Lindqvarn Retail / BB-Demo – Negotiation
Callcompleted
Lindqvarn Retail: documents · 2025-04-23 11:15
Owen Tallis joined to settle terms for the £129k Enterprise deal. Mats Eklund said the figure is above plan and asked for a reduction. Owen offered first-term flexibility only. Signature target is 23 May 2025.
What was said
What this says
Current to 11 Oct 26Owen Tallis joined to settle terms for the £129k Enterprise deal. Mats Eklund said the figure is above plan and asked for a reduction. Owen offered first-term flexibility only. Signature target is 23 May 2025.
What happened: Owen held the total, citing the fixed implementation fee, and offered first-term flexibility only. He said no discount would carry into year two.
Customer view: Mats said the figure is more than the plan assumed and asked for revised numbers in writing. He signs and will reply within a week. Karin said the security review went well.
Commercial: Annika Lund asked for quarterly invoicing, which Owen could not yet promise. Karin asked for the connectors to be named in the order form, which carries a go-live commitment.
Watch: price is the open issue, and the customer expects the year-two position in writing.
Themes
Current to 9 Oct 26Theme
Price negotiation, order form
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown and Owen Tallis send revised numbers and the order form draft by the end of the week.
- Mats Eklund replies on the terms within a week of receiving them.
- Annika Lund sends the contracting entity and supplier details to Tom.
Risks
Current to 9 Oct 26- The CFO says the total is above plan and wants it reduced, so price could stall signature.
- A first-term concession ends at renewal, so year two is a visible step up that Mats has already asked about.
Opportunities
Current to 9 Oct 26- Security review is complete and Mats confirmed he signs, with Karin sponsoring internally.
- Quarterly invoicing on request could ease the payables team's preference for smaller payments.
Transcript
Tom Ashdown NoneMorning, everyone. Mats, Karin, Annika, welcome. This is Owen, who runs sales at BB-Demo, he's joining so we can settle terms in one go.
Owen Tallis NoneMorning. Pleasure to meet you. Can I start with where we stand against the date? We have Friday 23 May 2025 for signature. Is that still right for you?
Mats Eklund NoneGood morning. I have the agenda. Terms, invoicing, signature. The date is possible if the terms are acceptable.
Karin Sjöberg NoneGood morning all. The security review went well, and the teams are ready. We just need to close the commercial side.
Annika Lund NoneGood morning. I am in payables, so I am here to understand how you will invoice and what you need from us.- Owen Tallis NoneGood, that's helpful. Mats, let me be direct, where do you want to land? You've seen the total of £129k, implementation included.
- Mats Eklund NoneI have seen it. It is more than the plan assumed. I would like you to reduce the total.
- Owen Tallis NoneUnderstood. Here's my position. The scope hasn't changed, and the implementation is a fixed fee, so I'd prefer to hold the total. Where I can help is the first term, there's some flexibility there, and only the first term. I won't have a discount that carries into year two. Let's not discount twice.
- Mats Eklund NoneAnd next year? If there is a concession now, what does the second year look like?
- Owen Tallis NoneFair. The first-term concession ends at renewal, and the second year is the subscription at the contracted rate on the order form. It'll be written down in the order form so there are no surprises. Tom has already sent you both years.
- Mats Eklund NoneI have them. I have compared them with the budget. Send me the revised numbers first, with the first-term position on paper. I do not agree a price on a call.
- Tom Ashdown NoneThat's fine, and that's how we'd rather do it. Owen and I will put it in writing today, with the figure and the wording.
- Owen Tallis NoneMats, one thing from my side. Who signs?
- Mats Eklund NoneI sign. Karin will sponsor internally.
- Owen Tallis NoneGood. Then what's the next dated step? If you get the numbers by the end of this week, can you give us a yes or a no on the terms in a week or so?
- Mats Eklund NoneYes. I can respond within a week.
- Annika Lund NoneMay I ask about invoicing? How is it billed, and when?
- Tom Ashdown NoneGood one. The subscription is annual, in advance, and the implementation is a one-off fee. Payment terms are thirty days. All invoices are in pounds sterling, which I know matters for you.
- Annika Lund NonePounds, yes, we will manage. Is quarterly possible? We prefer smaller payments.
- Owen Tallis NoneQuarterly is available on request, yes. I'd want to confirm how it sits with the first-term position before I promise it, so give me until the numbers go out. I'll make sure it's in the draft one way or the other.
- Mats Eklund NoneGood. Annika, please work with Tom on the supplier details.
- Annika Lund NoneYes. I will send what you need to Tom. Which entity should be on the order form? I will confirm and send it in writing.
- Tom Ashdown NonePerfect, that's all I need. I'll send the order form draft with the revised numbers by the end of the week. Karin, anything from your side?
- Karin Sjöberg NoneOnly that I would like the connectors we discussed to be named in the order form, so that our teams know what is promised. Let us make it clear for everyone.
- Owen Tallis NoneYes, we do that. Connectors in the order form carry a go-live commitment, so Tom will list them and Hannah can check the wording before it goes out.
- Karin Sjöberg NoneThank you, that is helpful.
- Owen Tallis NoneSo, to close. Revised numbers and the order form draft from us by the end of the week. Mats replies within a week. Annika sends the entity and supplier details. Signature target is Friday 23 May 2025. Have I missed anything?
- Mats Eklund NoneNo. That is complete.
- Tom Ashdown NoneBrilliant. Thanks all, cheers. Speak soon.
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