Silverbeck Energy Services / BB-Demo – Negotiation
Callcompleted
Silverbeck Energy Services: documents · 2025-10-24 15:00
Kevin Kershaw agreed to move forward on Starter after Owen Tallis offered a first-year subscription discount and eight weeks to go live. An order form was to be sent the same day; signature is not shown.
What was said
What this says
Current to 11 Oct 26Kevin Kershaw agreed to move forward on Starter after Owen Tallis offered a first-year subscription discount and eight weeks to go live. An order form was to be sent the same day; signature is not shown.
What happened: on 24 Oct 2025 Owen Tallis joined Lewis Kerr to close. Implementation stayed fixed at £6,000, and Owen offered a first-year discount on the £19,500 subscription.
Customer view: Kevin asked to push go-live from four weeks to eight because Silverbeck is tight on resource. Megan Ibbotson asked how extra users would work.
Commercial: the discount amount was never stated on the call, and it applies to year one only before renewing at the standard rate. Extra users would be priced separately or folded into the renewal.
Watch: the call shows the order form being sent, not signed.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Owen Tallis to confirm the order form was sent and track its signature.
- Lewis Kerr to record the eight-week go-live and the first-year discount in the order form terms.
Risks
Current to 9 Oct 26- The discount applies to the first year only, so the first renewal will show a price step.
- The customer is short of resource, which could slow onboarding and early adoption.
- The evidence does not show the order form being signed, so the deal is not yet contracted.
Opportunities
Current to 9 Oct 26- Megan Ibbotson asked about adding users later, which points to a possible add-on or a renewal upgrade.
Transcript
Lewis Kerr NoneRight, everyone. Thanks for making time. I've got Owen, our VP Sales, on the call. Kevin, we spoke about you potentially moving forward.
Kevin Kershaw NoneYeah, Kirsty and I have discussed it and we think this could work. But I've got a couple of questions on price.
Owen Tallis NoneOkay. What's on your mind?- Kevin Kershaw NoneThe implementation fee, is that fixed at six thousand, or is that negotiable?
- Owen Tallis NoneThat's fixed for Starter. But I'll tell you what I can do. I can move on the subscription side and offer you a discount for the first year.
Megan Ibbotson NoneWhat sort of discount?- Owen Tallis NoneWe could bring the subscription down from nineteen thousand five hundred to something that makes sense. First year only. It renews at the standard rate next year.
- Kevin Kershaw NoneRight, so implementation stays at six thousand, but the subscription is discounted first year?
- Lewis Kerr NoneYes. And we'd co-term that to your renewal date.
Kirsty Ingham NoneAnd the timeline? When would we go live?- Lewis Kerr NoneFour weeks from signature, we'd have you live. That's Laura's standard timeline.
- Kevin Kershaw NoneCould we push that back a bit? We're tight on resource right now.
- Lewis Kerr NoneHow far out would you want to go?
- Kevin Kershaw NoneMaybe eight weeks?
- Owen Tallis NoneWe can do that. Eight weeks from signature.
- Megan Ibbotson NoneAnd if we wanted to add users later, how would that work?
- Lewis Kerr NoneWe'd price that separately, either as an add-on during the year, or we can roll it into the renewal conversation.
- Kevin Kershaw NoneOkay. I think we can make this work. Let's move forward.
- Owen Tallis NoneBrilliant. I'll send you an order form today. Just to confirm, eight weeks from signature, discount on the first-year subscription, everything else standard Starter terms.
- Kevin Kershaw NoneYes.
- Lewis Kerr NonePerfect. You should have that order form within the hour. Cheers, everyone.