Fosdyke Packaging / B-Brain – Negotiation
Callcompleted
Fosdyke Packaging: documents · 2025-10-15 09:30
Fosdyke wanted to proceed on Starter but found the all-in quote above budget. B-Brain 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. B-Brain 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
B-Brain
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.