Brannigan Wolfe / BB-Demo – Negotiation
Callcompleted
Brannigan Wolfe: documents · 2026-05-05 15:45
Justin Simmons, the signer, questioned sixty-two thousand for year one. Owen Tallis offered a fifty-fifty payment split and a week-six demo. Justin asked for the order form and committed to nothing yet.
What was said
What this says
Current to 11 Oct 26Justin Simmons, the signer, questioned sixty-two thousand for year one. Owen Tallis offered a fifty-fifty payment split and a week-six demo. Justin asked for the order form and committed to nothing yet.
What happened: Justin Simmons joined Danielle Butler, Jordan Pike and Owen Tallis on 5 May 2026. He challenged what problem the brain solves and called the price a lot for an eight-week experiment.
Customer view: Danielle said the manual effort was what they had underestimated. Justin was not persuaded that freed time becomes higher-value work, but said the payment structure helps.
Commercial: Owen held price and duration as locked and offered fifty percent upfront, fifty percent at go-live, plus a week-six demo. Justin said he will sign and asked for the order form, with a reply by end of week.
Watch: no commitment was given on the call. The ten to fifteen hours a week figure is BB-Demo's estimate, not the customer's.
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 order form with the fifty-fifty split and week-six demo checkpoint the same day.
- Justin Simmons to review and reply by end of week; BB-Demo to follow up early the next week if silent.
Risks
Current to 9 Oct 26- Justin Simmons questions the value of the Growth plan at sixty-two thousand and has not committed.
- The order form is unsigned, so the proposal is still an open item and the payment split is a concession to hold.
Opportunities
Current to 9 Oct 26- Danielle Butler backs the purchase and said they can move if the payment terms work.
- Connector add-ons or a bundle were raised, which could grow the account after go-live.
Transcript
Jordan Pike NoneJustin, Danielle, thanks for making time. Owen's here from our side too. We wanted to talk through any concerns before you sign.
Justin Simmons NoneYeah, thanks for jumping on. Look, Danielle's been impressed, but we need to understand the investment here.
Owen Tallis NoneAbsolutely. What's the main concern?- Justin Simmons NoneSixty-two thousand in year one, for what, honestly? I want to know what problem this solves that you're not solving today.
- Jordan Pike NoneFair question. Right now, your revenue ops team spends hours every week pulling data from Salesforce, joining it to call notes, hunting for emails. They're doing that manually across three systems. The brain consolidates that, one search, everything you need. You're saving maybe ten to fifteen hours a week, just in ops.
Danielle Butler NoneThat's actually what we underestimated. When we walked through the demo, I realised we were doing a lot of this by hand.- Owen Tallis NoneAnd at your revenue scale, that's probably worth a lot in salary time a year.
- Justin Simmons NoneYeah, but you're assuming they're sitting idle without the brain. They're going to be doing something else.
- Jordan Pike NoneTrue. But that something else is probably lower-value. With the brain, they move to strategy: deal analytics, pipeline health, forecasting. That's what a VP revenue ops should be doing, right?
- Justin Simmons NoneOkay. Is there any flexibility on the number? Sixty-two feels like a lot for an eight-week experiment.
- Owen Tallis NoneHere's what I can do. We'd run an internal demo with your team at week six of implementation. You'd see working dashboards and search. If you hate it, you've seen enough to make a call. If you're into it, you're locked in because you're close anyway. And on payment, I can do fifty percent upfront, fifty percent at go-live.
- Justin Simmons NoneThat actually helps. And year two, does that renew automatically?
- Jordan Pike NoneNo. Thirty days before the end of year one, we'll reach out about renewal. You can renew, upgrade, downgrade or churn, it's your call. Nothing renews unless you sign again.
- Justin Simmons NoneOkay. Who's the point of contact on the ground, who am I checking in with?
- Jordan Pike NoneDuring implementation, I'm here and Hannah, our solutions engineer, is running the connectors. Once you go live, I'll stick with you as the account person.
- Danielle Butler NoneI have a question on the connectors. If we add more connectors later, what's the cost?
- Jordan Pike NoneWe can discuss a bundle if you know you're going to add more, but they're add-ons at a rate we'd work out together.
- Justin Simmons NoneAlright. So if we move forward, and I'm not committing yet, what's the next step?
- Owen Tallis NoneWe send you the order form with the fifty-fifty payment split and the week-six demo checkpoint. You review, sign, send it back. We kick off implementation the same week.
- Justin Simmons NoneAnd if I want to make changes to the terms?
- Owen Tallis NoneLet me know what you're thinking and we'll see what we can do. But the price and the duration, those are locked. Anything else, I'm open.
- Danielle Butler NoneI think we can move on this if the payment terms work for you, Justin.
- Justin Simmons NoneOkay. Get me the order form. I'll review and get back to you by end of week.
- Owen Tallis NonePerfect. I'll send that today. Who signs on your side?
- Justin Simmons NoneI will.
- Owen Tallis NoneGreat. I'll get it over to you and we'll follow up early next week if we don't hear. Sound good?
- Justin Simmons NoneSounds good. Thanks, guys.
- Jordan Pike NoneThanks, Justin, Danielle. Speak soon.
- Owen Tallis NoneCheers.