid-term. What we do is make sure you can see it being used. That's Daniel's job once you're live. He'll sit down with Ruth and show what's been asked and by whom.
- Stuart Kenyon NoneGood. I never pay for what I can't see used.
- Phil Royston NoneThat leads into my other point. Notice period and the renewal. How far ahead do you come to us?
- Tom Ashdown NoneDaniel starts the renewal conversation ahead of the end of the term, a good while before, so there's no surprise on either side. I'll make sure the order form says what the notice window is, rather than me telling you from memory.
- Phil Royston NoneFine. And the security side? Ruth's lot will be putting customer data in.
- Owen Tallis NoneIt all runs inside your own Snowflake account, so the data doesn't move to us. That's the main thing. Anything beyond that, put your questions to Tom and we'll answer them in writing.
- Phil Royston NoneOkay. That's what I needed. I'll want the redraft before I sign anything off.
- Owen Tallis NoneTom, what's the date you can have it with Phil?
- Tom Ashdown NoneTomorrow, end of the day. I'll copy Karen on it as well.
- Karen Midgley NonePlease. And the invoice contact should be me for the finance side, not Stuart.
- Stuart Kenyon NoneThank God for that.
- Owen Tallis NoneSo to be clear, what's left is the redraft with the line-by-line split and the quarterly option, Phil's review, and Stuart's signature. Stuart, can you sign inside the window?
- Stuart Kenyon NoneIf Ruth's happy with it, and she has been, then yes. Send it to me when Phil's nodded, and keep it short.
- Tom Ashdown NoneWill keep it to a page of cover note. The order form is what it is.
- Phil Royston NoneOne more, sorry. Does signing on 25 Oct 2024 matter to you, or is it a soft date?
- Owen Tallis NoneIt's the date we've put in the plan, so we'd like to hold it. If something slips, tell Tom early, and we'll talk about it. I'd rather have a true date than a hopeful one.
- Phil Royston NoneThat's fair. We'll aim for it.
- Tom Ashdown NoneBrilliant. Anything else from anyone? Karen? Phil?
- Karen Midgley NoneNot from me. I'll look for the redraft.
- Stuart Kenyon NoneRight, that's me done then. Thanks, all.
- Owen Tallis NoneThanks, everyone. Speak soon.
- Tom Ashdown NoneCheers all. Have a good evening.
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