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Priya Raman

Delancey Haig / BB-Demo – Negotiation

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Delancey Haig: documents logo Delancey Haig: documents · 2024-06-06 09:00

Negotiation call on the Growth deal. Rupert Lasker and Desmond Oyelaran tested price, discount, payment terms and stale-data cover. Rupert said he could sign by Wednesday 19 June 2024 if the paper is clean, but made no promise.

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What was said

What this says

Current to 11 Oct 26

Negotiation call on the Growth deal. Rupert Lasker and Desmond Oyelaran tested price, discount, payment terms and stale-data cover. Rupert said he could sign by Wednesday 19 June 2024 if the paper is clean, but made no promise.

What happened: On 6 Jun 2024 Priya Raman and Owen Tallis took the CFO and Finance Manager through the £54k deal total, discount, billing and the order form.

Customer view: Rupert wants payback inside a year and fewer suppliers. Desmond asked about data location, quarterly billing and the order form listing connectors by name.

Commercial: Discount applies to the first term only and was held to Wednesday 19 June 2024. Owen was clear that Growth carries no service credit for stale data.

Watch: Rupert rejected an early upsell. The evidence does not show whether the order form was signed.

AI · claude-sonnet-5-5 · 11 Oct 2026

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Themes

Current to 9 Oct 26
Theme
Growth discount and terms
Importance
renewal
Sentiment
mixed
Voice
decision-maker
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Who was there

BB-Demo

CRMmade from

Them

CRMmade from

Follow-up

Next steps

Current to 9 Oct 26
  • Priya Raman to send the order form, master agreement and side-by-side annual and quarterly billing with the discount date.
  • Desmond Oyelaran to review and send comments, plus the two system owners' names.
  • Rupert Lasker to decide on signing by Wednesday 19 June 2024.
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Risks

Current to 9 Oct 26
  • Rupert Lasker needs payback inside a year, and Growth gives no service credit for stale data.
  • The first-term discount falls away at renewal, which he has now been told.
  • Rupert said he tends to raise the awkward question the day before signing.
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Opportunities

Current to 9 Oct 26
  • Quarterly billing was requested and can be offered in the order form to ease cash flow.
  • Desmond Oyelaran raised adding a contract recruiters team later, through add-ons or a higher tier at renewal.
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Transcript

  1. Priya Raman
    Priya Raman None
    Morning, everyone. Can you hear me alright? I can see Rupert, just waiting on Desmond.
  2. Rupert Lasker
    Rupert Lasker None
    Morning. Yes, I can hear you. Desmond is just dialling in from the finance floor.
  3. Desmond Oyelaran
    Desmond Oyelaran None
    Morning, sorry about that. The link took a moment. Can you hear me?
  4. Priya Raman
    Priya Raman None
    Loud and clear. And Owen's with us as well, you both met him on the demo.
  5. Owen Tallis
    Owen Tallis None
    Morning, Rupert, morning Desmond. Thanks for making the time. Bit grey out there this morning, isn't it.
  6. Rupert Lasker
    Rupert Lasker None
    It is. Before we start, how long is this going to take? I have another call at 09:30.
  7. Priya Raman
    Priya Raman None
    Happy to make this easy. We've got the full twenty-five minutes booked but I think we can do it in less. Let me recap where we are, and then Owen can pick up the commercial side.
  8. Rupert Lasker
    Rupert Lasker None
    Go on.
  9. Priya Raman
    Priya Raman None
    So, after the demo on your own data, you told us the client-account directors liked seeing vacancies, placements, invoices and complaints for a client all in one place. We scoped Growth for that. The proposal went across, and the number on the table is fifty-three thousand eight hundred pounds, which is the all-in figure, implementation included. What we'd like, to keep momentum, is to get the order form over the line by Wednesday 19 June 2024.
  10. Rupert Lasker
    Rupert Lasker None
    Right. And remind me of the annual cost. Is the fifty-three eight a year?
  11. Owen Tallis
    Owen Tallis None
    No, and it's worth being clear on that. The fifty-three eight is the total value of the deal. It includes the one-off implementation fee. The subscription is annual, billed in advance, and the implementation is paid once. The order form shows the two as separate lines.
  12. Rupert Lasker
    Rupert Lasker None
    So the second year is less than that.
  13. Owen Tallis
    Owen Tallis None
    The one-off doesn't recur, so yes, the second year is the subscription alone. I'd rather not quote you a split off the cuff on a call, though. Priya will put it in writing today, with both lines, so you're looking at the same thing we are.
  14. Priya Raman
    Priya Raman None
    Yes, I'll send it straight after this.
  15. Rupert Lasker
    Rupert Lasker None
    Mm. What are we actually using, though? Honestly. We're a recruitment group with thin margins. Anything we buy has to pay for itself inside a year.
  16. Owen Tallis
    Owen Tallis None
    That's a fair test, and I'd hold us to it. What you described in discovery was a director getting ready for a client call and having to ask three different people for the same picture. Which vacancies are open, what's been placed, what's been invoiced, and whether there's a complaint sitting in the helpdesk. With the brain, they ask once and get one answer. The saving is those hours, and the call where a director didn't know an invoice was disputed.
  17. Rupert Lasker
    Rupert Lasker None
    Can we do this ourselves? We've got a data person. Couldn't she build something over the CRM and the accounting system?
  18. Priya Raman
    Priya Raman None
    She could build a piece of it, and I'd be the first to say so. The part that tends to bite is keeping it alive. Every time a system changes, a connector breaks and someone has to notice. That's what you're paying us to run, inside your own Snowflake account, so it's your data and it stays with you.
  19. Rupert Lasker
    Rupert Lasker None
    Mm. I want fewer suppliers, not more.
  20. Owen Tallis
    Owen Tallis None
    Understood. It sits on top of what you already have. It's not another system for your people to key into. Nobody changes how they log a placement. The brain reads what's already there.
  21. Desmond Oyelaran
    Desmond Oyelaran None
    Can I ask about the data side? Complaints will include candidate names and client names. Where does that sit?
  22. Priya Raman
    Priya Raman None
    In your Snowflake account, Desmond. We don't take a copy away. Your security people can see exactly what's loaded and what's not, and the connectors only read what you've agreed in the order form.
  23. Rupert Lasker
    Rupert Lasker None
    Fine. Let me say what I need from this call. Is the price movable? I'll be straight with you, I'd expect it to be.
  24. Owen Tallis
    Owen Tallis None
    Straight answer back. There is some room, on the first term only. That's where we put discount, and it's the only place. At renewal you'd be on the list price for Growth at that time. I'd rather you hear that now than in a year.
  25. Rupert Lasker
    Rupert Lasker None
    Mm. So the discount comes back out.
  26. Owen Tallis
    Owen Tallis None
    It doesn't carry past the first term, no. We say that up front so nobody is surprised at renewal. Let's not discount twice.
  27. Priya Raman
    Priya Raman None
    And so we're clear, if we can get this over the line by Wednesday 19 June 2024, I can hold the first-term discount in the order form. After that date it comes off the table, and I'd write it down with that date on it.
  28. Desmond Oyelaran
    Desmond Oyelaran None
    Is the discount on the implementation as well, or only on the subscription?
  29. Owen Tallis
    Owen Tallis None
    I'd rather confirm that in the wording than guess on a call. Priya will show you both lines with the discount against each. What I won't do is change the structure. It's a fixed-fee implementation and an annual subscription.
  30. Rupert Lasker
    Rupert Lasker None
    Alright. I'll want a number, in writing, not a feeling.
  31. Priya Raman
    Priya Raman None
    You'll have it today. Number, lines, and the date it holds until.
  32. Rupert Lasker
    Rupert Lasker None
    Second question. How long does it take? From signature to my directors actually using it.
  33. Priya Raman
    Priya Raman None
    Eight weeks for the implementation on Growth. Our delivery team do the connectors first, then the pages and dashboards your directors will actually look at.
  34. Rupert Lasker
    Rupert Lasker None
    Is that a firm eight weeks, or does it slip when we're slow giving you access?
  35. Owen Tallis
    Owen Tallis None
    Honest answer, it depends on you as much as us. The connectors named in the order form carry a live-within commitment, so that's on us. But if the keys to a source system are sitting with someone on holiday, that clock is yours.
  36. Desmond Oyelaran
    Desmond Oyelaran None
    That would be me for the accounting system, and a colleague in IT for the CRM. We can name owners up front.
  37. Priya Raman
    Priya Raman None
    That's exactly the thing. If you can give us those two names, we'll put them straight on the kickoff list.
  38. Rupert Lasker
    Rupert Lasker None
    Who runs it on our side? I don't want this sitting in finance.
  39. Desmond Oyelaran
    Desmond Oyelaran None
    No, the directors are the users. Day to day I'd want someone in operations as the admin. Not me. I'd rather be the one asking it questions about invoices.
  40. Owen Tallis
    Owen Tallis None
    That's the right instinct. I'd start with two admins, not one. Then if one person moves on, you're not left with nobody who can change a connector or add a user.
  41. Rupert Lasker
    Rupert Lasker None
    We lose people. It's recruitment. People move.
  42. Priya Raman
    Priya Raman None
    Everyone does. It's one of the reasons we ask for two.
  43. Rupert Lasker
    Rupert Lasker None
    Hm. Fine.
  44. Desmond Oyelaran
    Desmond Oyelaran None
    Can we go through payment? How is it invoiced, and when?
  45. Owen Tallis
    Owen Tallis None
    Subscription is annual, in advance. Quarterly if you ask for it. Terms are thirty days from the invoice date. The implementation is a fixed fee, invoiced as its own line, and the order form says when.
  46. Rupert Lasker
    Rupert Lasker None
    I never pay early, so thirty days is thirty days.
  47. Owen Tallis
    Owen Tallis None
    Noted. And we'd prefer on time to early, to be fair to you.
  48. Desmond Oyelaran
    Desmond Oyelaran None
    Quarterly would suit us better for cash. Does that change anything else in the order form?
  49. Owen Tallis
    Owen Tallis None
    It's available on request and I'd have it written into the order form so there's no ambiguity. I won't make up terms on a call. Priya, can you put both versions side by side so Desmond can compare?
  50. Priya Raman
    Priya Raman None
    Will do. Annual in advance, and quarterly, side by side, with the discount and the date.
  51. Desmond Oyelaran
    Desmond Oyelaran None
    Thank you. And our solicitors will want the master agreement and the order form together. Can you send both?
  52. Priya Raman
    Priya Raman None
    Both, today. The order form sits under the master agreement, so they'll read them as a pair.
  53. Rupert Lasker
    Rupert Lasker None
    How many users is this for? I don't want to pay for seats nobody sits in.
  54. Owen Tallis
    Owen Tallis None
    Growth includes forty users and eight connectors. For your client-account directors and a handful of operations people that's comfortable. If you outgrow it there are add-ons for more users, but I wouldn't buy headroom you don't need.
  55. Rupert Lasker
    Rupert Lasker None
    Good. Say it again, the forty. Is that everyone who logs in?
  56. Owen Tallis
    Owen Tallis None
    Yes, named people who can sign in. It's a soft limit, so a few over won't stop anyone, but we'd have a conversation about it.
  57. Rupert Lasker
    Rupert Lasker None
    Right. And what happens if the data is stale? Say a connector stops and a director gets an old answer in front of a client. What do we get?
  58. Owen Tallis
    Owen Tallis None
    Two different things, and it's worth separating them. Availability is whether the brain is up. On Growth there's a credit if we miss that. Freshness is whether last night's refresh landed. That's a commitment we make, the refresh completes by seven in the morning on business days, but the service credit for it sits on Enterprise, not Growth.
  59. Rupert Lasker
    Rupert Lasker None
    So I'm not covered for stale data.
  60. Owen Tallis
    Owen Tallis None
    Not by a credit, no. I'd rather be straight about it. What you do get on Growth is a fast first response if something is broken, and Priya's team will tell you when a source stops loading, because we watch that.
  61. Priya Raman
    Priya Raman None
    And the quarterly reviews, Rupert. That's where your CSM, Daniel, walks you through usage and what the directors are actually asking, so you can see whether it's earning its place.
  62. Rupert Lasker
    Rupert Lasker None
    That's the bit I like. What are we actually using. Fine. Tell me that quarterly and I'll be happier.
  63. Priya Raman
    Priya Raman None
    That's the plan.
  64. Desmond Oyelaran
    Desmond Oyelaran None
    One more from me. If we signed and then wanted to add a team later, say the contract recruiters in a separate division, how would that work?
  65. Owen Tallis
    Owen Tallis None
    Two routes. Extra users and extra connectors are add-ons, priced separately. If it's a whole new group of teams and you're past Growth's limits, then we'd talk about the next tier at renewal. Nobody makes you decide that now.
  66. Rupert Lasker
    Rupert Lasker None
    Don't sell me the next one before I've bought this one.
  67. Owen Tallis
    Owen Tallis None
    Fair. Consider it unsaid.
  68. Priya Raman
    Priya Raman None
    Ha. Fair enough. Can I take a minute to check I've got your list right, so nothing falls through?
  69. Rupert Lasker
    Rupert Lasker None
    Please do.
  70. Priya Raman
    Priya Raman None
    One, you want the annual versus quarterly billing side by side. Two, the discount in writing with the date it holds to. Three, the order form and the master agreement together for your solicitors. Four, a clear statement of what's one-off and what's annual. And five, names for the accounting system and the CRM so we can plan the connectors.
  71. Desmond Oyelaran
    Desmond Oyelaran None
    Yes, that's it. I'd add one thing. Can the order form list the connectors by name? So we know what's in the price.
  72. Priya Raman
    Priya Raman None
    Yes, they're listed, each with its live-within commitment. I'll make sure it reads clearly.
  73. Owen Tallis
    Owen Tallis None
    Can I ask the question I always ask? What's the next dated step, and who signs?
  74. Rupert Lasker
    Rupert Lasker None
    I sign. Desmond reviews first, and the solicitors look at the paper. I'm not committing on this call.
  75. Owen Tallis
    Owen Tallis None
    Understood, and that's fine. What date should we write down for Desmond's review?
  76. Desmond Oyelaran
    Desmond Oyelaran None
    Early next week, if I get the paper today. I'd come back with comments, not a yes or no.
  77. Rupert Lasker
    Rupert Lasker None
    And if the paper is clean and the discount is as you've said, I don't see why we couldn't sign by that Wednesday. I'm not promising.
  78. Priya Raman
    Priya Raman None
    That's all I'm asking for, Rupert. Wednesday 19 June 2024, with a clean order form in front of you.
  79. Rupert Lasker
    Rupert Lasker None
    Hm. One last thing. If it goes wrong, the implementation. Do we have a way to say stop?
  80. Owen Tallis
    Owen Tallis None
    The order form sets out what's delivered and when, and the connectors carry their commitments. If we miss them, you'll have a conversation with me, not a queue. I'd rather that than a clause you never read.
  81. Rupert Lasker
    Rupert Lasker None
    Good. I'd rather the conversation, to be honest.
  82. Desmond Oyelaran
    Desmond Oyelaran None
    Rupert, I need to pop off at twenty past, I've a supplier call. Is there anything else you need from me?
  83. Rupert Lasker
    Rupert Lasker None
    Just the review. Send your comments to Priya and copy me.
  84. Desmond Oyelaran
    Desmond Oyelaran None
    Will do.
  85. Priya Raman
    Priya Raman None
    And I'll copy Owen on everything, so if there's a question on the commercials it gets answered quickly.
  86. Owen Tallis
    Owen Tallis None
    Please do. Rupert, if anything on price or terms is bothering you, ring me directly. I'd rather solve it early.
  87. Rupert Lasker
    Rupert Lasker None
    I will. I tend to ask the awkward question on the day before signing, so consider yourself warned.
  88. Owen Tallis
    Owen Tallis None
    Ha. Ask it earlier if you can. But noted.
  89. Priya Raman
    Priya Raman None
    So, to read it back. Today, I send the order form, the master agreement, the side-by-side billing and the discount with its date. Desmond reviews early next week, and sends comments. Rupert, you sign, if it's clean, by Wednesday 19 June 2024. Anything I've missed?
  90. Rupert Lasker
    Rupert Lasker None
    The names. Desmond will send you the two owners for the systems.
  91. Desmond Oyelaran
    Desmond Oyelaran None
    Yes, I'll send them over with my comments. Or sooner, this afternoon, if I can.
  92. Priya Raman
    Priya Raman None
    Brilliant, that helps us line up the kickoff in good time.
  93. Rupert Lasker
    Rupert Lasker None
    Right. I'm going to ask one more thing and then I'll let you go. Between you and me, what's the one thing that makes these go wrong?
  94. Owen Tallis
    Owen Tallis None
    Nobody owns it afterwards. A director or two use it, the admin leaves, the data goes stale and people drift back to spreadsheets. So the two admins, and the quarterly review. That's what keeps it earning its place.
  95. Rupert Lasker
    Rupert Lasker None
    Good. That's an answer I believe.
  96. Priya Raman
    Priya Raman None
    Thank you, Rupert. Thank you, Desmond. I know it's a busy morning.
  97. Desmond Oyelaran
    Desmond Oyelaran None
    Thank you both. Speak soon.
  98. Owen Tallis
    Owen Tallis None
    Thanks all. Priya, you'll get that across within the hour?
  99. Priya Raman
    Priya Raman None
    Within the hour. Best of luck with the next call, Rupert.
  100. Rupert Lasker
    Rupert Lasker None
    Thanks. I'll be at the next one on time for once. Goodbye.
  101. Owen Tallis
    Owen Tallis None
    Goodbye both. Cheers.
  102. Priya Raman
    Priya Raman None
    Bye, everyone. Speak soon.
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