Brenneck Pay / BB-Demo – Negotiation
Callcompleted
Brenneck Pay: documents · 2026-10-05 13:30
Matthias Ebner, COO, will not close the Growth to Enterprise expansion on the expected Wednesday. Information security has not reviewed the pack, and the Growth term treatment and exit wording are open.
What was said
What this says
Current to 11 Oct 26Matthias Ebner, COO, will not close the Growth to Enterprise expansion on the expected Wednesday. Information security has not reviewed the pack, and the Growth term treatment and exit wording are open.
What happened: Matteo Ricci and Owen Tallis negotiated the expansion with Matthias, Dennis Wolter and Henrik Lorenz on 5 Oct 2026. Matteo told the customer the CRM close date was not credible and said he would move it.
Customer view: Matthias wants everything in writing and will not sign until information security and procurement have each confirmed. His case for Enterprise is compliance and security rather than user count.
Commercial: Owen clarified that £125,000 is the total value of the deal, covering implementation and the first year of subscription, not an annual price. Treatment of the unused Growth term is a pricing exception that needs Owen's sign-off, and Dennis wants an answer that week.
Watch: The outsourcing register, which BaFin reviews, must be consistent before signing. Extras such as a named engineer or sandbox were deferred.
Themes
Current to 9 Oct 26Theme
Enterprise expansion terms
Importance
upsell
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Owen sends Dennis the price split and a yes or no on the Growth term, with reasons, by the end of that week.
- Matteo sends one numbered written summary and moves the CRM close date.
- Henrik sends the register template and the information security contact within a day.
Risks
Current to 9 Oct 26- Information security has not returned the review pack, so the close date has slipped with no new date.
- The unused Growth term is a pricing exception needing Owen Tallis's sign-off, and the exit wording is also open.
- The outsourcing register entry must be consistent before anything is signed.
Opportunities
Current to 9 Oct 26- Enterprise company-wide, with the compliance function asking to be included and data staying in the EU region.
- Quarterly payment was welcomed by Dennis, which could ease the commercial terms.
- Named engineer and sandbox add-ons can be discussed separately once base terms are settled.
Transcript
Matteo Ricci NoneGood afternoon, everyone. Can you hear me all right? I had to switch headsets, so tell me if I sound like I'm at the bottom of a well.
Henrik Lorenz NoneClear from here. Afternoon, Matteo.
Dennis Wolter NoneYes, fine. Hello. I will have to leave a few minutes before the end, I have a close meeting at two o'clock, but I think we can manage.
Owen Tallis NoneAfternoon all. Owen here, I'm joining Matteo today because there is a pricing question on the table and it's better a senior name is on the call. Matthias, good to speak again.
Matthias Ebner NoneGood afternoon, Owen. Good afternoon, everyone. Let me restate the decision needed today. We must decide whether the expansion from Growth to Enterprise goes forward, and on what written terms. I do not need a demonstration.- Matteo Ricci NoneThank you, Matthias, that is exactly how I would frame it. And the timeline, so we are all looking at the same page: the deal in our system carries an expected close of Wednesday this week. I would rather you heard from me early if I think that date is under pressure, so I will come back to it at the end.
- Owen Tallis NoneYes. So, where does it stand against Wednesday? That's my only question for now, and I'm happy to wait for the answer.
- Matteo Ricci NoneCommercially we are close. Scope is agreed in principle: Enterprise, company-wide, the data staying in the EU region as it is today. What is open is price presentation, the relationship with the existing Growth contract, and the security review. Those three.
- Henrik Lorenz NoneRight. From procurement's side, I would add a fourth. The outsourcing register. If Enterprise changes the scope of what you do for us, the register entry changes, and that has to be consistent before anything is signed.
- Matthias Ebner NoneCorrect. Please keep that in the list. I will not sign before information security and procurement have each confirmed in writing.
- Matteo Ricci NoneUnderstood, and we would not ask you to. Let me take them in order, if that works. Price first, because Dennis has to leave early.
- Dennis Wolter NoneThank you. My question is simple. The paper I have shows a total of one hundred and twenty-five thousand pounds. What exactly is in that number?
- Owen Tallis NoneFair. The £125,000 is the total value of this deal, not an annual price. It includes the one-off implementation, which is a fixed fee for Enterprise, and it includes the first year of the subscription. I'd rather be precise than let you read it as a run rate.
- Dennis Wolter NoneSo the implementation is inside it. Not a separate invoice later.
- Owen Tallis NoneInside the total, yes. I'll send you the split in writing so finance can book it properly. Subscription is annual in advance, quarterly if you ask for it, thirty-day terms.
- Dennis Wolter NoneQuarterly would help us. And the current contract? You currently invoice us fifty thousand a year for Growth, and that runs to the second of February next year. I do not want to pay for Growth and Enterprise at the same time.
- Matteo Ricci NoneNo, that would not make sense, and nobody is proposing it. Let me confirm that in writing, but the intent is that Enterprise replaces Growth from the start of the new scope, and the existing order form is dealt with in the same document so there is no overlap.
- Owen Tallis NoneRight, and that is the bit I need to take away, Dennis. How the unused part of the Growth term is treated is a pricing exception, so it needs my sign-off, not Matteo's. I'm not going to give you a number on a call.
- Dennis Wolter NoneFine. But I would like an answer before the end of this week. If the answer is no credit, I need to know that too.
- Owen Tallis NoneFair enough. You'll have a yes or a no, with the reason, in writing. Not a maybe.
- Matthias Ebner NoneDennis, anything else on cost?
- Dennis Wolter NoneYes. Predictability. Matthias cares about this and so do I. What happens at the next renewal? The renewal date for the current agreement is the third of February 2027. Will the price move then?
- Owen Tallis NoneGood question, and the honest answer is that it depends on what we write. Any discount applies to the first term only. I don't quote a discount beyond that, and I'd be doing you no favours if I implied otherwise. What I can do is put the subscription price for the following term in the order form so it is not a surprise.
- Matthias Ebner NoneThat is what I would like. Please send it in writing.
- Owen Tallis NoneWill do. Dated, with the figure and the unit.
- Henrik Lorenz NoneCan I come in on that? From a procurement perspective we would also want a ceiling on any change during the term. Not just the renewal.
- Owen Tallis NoneMm. In the term, the order form is the price. It doesn't move unless you ask us to add something, more users or more connectors, and then you see the price before you agree.
- Henrik Lorenz NoneGood. Then that is acceptable in principle. I still want to see the wording.
- Matteo Ricci NoneOf course. Let me move to scope, because I think it is worth saying aloud what Enterprise does and does not change for you. Today you are on forty licensed users and a limited set of connectors. Enterprise takes you to a hundred and fifty users and twenty connectors, and it adds single sign-on and SCIM, an executive sponsor on our side, and the higher service levels.
- Matthias Ebner NoneWhich service levels, specifically? We are supervised. I need to be able to point to a document.
- Matteo Ricci NoneAvailability moves up one step, the first response time on a priority incident is shorter, and the service credits then cover data freshness as well as availability, which Growth does not. The nightly refresh has the same commitment on every tier. I will put the exact wording in the order form schedule rather than paraphrase it from memory.
- Matthias Ebner NonePlease do. And what is the exit plan? If we leave, what happens to the data and the models you have built in our environment?
- Matteo Ricci NoneThis is the part I like to answer plainly. The brain is built and run inside your own Snowflake account, so the data never leaves your environment. If the contract ended, the tables and the structures are already yours. What you would lose is our ongoing maintenance of the connectors and the interface layer.
- Matthias Ebner NoneThat is good. I want that sentence in the contract, not only said on a call.
- Matteo Ricci NoneYes. I'll draft it with our legal team and send it to Henrik first, so he can review the wording before it reaches you.
- Henrik Lorenz NoneThat works. Matteo, is the exit and transition support itself a chargeable item?
- Matteo Ricci NoneI do not want to say yes or no from memory. Let me confirm that in writing. I would rather give you a correct answer on Tuesday than a quick one now.
- Owen Tallis NoneAnd to be clear, we won't hold you to a position because we ran out of time on a call. If it's not in the paper, it's not agreed.
- Matthias Ebner NoneThat is the correct approach. An undocumented promise is of no use to me.
- Dennis Wolter NoneSorry, one last thing before I drop off. The usage. Why are we expanding? I look at the invoice, I see forty users, and I am told usage is modest. Who is asking for this?
- Matthias Ebner NoneI can answer that, Dennis. Merchant risk and the account managers use it now, and the compliance function has asked to be included. That is the reason for the wider scope. It is not about the number of users in the first month.
- Matteo Ricci NoneAnd if I may add, usage has been growing quarter on quarter, from a small base. There have been no support tickets at all recently, which I read as people simply getting on with it. But I agree with Matthias, the case for Enterprise is the compliance and security side more than the user count.
- Dennis Wolter NoneFine. That is a helpful answer. I have to go. Owen, please send me the split and the answer on the Growth term. Thank you all.
- Owen Tallis NoneWill do, Dennis. Thanks for your time.
- Matteo Ricci NoneThank you, Dennis.
- Henrik Lorenz NoneRight. Now that Dennis has gone, can we talk about the security review? My understanding is that information security has not yet seen the full pack.
- Matteo Ricci NoneThat is correct, and this is the point where I would rather you heard it from me. The pack has gone to your information security team, but they have not come back. Enterprise includes support for the review in the implementation, and our security lead is ready to join a session with them whenever they want. What I cannot do is tell you what they will find, or when they will finish.
- Matthias Ebner NoneThen Wednesday is not realistic.
- Matteo Ricci NoneI think that is a fair reading. I would not like you to sign on Wednesday under pressure, and I would not like us to record a close date we do not believe. I will move it in our system as soon as we hang up.
- Owen Tallis NoneAgreed. I won't leave a hopeful date sitting there. Matteo, what's the next dated step?
- Matteo Ricci NoneHenrik, may I ask you something? Who in information security should receive our request for a session, and do they have a preferred format?
- Henrik Lorenz NoneI will find out and tell you today. I do not want to give you a name I am not sure of. They work from a questionnaire first, then a call if needed.
- Matteo Ricci NoneThat is fine. Please send the questionnaire and we will complete it, with our security lead, before the call, not after. And what does your regulator need to see, in terms of the register? Is there a standard format?
- Matthias Ebner NoneThere is. The outsourcing register is mine, and BaFin reviews it. The entry must describe the function, the location of the data, the sub-processors and the exit arrangements. Henrik maintains the file. I do not discuss the detail, I have delegated it.
- Henrik Lorenz NoneRight. I will send you the template, Matteo, the blank one, so you can see which fields we need from you. Mostly those four.
- Matteo Ricci NonePerfect. We will fill in the parts that are ours and flag anything we cannot answer, rather than guess.
- Owen Tallis NoneCan I ask a question, Matthias? Assuming security comes back clean, is there anything on price or scope that would still stop you?
- Matthias Ebner NoneTwo things. The treatment of the current Growth term, as Dennis said. And the exit wording. If both are in the document, and the two functions have confirmed, I see no reason to delay.
- Owen Tallis NoneGood. Then those are the two I own with Matteo. Anything you want in the Enterprise support side that we haven't covered, such as the named engineer or a sandbox?
- Matthias Ebner NoneNot at this point. I would prefer to settle the base terms first. We can discuss additions later, and separately.
- Owen Tallis NoneSensible. Let's not stack extras on a deal that isn't through security yet.
- Henrik Lorenz NoneOne more from me, a small one. The paper names the order form under the master agreement we already have. Will this be an amendment or a new order form?
- Matteo Ricci NoneA new order form under the existing master agreement, I believe, with the Growth order form referred to so that it is clearly superseded from the start date. But let me confirm that with legal in writing before you rely on it.
- Henrik Lorenz NoneThank you. That is what I expected.
- Matthias Ebner NoneSo, to summarise. We will not close on Wednesday. Information security reviews the pack. Procurement reviews the wording. We receive in writing the price split, the Growth term treatment, the exit clause and the service level schedule. Then we decide.
- Matteo Ricci NoneThat is exactly right. I would only add that I will send a single written summary after this call, with those items numbered, so nothing depends on anyone's memory.
- Owen Tallis NoneAnd I'll put the Growth term answer in that same note, or straight after, but by the end of this week as promised.
- Henrik Lorenz NoneGood. I will send the register template and the name for security today, or tomorrow morning at the latest.
- Matthias Ebner NoneThank you, all. Matteo, I appreciate that you told us about the date directly.
- Matteo Ricci NoneThank you, Matthias. It is always better that way. Best regards to you all, and speak soon.
- Owen Tallis NoneThanks everyone. Speak soon.
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