Fairhallow Travel / BB-Demo – Negotiation
Callcompleted
Fairhallow Travel: documents · 2024-11-26 10:30
Simon Ashworth, the COO and signatory, tested value and price on the Growth proposal: forty seats against a dozen users, a £51,600 deal total and a monthly view. He wants quarterly billing and will review at renewal.
What was said
What this says
Current to 11 Oct 26Simon Ashworth, the COO and signatory, tested value and price on the Growth proposal: forty seats against a dozen users, a £51,600 deal total and a monthly view. He wants quarterly billing and will review at renewal.
What happened: Tom Ashdown and Owen Tallis took Simon through the proposal in a negotiation call. Simon is sceptical of the internal enthusiasm and challenged who would use it.
Customer view: He framed the plan as paying for forty and using a dozen. Owen answered that the tier is for several teams and the extra seats are headroom.
Commercial: Owen quoted a deal total of £51,600 including the one-off implementation and promised a version separating it from the subscription. Simon asked for a monthly view and preferred quarterly billing; any discount is first term only.
Watch: Simon said they would review at renewal, so the value case must be built from real usage. Signature depends on his legal team reviewing the order form.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Owen Tallis to send the order form today, with implementation and subscription separated and a monthly view.
- Tom Ashdown to turn round any legal questions quickly.
- Confirm the quarterly billing terms in writing.
Risks
Current to 9 Oct 26- Simon sees forty seats against a dozen starting users as paying for unused capacity.
- He said they will review at renewal, so renewal pricing will be judged on real usage.
- Signature depends on his legal review of the order form.
Opportunities
Current to 9 Oct 26- The use case spans bookings, tickets and reviews, which supports the Growth tier across several teams.
- Quarterly billing was welcomed and could help close the deal.
Transcript
Simon Ashworth NoneHow long is this going to take?
Tom Ashdown NoneMorning, Simon. Thirty minutes should do it. I've got Owen Tallis with me, our VP of Sales.
Owen Tallis NoneMorning, Simon. Thanks for making the time. Where does this stand for you against the thirteenth? I'd like to know what's left.- Simon Ashworth NoneI've read the proposal. Becky's been enthusiastic, which I take with a pinch of salt. Who's using it?
- Tom Ashdown NoneFair question. To start, Becky's account management team, and Leanne in operations as the admin. Tariq, one of the account managers, tried it on the demo and liked it. It then widens to the people handling service tickets.
- Simon Ashworth NoneHow many of them?
- Tom Ashdown NoneA dozen or so at the start, I think Becky said. The plan has room for forty.
- Simon Ashworth NoneSo we're paying for forty and using a dozen.
- Owen Tallis NoneYou're paying for the tier that covers several teams, and the forty is headroom. If you only ever use a dozen, I'd tell you to take the smaller plan. But the use case you described to Tom is bookings, tickets and reviews together, and that crosses teams.
- Simon Ashworth NoneWhat's it costing us per month?
- Owen Tallis NoneThe deal total is £51,600. That includes the one-off implementation. So it's not a monthly figure, and it's not a yearly one either. I'll send a version that separates the implementation from the subscription, so your finance team can see both.
- Simon Ashworth NoneDo that. Monthly, I want to see it monthly.
- Owen Tallis NoneUnderstood. And billing can be quarterly if that helps your cash flow. I'd want to confirm the terms in writing.
- Simon Ashworth NoneQuarterly is better. Is there any movement on the price?
- Owen Tallis NoneA little, on the first term only. I'd rather not go through it twice, Simon. If we talk about a discount today, then it's the discount, and the renewal is at the standard price.
- Simon Ashworth NoneWe'll review at renewal.
- Owen Tallis NoneOf course. That's the right way to look at it. You'll have a year of real usage to judge it on.
- Simon Ashworth NoneHow long before it works?
- Tom Ashdown NoneImplementation is about eight weeks for this tier. Our consultant connects the sources, and your people see the first pages before the end of that. I'd rather not promise a day, but I'll put the plan in the order form.
- Simon Ashworth NoneAnd if it doesn't?
- Owen Tallis NoneThe connectors in the order form carry a commitment to be live within a set number of days. It's in the contract, not just in an email.
- Simon Ashworth NoneGood. That's what I wanted to hear.
- Simon Ashworth NoneWhat do you need from me?
- Owen Tallis NoneWho signs? Is that you?
- Simon Ashworth NoneIt's me. I'll want legal to look at it. Send me the order form, with the monthly view, and I'll see what they say.
- Owen Tallis NoneWe'll send both today. What's the next dated step? If the order form lands this week, can we aim to have your legal review done in time for the thirteenth?
- Simon Ashworth NoneIf it's clean, yes.
- Tom Ashdown NoneIt's our standard paper, so it should be. And if they have questions, send them to me and I'll turn them round quickly.
- Simon Ashworth NoneFine. Send it over.
- Owen Tallis NoneThanks, Simon. Speak soon.