Pentreath Cold Chain / BB-Demo – Negotiation
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Pentreath Cold Chain: documents · 2023-11-16 10:15
Finance Director Philip Annear asked who would use the brain and what it saves before signing. Total deal is £55k, implementation included. Target date is 14 Dec 2023. He will not renew on autopilot.
What was said
What this says
Current to 12 Oct 26Finance Director Philip Annear asked who would use the brain and what it saves before signing. Total deal is £55k, implementation included. Target date is 14 Dec 2023. He will not renew on autopilot.
What happened: Tom Ashdown, with VP Sales Owen Tallis, took Philip Annear, Kerensa Trelease and Bryony Searle through the Growth proposal. The target signing date is Thursday 14 December 2023.
Customer view: Kerensa gave the value case as time saved on account reviews and fewer clients hearing of an excursion first. Philip accepted it only "for now" and said Kerensa could not put a pound figure on it.
Commercial: The £55k is the all-in figure, so the implementation and subscription split is still owed in writing. Owen confirmed the discount applies to the first term only and the price steps up at renewal.
Watch: Philip signs, and he said an unwarned invoice does not get paid. He expects usage numbers at renewal, so adoption evidence matters from the start.
Themes
Current to 9 Oct 26Theme
Growth deal terms negotiation
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the order form and invoice schedule, with implementation and subscription split out, by end of day on the day after the 16 Nov 2023 call.
- Tom Ashdown to confirm in writing how the implementation fee is invoiced and when.
Risks
Current to 9 Oct 26- Philip accepted the value case only for now and said he never renews on autopilot.
- An unwarned invoice will not be paid, so billing detail must be right.
- The first-term discount ends and the price steps up at renewal.
Opportunities
Current to 9 Oct 26- Quarterly reviews can show who is asking questions and how many, building the renewal case.
- Kerensa wants account managers to see their clients in one place quickly, which supports early connector delivery.
Transcript
Tom Ashdown NoneMorning, everyone. Can you hear me alright? I can see Philip and Kerensa, Bryony I think you're just joining.
Bryony Searle NoneMorning. Yes, I'm here, sorry, the meeting link took a minute to load.- Tom Ashdown NoneNo drama. How's the week been treating you all? Bristol still raining?
Kerensa Trelease NoneAlways. We had a reefer unit fault at Avonmouth on Tuesday, so it's been a week of phone calls. Client told first, thankfully.- Tom Ashdown NoneSounds like you've earned a quiet Friday. Right, I've brought Owen along, our VP Sales. Owen, you've met Philip briefly I think.
Owen Tallis NoneThanks, Tom. Good to meet you all properly. Where does the deal stand against the date? I understand we're aiming at Thursday 14 December 2023.
Philip Annear NoneThat's the date I've got in my diary, yes. Before we go further, can I ask who's actually going to use this? I'd like that said out loud.- Kerensa Trelease NoneI can take that one. The account managers, mainly. Right now when a client rings about a temperature excursion, they have to open the tickets in one place, the orders in another, and the contract review notes somewhere else. Facts before feelings, and at the moment the facts take twenty minutes to gather.
- Philip Annear NoneAnd what does it save us?
- Kerensa Trelease NoneTime on every account review, and fewer clients finding out about an excursion before we've told them. I can't put a pound figure on it, that's your side of things, Philip. But I'd say the account managers lose a good part of every day to this.
- Philip Annear NoneMm. Fair. I'll take that as the value case, for now. Tom, where are we on the numbers?
- Tom Ashdown NoneSo, the proposal you've got shows Growth, and the total on the deal is £55,100. That's the all-in figure, implementation included, so it isn't an annual price on its own. I'll confirm the split between the one-off implementation and the yearly subscription in writing, I don't want to quote you the breakdown from memory.
- Philip Annear NoneGood. That is exactly the sort of thing I'd want separated. I don't like surprises on an invoice.
- Owen Tallis NoneUnderstood. What I'd say is, the subscription renews at the end of the first term, and any discount you see on the paper applies to that first term only. So you know the number you're signing, and you know what moves afterwards. Let's not discount twice.
- Philip Annear NoneSo there's a discount on the first term, and then the price steps up at renewal.
- Owen Tallis NoneCorrect. We'd rather say it now than have you find it in a year's time. And we'd send you the renewal in good time, with the notice well ahead of the end date.
- Philip Annear NonePlease do. I never renew on autopilot, so you'll need to earn it with usage numbers. Send me the renewal in good time and show me who's using it.
- Tom Ashdown NoneLeave that with me. Daniel Okafor will be your customer success contact, and the quarterly reviews are built to show exactly that. Who's asking the questions, how many, what changed.
- Bryony Searle NoneCan I come in on the invoicing side? I'll be the one chasing and paying, so I need to know how it's billed. Is it annual in advance?
- Tom Ashdown NoneAnnual in advance is the standard, and quarterly is possible if you ask. Payment terms are thirty days. I'll put it all in the order form so you're not relying on my say-so.
- Bryony Searle NoneAnd the implementation fee, is that invoiced separately?
- Tom Ashdown NoneI believe so, yes, but let me confirm that and the timing when I send the paperwork. I'd rather get it right than guess.
- Philip Annear NonePlease. I'd want her warned before any invoice arrives. If I haven't been warned, it doesn't get paid.
- Owen Tallis NoneFair enough, and we'd want that too. So, the next dated step. Tom, what do you owe them, and by when?
- Tom Ashdown NoneOrder form and the invoice schedule, with the implementation and subscription split out. I'll have that with you tomorrow, end of day.
- Owen Tallis NoneAnd who signs on your side?
- Philip Annear NoneI do. Once I've read it and Bryony has looked at the payment terms. Kerensa will want to see the scope, I imagine.
- Kerensa Trelease NoneI will. One thing I'll flag, as long as the timetable is clear for the connectors, I'm happy. I don't want account managers waiting months to see their clients in one place.
- Tom Ashdown NoneThat'll be in there. Callie will run the implementation and she's very good on dates. Cheers for the straight questions, Philip, it's how it should be.
- Philip Annear NoneThank you. Send me the paperwork and I'll come back to you.
- Owen Tallis NoneThanks, all. Speak before the fourteenth, then.
- Tom Ashdown NoneCheers, everyone. Have a good one.
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