Auerhain Industrietechnik / BB-Demo – Negotiation
Callcompleted
Auerhain Industrietechnik: documents · 2026-03-31 11:45
Auerhain asked for a six-month term or an exit option and was refused: the MSA is annual. Jonas Lehmann then confirmed Growth at £59,500 for a year, eight weeks to live, and Markus Krause asked for the contract to sign.
What was said
What this says
Current to 11 Oct 26Auerhain asked for a six-month term or an exit option and was refused: the MSA is annual. Jonas Lehmann then confirmed Growth at £59,500 for a year, eight weeks to live, and Markus Krause asked for the contract to sign.
What happened: Jonas and Markus Krause asked for six months, then an exit option, to test the value first. Owen Tallis and Lewis Kerr held to an annual term with no exit clause and no movement on price.
Customer view: Markus said they wanted a feel for the value before committing a full year. Jonas settled on Growth at £59,500, annual, eight weeks to live.
Commercial: Markus asked for the contract and Owen said he would send it the same day. The call does not show a signature.
Watch: The customer accepted the year but is explicitly judging value. The first renewal will be a real decision, not a formality.
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 contract the same day.
- Lewis Kerr to chase signature this week to hold the mid-May go-live target.
Risks
Current to 9 Oct 26- Customer wants to prove value before committing, so the first renewal is at risk if value is not visible.
- No exit clause was conceded, which may leave lingering reluctance.
Opportunities
Current to 9 Oct 26- Quarterly QBRs under Growth give regular chances to show value before renewal.
Transcript
Lewis Kerr NoneJonas, Lena, Markus, good morning. Thanks for the time. Owen wanted to jump on to help us sort through the final details before you sign.
Owen Tallis NoneMorning all. Where are we at? Still on the 59500 proposal?
Jonas Lehmann NoneWe're interested, but Markus and I want to talk about the term. You've got us locked in for a year, is there any flexibility there?- Owen Tallis NoneWhat were you thinking?
Markus Krause NoneSix months. We'd like to get a feel for the value before committing a full year.- Owen Tallis NoneI understand that. The thing is we've got to commit your seat count and your connectors for a year. Six months and the economics don't work for us.
- Jonas Lehmann NoneWhat if we offered to extend, with an option to exit if we're not seeing the value?
- Lewis Kerr NoneThat's not how our MSA works. The contract is annual. No exit clause.
Lena Becker NoneIs there anything we can do to make it less risky for you?- Owen Tallis NoneYou commit to the year, you see what the value is, and you renew at the end of it. If you're not happy, you don't renew. But I need the year locked in.
- Markus Krause NoneAnd we don't have any flexibility on the 59500?
- Owen Tallis NoneThat's the price for Growth, all-in, implementation included. If you want to go with something smaller, we could talk. But that's the Growth price.
- Jonas Lehmann NoneNo, Growth is what we need. So we're at 59500, annual, eight weeks to live. Can we do that?
- Lewis Kerr NoneYes. If you can sign this week, we'll target mid-May go-live.
- Markus Krause NoneLet's do it. Send us the contract and we'll get it signed.
- Owen Tallis NoneI'll send it today. Cheers, all.