Brinkerhof Distributie / BB-Demo – Negotiation
Callcompleted
Brinkerhof Distributie: documents · 2026-05-11 14:45
Negotiation on the 11 May 2026 call: Ruud Verhoeven pushed for a lower £2,115 addition, accepted it in principle once it is written into the order form, and aimed to sign by Thursday 14 May 2026. Femke wanted the urgent ticket confirmed closed first.
What was said
What this says
Current to 11 Oct 26Negotiation on the 11 May 2026 call: Ruud Verhoeven pushed for a lower £2,115 addition, accepted it in principle once it is written into the order form, and aimed to sign by Thursday 14 May 2026. Femke wanted the urgent ticket confirmed closed first.
What happened: Matteo Ricci and Owen Tallis met Ruud Verhoeven and Femke van Gestel on 11 May 2026. Invoiced matched contracted at £44,000 on Growth, and nothing was overdue.
Customer view: Ruud asked for a lower price on the £2,115 addition and was told discounts apply to the first term only. He accepted in principle if the line is written into the order form and invoiced after signature.
Commercial: This is an addition under the current Growth agreement. The term still ends 23 Nov 2026, with renewal on 24 Nov 2026.
Watch: Femke would not sign while the urgent ticket was open. The evidence does not show the ticket outcome or whether Ruud signed.
Themes
Current to 9 Oct 26Theme
Addition pricing and ticket
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- Matteo Ricci sends the updated order form, the one-page note and Elena Novak's written ticket status the next morning.
- Ruud Verhoeven aims to sign by Thursday 14 May 2026 once he has read the document.
Risks
Current to 9 Oct 26- Femke will not sign while the urgent ticket may still be open, and its status was not confirmed on the call.
- Ruud decides only on a written document, so signature depends on the updated order form arriving as promised.
Opportunities
Current to 9 Oct 26- Ruud accepted the £2,115 price in principle, so the addition to the Growth subscription can close once the wording is agreed.
Transcript
Matteo Ricci NoneGood afternoon, everyone. Ruud, Femke, can you hear me? I have Owen Tallis with me today, our VP Sales.
Femke van Gestel NoneHello, yes, we hear you. Hi Owen.
Owen Tallis NoneHello both. Good to meet you properly. Matteo has told me a lot.
Ruud Verhoeven NoneGood afternoon. First the invoice question. Is the last invoice we received exactly what is in the order form? I want to hear it again before we talk about anything new.- Matteo Ricci NoneYes. £44,000 a year, Growth, forty users, and it is the same as the order form. Nothing has been added to it. Owen, you can confirm that from the finance side, I believe.
- Owen Tallis NoneConfirmed. Invoiced matches contracted. Nothing overdue on your side either, thank you for that.
- Femke van Gestel NoneOkay. Before price, actions from last time. Matteo, you sent the page. Ruud, you read it?
- Ruud Verhoeven NoneI read it. Twice. It is clear. The £2,115 is the total deal amount, as a separate line, under the current agreement. That is what I wanted.
- Matteo Ricci NoneThank you, Ruud. That is exactly how I intended it to read.
- Femke van Gestel NoneOne more item from me, and it is not about price. We had one urgent ticket recently. Is it closed? I do not want to sign something while a problem is open.
- Matteo Ricci NoneThat is a fair thing to ask, and I would rather you heard it from me than guessed. I know there was one priority ticket in the last month. Elena Novak, your customer success manager, is the right person on it. Let me confirm the current status with her in writing today, so you have it on paper before you sign anything.
- Femke van Gestel NoneGood. Today, yes?
- Matteo Ricci NoneToday. By the end of the afternoon.
- Owen Tallis NoneAnd I want to say, so it is not lost. If that ticket tells us anything about how the service ran for you, Elena will own that conversation, not me, and not Matteo.
- Ruud Verhoeven NoneFine. Now price. Honestly, I would like it lower. The £2,115. We are already a Growth customer. Can you do something on it?
- Owen Tallis NoneI will be straight with you, Ruud. The amount on the page is the number for this deal. I have to be disciplined about discounts. Any discount applies to the first term only, and I do not like to discount twice. You have a contract at £44,000, and this is an addition to it.
- Ruud Verhoeven NoneSo the answer is no.
- Owen Tallis NoneOn the amount, the answer is that I would rather keep it clean. But I can help on how it is presented and when it is invoiced, if that is what you actually need. What does your finance process need?
- Ruud Verhoeven NoneNo surprises. A line I can match to the contract. And an invoice date I can plan for. I am not trying to be difficult. Credit exposure on installer accounts is what keeps me busy, not this.
- Matteo Ricci NoneThat I can do. The addition is added to the order form as its own line, referenced on the invoice, with the invoice dated after signature. I can make the wording explicit that your existing subscription terms are untouched.
- Owen Tallis NoneAgreed. Written into the order form, not just said on a call.
- Ruud Verhoeven NoneDoes it change the renewal? The date.
- Matteo Ricci NoneNo. The term still ends 23 Nov 2026 and the renewal date is 24 Nov 2026. I will state that in the document as well.
- Ruud Verhoeven NoneGood. Then the price I can accept in principle. I still need to see the document with those words in it.
- Femke van Gestel NoneRuud, in principle is a yes?
- Ruud Verhoeven NoneIn principle, it is a yes, Femke. I do not decide on a call. You know this. The document, then I sign.
- Femke van Gestel NoneOkay, okay. I know. Just checking, I like clear.
- Owen Tallis NoneLet me ask the question I always ask. Who signs, and by when? What is the next dated step?
- Ruud Verhoeven NoneI sign. By Thursday 14 May 2026 is realistic if the document arrives tomorrow.
- Matteo Ricci NoneIt will arrive tomorrow, Tuesday, in the morning. Updated order form, the one-page note, and the confirmation of the ticket status from Elena alongside it. I will not commit to anything beyond what is written in it.
- Femke van Gestel NoneAnd if there is a question, who do we call?
- Matteo Ricci NoneMe, for anything on the order form. Elena for the service side. Owen is there if there is any pricing point that needs a senior name.
- Owen Tallis NoneThanks, Matteo. And Ruud, Femke, thank you. Useful and direct, which I appreciate.
- Ruud Verhoeven NoneGood. We speak when I have read it.
- Femke van Gestel NoneGroetjes, everybody. Matteo, tomorrow, morning.
- Matteo Ricci NoneTomorrow morning. Thank you both. Best regards.
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