Tallowfield Health Partners / BB-Demo – Negotiation
Callcompleted
Tallowfield Health Partners: documents · 2026-05-18 14:15
Alyssa Jenkins, President, likes the product but finds £28,000 a year a lot to commit to. She asked for quarterly billing and a year one concession, and needs a value case for her board. Owen Tallis promised an updated proposal by Thursday.
What was said
What this says
Current to 11 Oct 26Alyssa Jenkins, President, likes the product but finds £28,000 a year a lot to commit to. She asked for quarterly billing and a year one concession, and needs a value case for her board. Owen Tallis promised an updated proposal by Thursday.
What happened: On 18 May 2026 Alyssa Jenkins, President, negotiated with Jordan Pike and Owen Tallis. She asked for quarterly billing and room on the annual cost.
Customer view: She likes the product but finds £28,000 a year a lot to commit to. She has no target number and needs a value case for her board.
Commercial: Owen offered quarterly billing at £28,000 a year and said he would look at a year one concession for a full-year commitment. He held the annual term as fixed.
Watch: The board meets next Friday and the proposal is due Thursday. The evidence does not show a signed order form or the size of any concession.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Owen Tallis sends the updated proposal to Alyssa Jenkins by Thursday.
- Jordan Pike and Owen build a short value case Alyssa can show her board.
- Keep any year one concession within the first-term discount limit of 20%.
Risks
Current to 9 Oct 26- The price objection could stall signature if the board does not see a value case.
- The June start depends on signing by next Friday, so a slipped board date moves go-live.
Opportunities
Current to 9 Oct 26- Quarterly billing at £28,000 a year may remove the upfront objection without cutting the price.
- A full-year commitment with a modest year one concession could close the deal for a June start.
Transcript
Jordan Pike NoneAlyssa, thanks for making time. Owen wanted to jump in to help us sort out any final questions before you sign.
Owen Tallis NoneMorning, Alyssa. What's the sticking point? Still on 28000?
Alyssa Jenkins NoneWe like the product. But I want to explore quarterly billing and see if there's any room on the annual cost.- Owen Tallis NoneRight. So quarterly billing is definitely possible, 28000 a year, you pay each quarter. What are you thinking on cost?
- Alyssa Jenkins None28000 annual is a lot to commit to upfront, even in quarters. Is there any flexibility if we agree to the full year?
- Owen Tallis NoneThe term is annual and that's fixed. But I'm open to talking about the price. What would make this work for you?
- Alyssa Jenkins NoneI don't have a specific number in mind. I need to take this to my board, and they'll want me to show the value case. What if we could lock in a better rate for year one?
- Owen Tallis NoneI can certainly look at a concession on year one if you lock in the full year. Let me go back to my team, run the numbers, and come back to you. What's your timeline?
- Alyssa Jenkins NoneI need to present to the board next Friday. Can you get something to me by Thursday?
- Jordan Pike NoneWe'll make that happen. And if you do want to move on this, can we target a June start?
- Alyssa Jenkins NoneYes, June works. Four weeks from signature to go-live?
- Jordan Pike NoneThat's right. If you sign by next Friday, we'll get you live in June.
- Alyssa Jenkins NonePerfect. Get me the updated proposal and I'll put it in front of the board.
- Owen Tallis NoneI'll send it by Thursday. Cheers, Alyssa.