Cairnlea Homes / BB-Demo – Negotiation
Callcompleted
Cairnlea Homes: documents · 2025-02-10 14:15
Cairnlea's finance and procurement said the Growth subscription was above budget. Owen Tallis offered up to twenty per cent off year one only, and Neil Metcalfe said they were happy to move forward once an order form arrived.
What was said
What this says
Current to 11 Oct 26Cairnlea's finance and procurement said the Growth subscription was above budget. Owen Tallis offered up to twenty per cent off year one only, and Neil Metcalfe said they were happy to move forward once an order form arrived.
What happened: Luke Kershaw said the annual subscription was a bit high. Faye Metcalfe said the budget was tighter than the Growth price. Owen Tallis offered up to twenty per cent on year one, with year two at full list price.
Customer view: Neil Metcalfe said the discount structure worked better for them and that they were happy to move forward. Luke asked when the order form would arrive.
Commercial: Owen promised a new order form that day with the discounted year-one rate and a note that year two renews at standard list price. Tom Ashdown said implementation would start eight weeks from signature once the order form and MSA were signed.
Watch: Price was the objection, and the discount ends after year one. The renewal conversation will meet the full list price, so the value case needs building during the first term. The call does not show that anything was signed.
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 discounted year-one order form to Luke Kershaw and Faye Metcalfe.
- Tom Ashdown to start the eight-week Growth implementation once the order form and MSA are signed.
Risks
Current to 9 Oct 26- The year-one discount ends at renewal, so year two lands at full list price against a budget the customer called tight.
- Nothing in the call shows the order form or MSA was signed.
Opportunities
Current to 9 Oct 26- A strong first-year value case could support a renewal at standard Growth list price.
Transcript
Tom Ashdown NoneLuke, Faye, Neil, cheers for the time. Owen's here to talk through the commercial side.
Owen Tallis NoneHi, all. I understand there's been some discussion about the pricing. Where are we?
Luke Kershaw NoneThe proposal looks good overall, but the annual subscription is a bit high for us. We were hoping for something closer to the lower end.- Owen Tallis NoneOK. The Growth tier includes eight connectors, the dashboard builder, and quarterly business reviews. What's the gap between what we've quoted and what you had in mind?
Faye Metcalfe NoneWe've looked at your pricing list. We understand the annual for Growth. Our budget is tighter than that.- Owen Tallis NoneWhat if I offered a first-year discount? That brings the annual down, and year two you renew at standard rates. That way you get to prove the value and make a case for year two in your budget cycle.
- Luke Kershaw NoneWhat kind of discount are we talking about?
- Owen Tallis NoneI can offer up to twenty per cent on the first year. That brings the annual well under budget for year one. Year two you renew at full list price, unless the value case is strong enough to negotiate further.
Neil Metcalfe NoneThat works better for us. So year one is discounted, year two we renew at standard?- Owen Tallis NoneExactly. And the implementation fee stays the same, that doesn't move. But the annual subscription gets the discount for year one only.
- Faye Metcalfe NoneAnd the order form reflects that?
- Owen Tallis NoneYep. I'll draft a new order form with the discounted year-one rate and a note that year two renews at the standard list price at that time.
- Luke Kershaw NoneAnd when can you get that to us?
- Owen Tallis NoneToday. I'll have it over before close of business.
- Tom Ashdown NoneOnce you've signed the order form and MSA, we'll get the implementation started. Eight weeks from signature.
- Neil Metcalfe NoneThat's great. I think we're happy to move forward.
- Owen Tallis NoneBrilliant. I'll send that order form over now. Cheers, all.