Carrowkeel Software / BB-Demo – Negotiation
Callcompleted
Carrowkeel Software: documents · 2025-07-17 14:45
Carrowkeel's CFO tested price and payment shape on a draft order form. Total deal value is £53,800 with implementation included. Quarterly billing is offered. Conor will not sign against a draft; target is 1 Aug 2025.
What was said
What this says
Current to 11 Oct 26Carrowkeel's CFO tested price and payment shape on a draft order form. Total deal value is £53,800 with implementation included. Quarterly billing is offered. Conor will not sign against a draft; target is 1 Aug 2025.
What happened: On the 17 Jul 2025 negotiation, Conor Daly asked for flexibility on the £53,800 total. Owen Tallis held the price and offered quarterly instalments instead.
Customer view: Conor wanted to know which paper governs and who signs. Declan Moran wants one-off and recurring lines shown separately so he can book them.
Commercial: Owen stressed that £53,800 is the total deal value, not an annual price. Aoife Mulcahy asked for the order form to name which connectors go live first, and Sophie Ling will name the helpdesk first, then the CRM.
Watch: Nothing is signed, and Conor said he is not promising a date from the call. The draft stays an open item until the executed order form exists.
Themes
Current to 9 Oct 26Theme
Order form and payment terms
Importance
neutral
Sentiment
neutral
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Sophie Ling sends the revised order form the day after the call, with quarterly billing, invoice reference, connector order and one-off and recurring lines split.
- Declan Moran sends billing details, a purchase order reference and a billing contact, the same day.
- Conor Daly reads the marked-up order form and replies in writing, aiming for 1 Aug 2025.
Risks
Current to 9 Oct 26- Conor Daly will not sign against a draft, so the 1 Aug 2025 target depends on his written reply.
- The £53,800 total could be misread internally as an annual price, which Owen Tallis asked the customer to avoid.
Opportunities
Current to 9 Oct 26- Quarterly billing in equal instalments answers the customer's cash concern without a further discount.
- Naming connector go-live order in the order form gives Aoife Mulcahy the day-one usage view she asked for.
Transcript
Sophie Ling NoneHi everyone. Conor, Aoife, good to see you. I've got Owen Tallis with me today, he's our VP Sales and he'll be on the pricing side of things.
Owen Tallis NoneHello all. Thanks for making the time.
Aoife Mulcahy NoneAfternoon, Owen. Hi Sophie. Conor's brought Declan along, our financial controller, he's the one who'll be living with the invoices.
Declan Moran NoneHello. Declan Moran. I'm mostly here to listen, and to ask about the practicalities of billing.
Conor Daly NoneAfternoon all. Can I start by confirming the paperwork? Which version is the signed one? I know nothing is signed, but I want to be clear on what we're negotiating from.- Owen Tallis NoneRight, so nothing is signed, and that's the point. What you have is the proposal and a draft order form. Only the executed order form counts. Any draft is superseded the day the signed copy exists. So we're negotiating the draft, and the final version will be the one both sides sign.
- Conor Daly NoneFair enough. That's what I wanted to hear.
- Owen Tallis NoneGood. Where do we stand against the date? We're working to Friday 1 Aug 2025. Sophie, anything outstanding on your side?
- Sophie Ling NoneScope has been settled for a while, Growth, the connectors we discussed, the usage walk-through Aoife's team had. What's been open is the payment shape and a couple of lines Conor and Declan wanted clearer in the order form.
- Conor Daly NoneYes. So first, the total. It is £53,800 for the deal, with implementation inside it. Is that still the number?
- Owen Tallis NoneIt is. £53,800, implementation included. That's the total value of the deal. It's not an annual price, and I'd ask that nobody on your side describes it that way internally, because year two will look different.
- Declan Moran NoneThat's useful, thank you. I'd want the order form to show those separately, the one-off element and the recurring element, so I can book them properly.
- Sophie Ling NoneThat's already how I've laid it out in the revised draft. I can walk through it if that helps.
- Declan Moran NonePlease do, when we get to it.
- Conor Daly NoneBefore that, I did want to ask about price. Is there any flexibility on the total? I'm obliged to ask.
- Owen Tallis NoneYou're allowed to ask, Conor. Honest answer: Sophie has already taken the proposal as far as I'm comfortable going on the first term. Let's not discount twice. What I can do is look at the shape of the payment, which is probably worth more to your cash position than a few points off.
- Conor Daly NoneGo on.
- Owen Tallis NoneWe invoice the subscription annually in advance as standard, but we can do it quarterly on request. The implementation is billed as the fixed fee it is. If quarterly helps you, we can write that in.
- Declan Moran NoneQuarterly would help. Would the quarterly instalments be equal?
- Owen Tallis NoneEqual, yes. No uplift for splitting it. It's the same subscription divided across the year.
- Conor Daly NoneFair enough. And payment terms on each invoice?
- Owen Tallis NoneThirty days from invoice, which is our standard. If your process needs something specific on the invoice itself, a reference, a named contact, tell Sophie and we'll put it on.
- Declan Moran NoneI'll send you what our accounts payable team needs. It's mostly a purchase order reference and a billing contact.
- Sophie Ling NonePerfect. Send me that and I'll make sure it's on the order form, not just in an email.
- Aoife Mulcahy NoneCan I bring up the connectors, so I don't forget? I'd like the order form to say which ones go live first. Tickets before renewals, as we said.
- Sophie Ling NoneYes. The connectors promised in an order form carry a commitment to be live within a stated period, so it's worth getting that written down properly. I'll name the helpdesk first and the CRM next, and Elena will confirm the dates in the plan.
- Owen Tallis NoneAnd to be clear, Elena owns the adoption plan once you're live. I'd defer to her on sequencing, she knows what's realistic for the build.
- Aoife Mulcahy NoneGrand. That's what I wanted. Show me the usage on day one, that's all I'm asking.
- Conor Daly NoneOne more from me. Who signs on your side?
- Owen Tallis NoneGood question, and I like it. For us it will be one of our directors, I'll confirm which in the covering note. For you I assume it's you, Conor?
- Conor Daly NoneIt is. But I won't sign against a draft. Send me the order form with the changes marked, Declan and I will read it, and I'll answer in writing.
- Owen Tallis NoneThat works. So next dated step. Sophie, can you have the revised order form out by tomorrow?
- Sophie Ling NoneYes, tomorrow. With the quarterly billing, the invoice reference, the connector order and the split between the one-off and the recurring lines.
- Declan Moran NoneAnd I'll get you the billing details tomorrow as well, so it's all in one pass.
- Conor Daly NoneThen we're aiming for Friday 1 Aug 2025, subject to my reading it. I'm not promising from this call.
- Owen Tallis NoneUnderstood, and that's fine. I'd rather have an honest date than a hopeful one. Thanks, everyone.
- Aoife Mulcahy NoneThanks a million, all. Talk soon.
- Sophie Ling NoneCheers all. Speak soon.
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