Clonvara Insurance Services / BB-Demo – Negotiation
Callcompleted
Clonvara Insurance Services: documents · 2026-03-31 11:15
Clonvara's COO, legal manager and finance head reviewed the revised add-on order form at £2,836 excluding VAT. Price flexibility was declined as discounts apply to a first term only. Signing is pencilled for 7 Apr 2026 once the corrected document is confirmed.
What was said
What this says
Current to 11 Oct 26Clonvara's COO, legal manager and finance head reviewed the revised add-on order form at £2,836 excluding VAT. Price flexibility was declined as discounts apply to a first term only. Signing is pencilled for 7 Apr 2026 once the corrected document is confirmed.
What happened: Lewis Kerr and Owen Tallis took Brendan Moran, Shane Keane and Gráinne Lynch through the revised order form. Shane asked that the add-on co-terms with the main subscription, renewing on 1 Nov 2026, and that the go-live commitment is written down.
Commercial: Gráinne confirmed a single invoice at £2,836 excluding VAT is fine, with a purchase reference. Brendan asked for flexibility on price given grown usage, and Owen declined because discounts apply to a first term only.
Customer view: Brendan accepted the principle and called the amount modest. He is content with the structure but will not sign drafts and wants the corrected document first.
Watch: The add-on is not signed on this call. The 7 Apr 2026 date depends on Shane confirming the corrected wording, and the go-live remedy must be put in writing by the account team.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send the corrected order form with Shane's wording and the term sentence on the call day.
- Shane Keane to review by the end of the week, then Brendan Moran signs.
- Gráinne Lynch to send the purchase reference so Lewis can add it to the invoice.
Risks
Current to 9 Oct 26- The add-on is unsigned and the pencilled 7 Apr 2026 date depends on Shane Keane confirming the corrected wording.
- The go-live miss remedy is only agreed as a written commitment under the existing agreement, so it must be documented.
Opportunities
Current to 9 Oct 26- Aligning the add-on to the 1 Nov 2026 renewal ties it to the main contract and supports the renewal conversation.
- Brendan Moran accepted the add-on structure and the usage case, which signals appetite for further extension.
Transcript
Lewis Kerr NoneMorning, everyone. Can everyone hear me? Brilliant. I've brought Owen along, he's our VP Sales, as there are a couple of commercial points where a senior name helps.
Owen Tallis NoneMorning all. Thanks for the time. Brendan, Shane, Gráinne, good to meet you properly. Lewis tells me we're close, so where does the deal stand against the date?
Brendan Moran NoneGood morning. Before we start, to confirm the documents: we have the revised order form received yesterday, is that correct? I would like to be sure we are all on the same version.- Lewis Kerr NoneCorrect. The revised one, with the co-terming sentence you asked for. Anything earlier is superseded.
Shane Keane NoneGood morning. I've read it. I have two points of wording and one query. The first is the term: I want to be sure the add-on ends at the same date as the main subscription and doesn't renew on its own.- Lewis Kerr NoneThat's the intention. It's co-termed to your renewal on 1 Nov 2026, so it ends with the main contract and renews with it, or not, as one. I'll tighten the sentence so there's no ambiguity.
- Shane Keane NoneThank you. The second is the commitment on the go-live. The order form says the source will be live within a number of days, which is good, but I'd like to know what happens if it isn't.
- Owen Tallis NoneFair. The commitment is in the document. If we miss it, we work it out with you under the existing agreement, and I'll make sure the account team put it in writing. I'd rather not invent a new remedy on a call.
- Shane Keane NoneThat's honest, and acceptable, as long as it's written down.
Gráinne Lynch NoneFrom finance, can I ask about the invoice? Is the figure £2,836 plus VAT, and is it a single invoice or spread?- Lewis Kerr None£2,836, excluding VAT, and that's the full value of this deal. It's a single invoice on our standard thirty-day terms. If you'd prefer it to land alongside something else, tell me, and I'll see what I can do.
- Gráinne Lynch NoneA single invoice is fine. I'd just want the purchase reference on it.
- Lewis Kerr NoneIf you send me the reference, I'll make sure it's on there.
- Brendan Moran NoneNow, I should raise value for money. Given that usage has grown, we would expect a sensible position on price for the add-on. Is there any flexibility?
- Owen Tallis NoneI'll be straight with you, Brendan. Discounts apply to a first term only, and you're already into a term where that was settled. Let's not discount twice. What I can do is make sure the figure is the figure, with nothing added later, and that it's aligned to your renewal so you're not paying for a part-year on its own.
- Brendan Moran NoneI understand the principle. And it is, to be fair, a modest amount.
- Lewis Kerr NoneIt is. And I'd add that the usage supports it, which is why I put it forward. I'd not push something you didn't need.
- Brendan Moran NoneQuite. From a compliance point of view I am content with the structure. I would still like to see the corrected document before it is signed. I do not sign drafts.
- Lewis Kerr NoneOf course. I'll send the corrected order form today, with Shane's wording and the term sentence, and flag clearly it's the final version. You then sign when you're ready. The date we've pencilled is 7 Apr 2026, but there's no rush.
- Owen Tallis NoneWhat's the next dated step, so we all leave with one? Shane reviews by the end of this week?
- Shane Keane NoneYes, I can do that, if it arrives today.
- Brendan Moran NoneThen I will sign once Shane has confirmed. That keeps the seventh achievable.
- Owen Tallis NoneGood. Who signs on the Clonvara side, Brendan, you?
- Brendan Moran NoneMyself, yes.
- Lewis Kerr NonePerfect. I'll send that over today. Thank you, all.
- Gráinne Lynch NoneThanks, Lewis, Owen. I'll send the reference this afternoon.
- Owen Tallis NoneThanks, all. Speak soon.