Kilcarra Medical / BB-Demo – Negotiation
Callcompleted
Kilcarra Medical: documents · 2026-10-05 08:45
On 5 Oct 2026 Kilcarra Medical's CFO asked for flexibility on cost. Matteo Ricci offered fifty percent off the Starter subscription for three months. Conor Fitzgerald said it would work for the board and will take it there.
What was said
What this says
Current to 11 Oct 26On 5 Oct 2026 Kilcarra Medical's CFO asked for flexibility on cost. Matteo Ricci offered fifty percent off the Starter subscription for three months. Conor Fitzgerald said it would work for the board and will take it there.
What happened: Matteo Ricci said the total could not be reduced significantly and offered the first three months of the subscription at fifty percent. Conor Fitzgerald said that number would work if taken back to the board.
Customer view: Conor was keen to move forward but needed something lower to present. Roisin Clarke asked how long the offer held and agreed to send the implementation checklist to her IT team.
Commercial: The discount is first-term only, and Matteo told Conor that year two is at the full rate. The order form holds for ten days, after which the discount expires and a re-quote is needed.
Watch: The evidence does not show a signed order form. Board sign-off is still open.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Matteo Ricci to send the updated order form with the discount spelled out.
- Roisin Clarke to circulate the implementation checklist to her IT team.
- Conor Fitzgerald to take the order form to the board and return it signed.
Risks
Current to 9 Oct 26- Board approval is still pending and the order form expires after ten days.
- The discount is first-term only, so year two renewal at the full rate could prompt a value question.
Opportunities
Current to 9 Oct 26- A Starter implementation and subscription can close if the board approves, with go-live targeted for mid-November.
- A signed Starter order form starts the implementation of four connectors.
Transcript
Matteo Ricci NoneGood morning, Conor, Roisin. Owen Tallis from our sales team is here as well. I wanted to make sure we address any final questions before you sign. Where are we, Conor?
Conor Fitzgerald NoneWe're keen to move forward, but the finance team has asked if there's any flexibility on the cost. It's not that we don't want to do it, but we need to be able to present something to the board.
Owen Tallis NoneWhat kind of movement would help you internally?- Conor Fitzgerald NoneIdeally something lower would make the approval easier.
- Matteo Ricci NoneI understand. And I would rather you heard it from me than found out later: we can't reduce the total significantly. The implementation is a fixed cost, and the Starter subscription is set. What I can do is offer the first three months at fifty percent of the subscription fee. That's the furthest I can go.
- Conor Fitzgerald NoneSo that's a discount on the first three months and then full price?
- Matteo Ricci NoneThat's right. A first-term discount only. When you renew at year two, you'd pay the full rate.
- Owen Tallis NoneAnd Conor, that's a genuine discount we don't usually offer. It'll help you get the board's buy-in and we're confident you'll see value in the first few months anyway.
Roisin Clarke NoneLet me ask: would that number work if you took it back to the board?- Conor Fitzgerald NoneYes, I think it would. Let me confirm though: that's still four weeks of implementation, full support, the four connectors?
- Matteo Ricci NoneEverything the same. The only change is a three-month discount on the subscription portion.
- Conor Fitzgerald NoneOkay. What do I need to do next?
- Matteo Ricci NoneI'll send you an updated order form within the hour with the discount spelled out. You review, get your board sign-off, and then send it back signed.
- Roisin Clarke NoneHow long do we have to come back to you?
- Matteo Ricci NoneThe order form holds for ten days. After that, the discount expires and we'd have to re-quote.
- Owen Tallis NoneAnd once you sign, we get implementation underway within a week. So you'd be live by mid-November if you sign this week.
- Conor Fitzgerald NoneAll right. I think that works. Let me take it to the board and come back to you.
- Matteo Ricci NoneExcellent. I'll email the order form now with a summary of the terms. Roisin, could you make sure your IT team has the implementation checklist?
- Roisin Clarke NoneYes, I'll send that round.
- Matteo Ricci NonePerfect. And Conor, if the board has any other questions, please ring me. I'm here to make sure you're confident in the decision.
- Conor Fitzgerald NoneWill do. Thanks, Matteo.