Ivelbridge Software / BB-Demo – Negotiation

Ivelbridge Software's CFO asked for the order form on 7 Oct 2026 after CEO sign-off. This call should set an exact first-year Growth price and correct terms so the deal can close by its expected close date of 30 Oct 2026.

Context: Nothing is executed. Contracted ARR and invoiced run rate are both £0. The open deal sits at the CRM stage proposal at £62,000, and the proposal quotes £50,000 a year from year two.

Context: The records do not show whether the corrected order form went out before the call. Lewis Kerr should confirm this with Owen Tallis beforehand.

Approach: Lead with an exact first-year figure that Owen has approved, within the 20% first-term cap. Then confirm the email and calls connectors sit within the eight that Growth includes, not as extras.

Approach: Correct the service terms out loud. The P1 first response on Growth is one business hour, not four hours. The refresh is nightly by 07:00, not always fresh.

Watch for: Further concessions asked for on the call, a procurement step through Ed Kershaw that has not come up yet, and any security questions that would need Enterprise's review support.

AI · claude-opus-5-5 · 11 Oct 2026