Fosdyke Packaging / BB-Demo – Negotiation
Callcompleted
Fosdyke Packaging: documents · 2025-10-15 09:30
Fosdyke wanted to proceed on Starter but found the all-in quote above budget. BB-Demo offered a first-year discount, later payment on implementation and a shorter timeline. The customer asked for a revised quote and an order form.
What was said
What this says
Current to 11 Oct 26Fosdyke wanted to proceed on Starter but found the all-in quote above budget. BB-Demo offered a first-year discount, later payment on implementation and a shorter timeline. The customer asked for a revised quote and an order form.
What happened: On the negotiation call dated 2025-10-15, Sam Entwistle said the quote was twenty-eight thousand pounds all-in against a hoped-for twenty-two to twenty-three thousand. Beth Varley said the aim was to cut year-one cash outlay.
Terms discussed: Owen Tallis offered ten per cent off the first-year subscription, implementation due sixty days after go-live and a three-week timeline instead of four. Beth confirmed renewal would be at standard pricing.
Commercial: The discount is first term only, within the brief's limit. The renewal is the real exposure, because the customer has budget limits and will see the step up to standard pricing.
Watch: Procurement still had to be looped in. The evidence does not show whether the order form was signed.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the revised Starter quote the same day.
- Owen Tallis to prepare the order form for signature early the following week.
- Tom Ashdown to confirm Sam Entwistle as main contact for implementation.
Risks
Current to 9 Oct 26- Budget is tight, so the move to standard pricing at renewal may be resisted.
- Procurement sign-off was still outstanding, so the order form could slip.
Opportunities
Current to 9 Oct 26- A compressed three-week implementation gets the customer to value sooner and builds the case for renewal.
Transcript
Tom Ashdown NoneSam, Beth, morning. Owen's here with me as well. I think you wanted to talk through the pricing?
Sam Entwistle NoneYeah, hi. Thanks for this. So we want to move forward, but the number we've got is higher than we budgeted. We were expecting to be closer to twenty-two, twenty-three.
Owen Tallis NoneRight, what's the quote currently?- Sam Entwistle NoneTwenty-eight thousand, all-in.
- Owen Tallis NoneAnd that's Starter with implementation, two connectors included, Salesforce and your accounting system?
- Sam Entwistle NoneYeah. It is good value, we know that. But the budget is tight.
- Tom Ashdown NoneLet me ask: is it the annual subscription that's the problem, or the implementation?
Beth Varley NoneBoth, really. But if we could defer the implementation cost or spread it, that would help.- Owen Tallis NoneSo you want to reduce year-one cash outlay?
- Beth Varley NoneExactly.
- Owen Tallis NoneOkay, here's what we could do. We could offer you a discount on the first year, let's say ten per cent off the subscription, that gets you to roughly twenty-five thousand. On top of that, we could negotiate extended payment terms, so the implementation fee isn't due until, say, sixty days after you go live. That spreads the cash flow. Does that work?
- Sam Entwistle NoneThat helps. What about the implementation timeline? Do we really need all four weeks?
- Tom Ashdown NoneSo, the four weeks is for full implementation: we'd connect your systems, do testing, training the team. But, depending on how lean you want to go, we could potentially compress that if you're willing to do some of the work yourselves.
- Sam Entwistle NoneWe can handle some of that.
- Tom Ashdown NoneRight. So we could aim for three weeks instead, which also means you'd start benefiting sooner.
- Beth Varley NoneIs the discount a one-time thing, or would it apply to renewals?
- Owen Tallis NoneFirst year only. At renewal, you'd move to standard pricing.
- Beth Varley NoneOkay. So, to confirm: ten per cent off the subscription, sixty-day payment terms on implementation, three-week timeline, and then we renew at standard pricing next year?
- Owen Tallis NoneThat's right.
- Sam Entwistle NoneI think that works for us. Can you send over a revised quote with those terms?
- Tom Ashdown NoneYeah, absolutely. I'll get that to you by end of day, and then we can get an order form ready for you to sign. What's your timeline for getting that signed?
- Beth Varley NoneIdeally this week, but we'll need to loop in our procurement. Can we say early next week, definitely?
- Owen Tallis NoneEarly next week is fine. I'll get the paperwork ready, and Sam can be your main contact with us during implementation.
- Sam Entwistle NoneSounds good.
- Tom Ashdown NoneGreat. I'll send that quote through this afternoon. Cheers both.