Brenneck Pay / BB-Demo – Negotiation
Callcompleted
Brenneck Pay: documents · 2025-12-29 14:15
Brenneck Pay's COO will sign only after security and procurement reviews. Terms are close: Growth, EU region, £62k total deal value including implementation. Connector days are blank and written exit wording is outstanding.
What was said
What this says
Current to 11 Oct 26Brenneck Pay's COO will sign only after security and procurement reviews. Terms are close: Growth, EU region, £62k total deal value including implementation. Connector days are blank and written exit wording is outstanding.
What happened: Matteo Ricci and Owen Tallis took the COO, Head of Finance and Head of Procurement through terms for Growth with EU data residency. Matthias Ebner will sign only after information security and procurement have reviewed.
Customer view: BaFin reviews the outsourcing register, so the EU region must be a term in the contract itself. Matthias wants exit, incident notification and the priority one response commitment in writing.
Commercial: The £62k is the total value of the deal and includes the one-off implementation fee, not an annual price. Any discount applies to the first term only, so the renewal comes back to list.
Watch: The connector days in the draft order form are blank and must be filled before signature. The expected close of 20 Jan 2026 depends on a security review that had not begun.
Themes
Current to 9 Oct 26Theme
Growth deal terms, EU residency
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Matteo Ricci to send the master agreement and order form together, with the EU region as a stated term, and the exit and incident wording this week.
- Matteo Ricci to confirm the connector days with engineering before the end of next week.
- Dennis Wolter to tell Matteo Ricci annual or quarterly invoicing by the end of the week.
Risks
Current to 9 Oct 26- The connector live-within-days commitment is blank in the draft order form and must be filled before signature.
- Information security had not begun its review, so the expected close of 20 Jan 2026 could move.
- The customer wants EU region, exit and incident notification wording in the contract, and engineering has not yet agreed some of it.
Opportunities
Current to 9 Oct 26- A first-term discount can be traded for signature on the agreed date, with the renewal basis shown in the same document.
- Quarterly invoicing is available on request and Dennis Wolter leans towards it.
Transcript
Matteo Ricci NoneGood afternoon, Matthias, Henrik. Can you hear me all right? I think Dennis is still in the lobby.
Henrik Lorenz NoneYes, good afternoon, we can hear you well. Dennis should be through in a moment, he messaged me that his previous call was running over.
Dennis Wolter NoneAfternoon, everyone. Sorry, I'm here. My camera is off, the connection in this building is poor at the moment.
Owen Tallis NoneNo problem at all. Owen Tallis, I look after the sales team at BB-Demo. Matteo asked me to join because we have a pricing point or two to close out. Quiet week for you, I imagine?
Matthias Ebner NoneVery quiet. Most of the office is closed until the new year, so thank you for making the time. Let me restate the decision needed from this call. I need to know whether the commercial terms are in a form I can take to our information security and procurement colleagues. I will not sign before both of them have reviewed.- Matteo Ricci NoneUnderstood, and that is exactly how I would like to frame it. Let me restate the timeline as I have it. We are working towards Tuesday 20 January 2026 for signature, and today is about making sure there are no surprises between now and then. I would rather you heard it from me if anything is unresolved.
- Owen Tallis NoneAnd to anchor it, so we are all reading the same page. Scope is Growth, the data kept in an EU region, and the total value of the deal is £62,000. Is that how you read it, Dennis?
- Dennis Wolter NoneThat is what I have in the draft, yes. Sixty-two thousand in total. What I need to understand is what part of that is one-off and what recurs, because our budget lines are separate.
- Matteo Ricci NoneQuite right to ask. The sixty-two thousand is the total value of the deal, and it includes the one-off implementation fee. It is not an annual price. I will put the split in writing, line by line, so that your budget owner sees exactly what is one-off and what is the annual subscription. Let me confirm that in writing rather than quote it from memory.
- Dennis Wolter NonePlease do. And the subscription itself is invoiced annually in advance?
- Owen Tallis NoneAnnual in advance is the standard, thirty-day terms. Quarterly is possible on request, if that suits your cash planning better. Tell us which you prefer and we put it in the order form once, and only once.
- Dennis Wolter NoneQuarterly would probably be easier for us. I would need to check with a colleague in treasury. Annual in advance is not a problem for the board as such, we simply prefer smaller, regular payments.
- Matthias Ebner NoneDennis, please settle that internally and tell Matteo directly. I do not need to be involved in the invoicing frequency.
- Dennis Wolter NoneOf course. I will come back to him by the end of the week.
- Henrik Lorenz NoneFrom procurement I have three points, and I will take them in order. First, the order form sits under the master agreement, correct? I would like to read the two documents together. Second, data residency. Third, exit.
- Matteo Ricci NoneYes, the order form sits under the master agreement, and I will send both to you as one package so you are reading a single set of terms. On residency, may I ask first: what does your regulator need to see?
- Henrik Lorenz NoneBaFin reviews our outsourcing register. For each material provider we have to show where the data sits and who can access it. So the EU region has to be stated in the contract itself, not only in a presentation or an email.
- Matthias Ebner NonePlease send it in writing. An undocumented promise is of no use to me in front of the supervisor.
- Matteo Ricci NoneAgreed. The EU region goes into the order form as a term. BB-Demo runs inside your own Snowflake account, so the data sits where you place that account. I will have the wording checked by our legal team so that it says exactly that and nothing looser.
- Henrik Lorenz NoneGood. That helps. Then the exit, and I think Matthias has a view on it.
- Matthias Ebner NoneI do. What is the exit plan? If we leave, what do we hold, in what form, and how long does the withdrawal take?
- Matteo Ricci NoneA fair question, and a central one for a regulated buyer. Because the brain is built in your Snowflake account, your data stays with you. We do not hold a separate copy that you would need to ask us to return. What goes away is our layer on top: the connectors, our configuration and any access our people have had. I will set that out in writing, with the sequence. I will not put a number of days on the wind-down until engineering has agreed it.
- Matthias Ebner NoneThat is acceptable as a principle. I need it in the document.
- Owen Tallis NoneThen that is a dated step for us. Matteo, who writes the exit wording, and when does it land with Henrik and Matthias?
- Matteo Ricci NoneI draft it with our legal colleagues and send it to both of them this week. Henrik, I would like you to be the one who tells me if the structure does not fit your register, rather than finding out in January.
- Henrik Lorenz NoneYes, that is sensible. Send it and I will mark it up. Mm, one moment, I am just finding the draft order form, I want to be sure of the clause I am looking at.
- Henrik Lorenz NoneRight. The section on connectors. The order form lists the sources you would connect. There is a commitment that each is live within a number of days. I see the sources named, but the number of days is not filled in.
- Matteo Ricci NoneCorrect, and I left it open on purpose. I would rather leave a gap than write a number engineering has not agreed. Our colleagues need to look at each source in your environment first, then I will confirm the days in writing. I will not commit to a date I cannot defend.
- Henrik Lorenz NoneUnderstood. But it has to be filled in before signature. I cannot send an order form with a blank to our legal department.
- Owen Tallis NoneAgreed, and we would not ask you to. It is on the list. What's the next dated step on that one, Matteo?
- Matteo Ricci NoneI will ask engineering this week, and I will give Henrik the answer or an honest explanation of what is still open, before the end of next week.
- Matthias Ebner NoneHow is this governed on your side? If there is an incident that touches our merchants' data, who is accountable at BB-Demo, and how do we learn of it?
- Matteo Ricci NoneDay to day, Elena Novak, our customer success manager, owns the relationship after signature. For an incident, you are told, and I would never hide one from your security team. How quickly we notify is a term I want in writing, so I will check it with our support lead before I send anything. The response commitment for a priority one issue on Growth is one business hour, for the first response.
- Henrik Lorenz NoneOne business hour. Is that a response, or is that resolution?
- Matteo Ricci NoneResponse. Resolution depends on the problem, and I would rather not pretend otherwise. Let me confirm that distinction in the document too, so nobody reads it as a promise to fix.
- Matthias Ebner NoneGood. I prefer a clear limit to a generous sentence.
- Dennis Wolter NoneCan I come back to price? I was asked to see if there is any room. We would like the sixty-two thousand to come down.
- Owen Tallis NoneThere is some room, and I will be straight about how it works. A discount applies to the first term only, and there is a ceiling on it. What I will not do is quote a reduction that carries into the renewal. Let's not discount twice. If we move now, the renewal comes back to list, and you should plan on that from day one.
- Dennis Wolter NoneThat is clear, thank you. I would rather know now. Our finance committee dislikes surprises at renewal.
- Matteo Ricci NoneAnd that is why I will show the renewal basis in the same document. No surprises, as you say.
- Dennis Wolter NoneWhat would you need from us to move on the first term?
- Owen Tallis NoneSignature on the date we are working to, with the terms settled before it. That is the trade. Who signs on your side?
- Matthias Ebner NoneI sign. But, as I said, only after information security and procurement have completed their reviews.
- Henrik Lorenz NoneTo be precise on where we are. Procurement's supplier questionnaire has not gone to you yet, I will send it this week. Information security has not begun its review, because of the holidays. They return in the new year.
- Owen Tallis NoneSo the honest position is that Tuesday 20 January 2026 is possible but depends on that review. Is that fair?
- Matthias Ebner NoneIt is fair. If the review needs longer, the date moves. I will not compress it.
- Matteo Ricci NoneI would rather the date moved than your review was rushed, Matthias. I would not want you defending a rushed review to the supervisor. Owen, I suggest we hold 20 January 2026 as the expected close and mark it plainly as dependent on their security review.
- Owen Tallis NoneYes. It stays as expected close, flagged as dependent, and I will not let it sit as a hopeful date. If the review slips, you tell us early and we reset it in the forecast.
- Dennis Wolter NoneWhen would the implementation start, if we do sign? My team will ask me.
- Matteo Ricci NoneThe Growth implementation runs over about eight weeks. As for the start, I do not want to name a date engineering has not agreed. Once the signature date is firm, I will agree the start with them and confirm it to you in writing. Elena would then take you through the plan and the owners on your side.
- Matthias Ebner NoneOperations will own the use of it. Merchant account managers and merchant risk. I have delegated the detail to them, and I will not go through it myself.
- Matteo Ricci NoneUnderstood. Then I will not take your time on it. Once we have a signature date, Elena will work with those teams directly.
- Henrik Lorenz NoneOne more from me, and it is a small one. Will the order form say anything about the discount, or is that a separate letter?
- Owen Tallis NoneIn the order form, against the first term, clearly labelled. No side letters. I do not want two documents that disagree. Whatever we agree on price goes into that one document.
- Henrik Lorenz NoneGood, that is what I wanted to hear.
- Dennis Wolter NoneSo on price. If the first term is reduced, and the quarterly option is taken, the invoices are each a quarter of the reduced first-term subscription, plus the implementation fee separately?
- Matteo Ricci NoneThat is the structure I would expect, but let me confirm the exact schedule in writing, including when the implementation fee is invoiced. I do not want you building a budget on my reading of it.
- Dennis Wolter NoneThat is fine. I will wait for the document.
- Owen Tallis NoneLet me read back what I have, and tell me if I have it wrong. One, Matteo sends the master agreement and order form together, with the EU region as a stated term. Two, the exit wording and the incident notification wording follow this week. Three, the connector days come from engineering before the end of next week. Four, Dennis tells us annual or quarterly. Five, Henrik sends the supplier questionnaire. Six, a discount on the first term, in the order form only.
- Henrik Lorenz NoneThat matches my notes. I would add that I need the order form with no blanks before it goes to our legal department.
- Matteo Ricci NoneNoted, no blanks. If a figure is still open, I will tell you that it is open and why, rather than leave an empty field.
- Matthias Ebner NoneMatteo, please send me a short written summary of today, in plain language. I would like to keep it with the file for the supplier register.
- Matteo Ricci NoneOf course. I will send it today, to all three of you, with Owen in copy. It will list what we agreed, what is open, and who owns each step.
- Matthias Ebner NoneThank you. And please show clearly where something is only an intention.
- Matteo Ricci NoneI will. Intentions and commitments in separate lists.
- Dennis Wolter NoneFine. And, Owen, just so I am clear for my own forecast. Between now and signature, is anything changing on your side on price? Any list change I should know about?
- Owen Tallis NoneNothing that touches this proposal. What you have is what you have, subject to what we have just discussed. If anything changes, you hear it from Matteo or me directly, and in writing.
- Dennis Wolter NoneGood, thank you.
- Henrik Lorenz NoneFrom my side, I have what I need for now. I will mark up the exit and notification wording when it arrives.
- Matthias Ebner NoneThen we are done for today. The position is this: the terms are close, the written documents are outstanding, and the reviews decide the date. Please send it in writing.
- Matteo Ricci NoneUnderstood, Matthias, and thank you all. I will send the summary today and the documents this week. Happy new year to you all, when it comes.
- Owen Tallis NoneThanks, all. Enjoy the quiet days. We speak again once the documents are with you.
- Dennis Wolter NoneThank you, goodbye. Happy new year.
- Henrik Lorenz NoneGoodbye, everyone. Speak soon.
- Matthias Ebner NoneGoodbye.
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