Penvarra Digital / BB-Demo – Negotiation
Callcompleted
Penvarra Digital: documents · 2023-11-17 13:30
Penvarra's managing director liked the product but pushed on price against alternatives. Owen Tallis offered about fifteen per cent off year one for a two-year commitment, with year two at standard list. An updated proposal was promised.
What was said
What this says
Current to 11 Oct 26Penvarra's managing director liked the product but pushed on price against alternatives. Owen Tallis offered about fifteen per cent off year one for a two-year commitment, with year two at standard list. An updated proposal was promised.
What happened: Negotiation call on 17 Nov 2023 with Fiona Ingham and Toby Lister. Fiona said the price was above what they hoped and named a target of twenty-two or twenty-three.
Commercial: Owen offered about fifteen per cent off the annual for year one if they commit to two years. Implementation stays at £6,000, charged once in year one, and year two renews at the standard list price.
Customer view: Fiona said they had looked at alternatives and that BB-Demo was at the high end. Toby proposed the two-year structure himself.
Watch: The discount is first-term only, so the year two step to list is the renewal conversation to prepare. The call does not show a signature or a final proposal, and Fiona only committed to review and come back.
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 updated proposal with the two-year terms, as promised on the call.
- Tom Ashdown to confirm the four-week implementation timeline from signature.
Risks
Current to 9 Oct 26- Fiona said BB-Demo is at the high end against alternatives, so price could still lose the deal.
- Year two renews at standard list price after a first-year discount, which sets up a step up at renewal.
Opportunities
Current to 9 Oct 26- A two-year Starter commitment with implementation fixed at £6,000 and a December go-live that fits their budget cycle.
Transcript
Tom Ashdown NoneFiona, Toby, thanks for making time. Owen's here to talk through the terms.
Owen Tallis NoneHi, both. I assume you've looked at the proposal. Thoughts?
Fiona Ingham NoneWe like the product. The pricing is a bit higher than we were hoping. Can you come down?- Owen Tallis NoneWhat were you thinking?
- Fiona Ingham NoneWe've looked at alternatives. You're at the high end. We'd need to be closer to twenty-two or twenty-three to make the business case.
- Owen Tallis NoneOK. The Starter is twenty-two on the annual, plus six for implementation. That's the list. But I hear you on budget. Let me see what I can do.
Toby Lister NoneWhat if we did a two-year deal? Does that help?- Owen Tallis NoneCould do. Two years gives us certainty. I can offer a discount on year one if you commit to two years. That gets you closer to your number.
- Fiona Ingham NoneHow close?
- Owen Tallis NoneI can bring the annual down by about fifteen per cent for year one. That's lower than your target, actually. Year two you renew at the standard list price.
- Fiona Ingham NoneAnd the implementation?
- Owen Tallis NoneImplementation stays the same. Six thousand, fixed. It's the annual subscription that gets the discount.
- Toby Lister NoneSo year one is the discounted rate, year two is full price, both years have implementation at six?
- Owen Tallis NoneNo, implementation is a one-time fee in year one. Year two is just the renewal rate, no implementation charge.
- Fiona Ingham NoneGot it. Send me the updated proposal with those terms.
- Owen Tallis NoneWill do, end of day. And timeline, when would you want to start if this works?
- Fiona Ingham NoneDecember go-live would be good. That works for our budget cycle.
- Tom Ashdown NoneFour weeks from signature. If you sign by mid-November, you're definitely live by end of December.
- Fiona Ingham NoneAlright. We'll review the proposal and get back to you with a decision.
- Owen Tallis NonePerfect. I'll get that over now. Cheers, both.