Ivelbridge Software / BB-Demo – Proposal
Callcompleted
Ivelbridge Software: documents · 2026-09-28 13:00
Ivelbridge's Head of Operations and CFO asked for a lower first-year Growth annual price and email and call connectors bundled in. Lewis Kerr agreed in principle and will confirm figures in an amended proposal.
What was said
What this says
Current to 11 Oct 26Ivelbridge's Head of Operations and CFO asked for a lower first-year Growth annual price and email and call connectors bundled in. Lewis Kerr agreed in principle and will confirm figures in an amended proposal.
What happened: Lewis Kerr walked Toby Carswell and Toby Eccles through scope and pricing on the 28 Sep 2026 proposal call. Both customer participants said the connectors and timeline made sense.
Customer view: Toby Eccles, the CFO, said they would move quickly at the right annual price. Toby Carswell asked for email and calls connectors and said they would want to start the following week if the economics worked.
Commercial: Lewis offered a better first-year annual price and five connectors all-in, with renewal at list from year two. No figure was stated on the call.
Watch: The evidence does not show the discount level. First-term discounts are capped at 20%, and Growth already includes up to eight connectors.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send the amended proposal with exact first-year annual price, implementation and connector terms.
Risks
Current to 9 Oct 26- Price and connectors were conceded in principle before any figure was agreed, so the amended proposal must stay within the 20% first-term discount cap.
- Extra connectors were described as add-ons although Growth includes up to eight, which could confuse the final terms.
Opportunities
Current to 9 Oct 26- Both the CFO and the Head of Operations signalled readiness to sign soon if the numbers land.
- Email and calls connectors deepen the footprint beyond support tickets from the start.
Transcript
Lewis Kerr NoneHi Toby, Toby, thanks for reviewing the proposal. I wanted to walk you through scope and pricing, and see where you're at.
Toby Eccles NoneYeah, we've had a look. The connectors and timeline make sense. Talk us through the pricing.- Lewis Kerr NoneSure. So Growth tier subscription at the annual rate. Implementation is separate and fixed: that covers the two-month build, all the connector work, data validation, and training day. First-year total is the subscription plus the implementation. Year two onwards, you're just on the subscription at the list price.
Toby Carswell NoneAnd what kind of margin are we looking at? Is there room to move on the first-year price?- Lewis Kerr NoneThere's always a conversation. What would it take to move the needle for you?
- Toby Eccles NoneIf you could get to a certain annual price, we'd be ready to move quickly. What's your best position?
- Lewis Kerr NoneI can look at first-term discounts. Let me ask, what ballpark would move you?
- Toby Carswell NoneIf the annual comes down, yeah. And we'd want the fifth connector included: we mentioned support tickets as one, but we'd like email and calls as two more. Are those included or add-ons?
- Lewis Kerr NoneThose are add-ons normally. But if we can land on pricing, I can include them in the deal.
- Toby Eccles NoneOkay. So what's your position if we want to move?
- Lewis Kerr NoneLet me be clear on what you're after: you want Growth annual down, and the extra connectors bundled in, and you're ready to sign soon?
- Toby Carswell NoneYeah. If the economics work, we'd want to start next week.
- Lewis Kerr NoneAlright, I can move on the annual. The implementation and the base tier are fixed. But I can improve the first-year annual price and add the connectors. Let's say total deal is the Growth annual, the implementation, and five connectors all-in. Does that kind of shape work for you to move?
- Toby Eccles NoneIf the numbers land, yeah. What ballpark are we in?
- Lewis Kerr NoneI'll confirm exact figures in an amended proposal. But the structure is Growth annual plus implementation plus connectors for year one, and you renew at the list from year two. Does that framework work?
- Toby Carswell NoneYeah, that works.