Kingdon Diagnostics / BB-Demo – Negotiation
Callcompleted
Kingdon Diagnostics: documents · 2024-12-05 09:00
Negotiation call on the Growth tier with implementation, total £54k exclusive of VAT. The total held; quarterly invoicing was the concession. Customer wanted written terms and connector commitments before signing by 23 Dec 2024.
What was said
What this says
Current to 11 Oct 26Negotiation call on the Growth tier with implementation, total £54k exclusive of VAT. The total held; quarterly invoicing was the concession. Customer wanted written terms and connector commitments before signing by 23 Dec 2024.
What happened: Lewis Kerr and Owen Tallis took Graeme Charlton and Aisha Bukhari through terms. The total stayed at £54k exclusive of VAT, implementation included, and the subscription moves to quarterly invoicing.
Customer view: Graeme needed clarity on cost and cash and wanted the terms written, not just said. Aisha asked what the contract commits BB-Demo to on turnaround and connector dates, and asked for first-quarter turnaround figures as a baseline.
Commercial: Owen said any discount applies to the first term only and any first-term concession ends at renewal. Lewis was clear that freshness is not credited on Growth. Amara Obi was named as the CSM for the renewal conversation.
Watch: Signature depends on information governance finishing its read and on the implementation team confirming connector live-within-days figures. The evidence does not show the call's outcome beyond the stated plan.
Themes
Current to 9 Oct 26Theme
Growth order form negotiation
Importance
renewal
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send the revised order form today with quarterly invoicing and the split shown.
- Lewis Kerr to chase the implementation team for connector live-within-days figures.
- Graeme Charlton to confirm by Friday of next week and sign by 23 Dec 2024.
Risks
Current to 9 Oct 26- Signature by 23 Dec 2024 depends on information governance finishing its read of the data wording.
- Connector live-within-days commitments are still unconfirmed by the implementation team, and the customer ties its trust dates to them.
- Customer expects no price shock at renewal, so the first-term concession ending must be handled openly.
Opportunities
Current to 9 Oct 26- Quarterly invoicing on the same total eases the customer's cash concern and supports a clean close.
- First-quarter turnaround baseline gives a value case for the first renewal conversation.
- Additional users add-on is available later if usage grows, co-termed to renewal.
Transcript
Lewis Kerr NoneGood morning, everyone. Can you all hear me?
Graeme Charlton NoneMorning. Yes.
Aisha Bukhari NoneGood morning, Lewis. Fine here.- Lewis Kerr NoneOwen's just coming in. Owen, you're on mute.
Owen Tallis NoneWrong button. Morning, Aisha, morning, Graeme. Owen Tallis, I lead sales here. Lewis asked me to join as we're getting down to terms.- Graeme Charlton NoneGood to meet you. Cold start up here. Frost on the car.
- Lewis Kerr NoneNot much better down here, to be fair. Right, if I may, let me confirm what we're here to do so we don't drift. As I understand it, you want to buy the Growth tier with its implementation, and you need the order form signed in time for your board, by 23 Dec 2024. Is that still right?
- Graeme Charlton NoneIt is. What I need is clarity on cost and on cash.
- Owen Tallis NoneBefore we start, where does this stand against 23 December 2024, from your side? What's the next dated step?
- Graeme Charlton NoneThe board meets next week. I take the paper if the terms are settled. If not, it slips into the new year, and I don't want that.
- Owen Tallis NoneUnderstood. Then let's try to settle them this morning.
- Lewis Kerr NoneTo put a number on it, the order form carries £53,800 as the total value of the deal, implementation included, exclusive of VAT. So that's not the annual subscription on its own. I'll show the split in the revised document rather than quote it from memory.
- Graeme Charlton NoneIt's over where I'd hoped. Is there movement?
- Owen Tallis NoneI'll be straight with you, Graeme. Any discount we give applies to the first term only, and I'd rather not discount twice, because it makes the renewal conversation harder for both of us. The price is built to be fair at renewal, so I'd sooner hold the total and look at how it's paid and what you get for it.
- Graeme Charlton NoneSo the total doesn't move.
- Owen Tallis NoneNot today, no. What I can move is how it's paid.
- Lewis Kerr NoneThe standard is annual in advance on thirty-day terms. On request we can invoice the subscription quarterly. Given what you said before about the trusts paying slowly, that may be the lever that matters.
- Graeme Charlton NoneQuarterly. Same total?
- Lewis Kerr NoneSame total. The implementation fee stays a one-off and is shown separately, and I'll set out exactly what falls when. VAT stated on every line.
- Graeme Charlton NoneLet's keep it simple. Quarterly subscription, one-off fee shown separately, same total. Is that within budget? Yes, if the cash is spread. I need that written, not just said.
- Owen Tallis NoneIt'll be in the order form. Lewis will send it today.
- Lewis Kerr NoneI'll send that over today.
- Aisha Bukhari NoneMay I come in? I've been reading while you talked. What does the contract say about turnaround? The trusts hold us to dates, and I need to know what this commits you to.
- Lewis Kerr NoneFair. On Growth, priority-one issues get a first response within one business hour, and there's a service credit for availability. The nightly refresh is complete by seven in the morning on business days, every tier. But I should be clear that freshness isn't credited on Growth. That's an Enterprise term.
- Aisha Bukhari NoneUnderstood. I'd rather know. Let's see the turnaround figures from the first quarter, then, and we can judge it on evidence.
- Owen Tallis NoneThat's the right way to do it. And if the evidence says you need more, we have that conversation then, not now.
- Aisha Bukhari NoneCan the order form carry a commitment on when the connectors are live? The referral system especially. Without that, my date for the trust moves with yours.
- Lewis Kerr NoneYes. The order form can carry a live-within-days commitment on each connector. I'll put the days in once our implementation team confirms them. I'm not going to guess a number on a call.
- Owen Tallis NoneAnd it's a commitment we hold ourselves to. If it's in the order form, it's ours to deliver.
- Aisha Bukhari NoneThank you. That's what I wanted. No surprises for the trust.
- Graeme Charlton NoneUsers. How many are included? Contract managers, finance, a few others.
- Lewis Kerr NoneForty users on Growth, so you're comfortably inside that on what you've described. If you need more later, there's an add-on for additional users, co-termed to your renewal. I wouldn't suggest it now, the usage doesn't support it.
- Graeme Charlton NoneGood. Keep it that way.
- Owen Tallis NoneGraeme, can I ask who signs on your side?
- Graeme Charlton NoneI do.
- Owen Tallis NoneGood. And any reason this wouldn't be in place by 23 Dec 2024?
- Graeme Charlton NoneOnly if the data wording needs another round. Aisha?
- Aisha Bukhari NoneMy colleague in IT has been through the Snowflake side and had a couple of questions on access. I'll send them to Lewis this afternoon. Information governance has seen the wording and I'm waiting on one last read. I won't cut a corner on that.
- Owen Tallis NoneNor would we want you to. Lewis, anything on our side that could stall?
- Lewis Kerr NoneOnly the connector days from the implementation team. I'll chase that today so the revised order form isn't waiting on it.
- Graeme Charlton NoneOne more on the price. If the return is what Aisha says it is, what happens at the end of the first term? I don't want a shock.
- Owen Tallis NoneGood question, and I'd rather answer it now. Any first-term concession ends at renewal, and I'm not offering one today anyway. What I can tell you is that your CSM, Amara Obi, will have a renewal conversation with you well before the end of the term, with the usage and turnaround figures in front of us. Nothing should surprise you.
- Graeme Charlton NoneThat's what I wanted to hear. Suppliers that keep their word.
- Aisha Bukhari NoneAnd the quarterly reviews, Lewis. They're in the order form?
- Lewis Kerr NoneQuarterly reviews are part of Growth, so yes, they'll be named. I'll make sure Amara's role is in the paper too.
- Graeme Charlton NoneI'm happy with the shape. Can someone say it back to me so I know what I'm taking to the board?
- Lewis Kerr NoneOf course. Growth tier, implementation included, total value £53,800 exclusive of VAT. Subscription invoiced quarterly, implementation fee shown separately as a one-off. Connectors named in the order form with live-within-days commitments, days to be confirmed. Service levels as per Growth, with freshness not credited. Reviews every quarter. Signed by Graeme, by 23 December 2024.
- Aisha Bukhari NoneThat's what I have too. I'd add the baseline, so we can show the turnaround figures after the first quarter.
- Lewis Kerr NoneNoted, and I'll reference it in the cover note.
- Owen Tallis NoneThen the next dated step is the revised order form today, your confirmation by Friday of next week, and signature by 23 December 2024. Let's not let that drift.
- Graeme Charlton NoneFriday works. I never miss a board deadline, and I won't start now.
- Owen Tallis NoneGood. Anything else before we close?
- Aisha Bukhari NoneNothing from me. Thank you both, and thank you, Owen, for being straight about the discount. It makes it easier to plan.
- Owen Tallis NoneAlways. Thanks, all.
- Lewis Kerr NoneI'll send that over today. Kind regards, both.
- Graeme Charlton NoneThank you.
- Aisha Bukhari NoneBest wishes, everyone. Speak soon.
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