Pemaquid Analytics / BB-Demo – Proposal
Callcompleted
Pemaquid Analytics: documents · 2026-02-09 16:00
Proposal call for Growth at £62,000 all-in, implementation included. The CFO wants a payback measure written into the plan and targets signature by 18 Mar 2026. One-year term, separate invoices, no early payment.
What was said
What this says
Current to 11 Oct 26Proposal call for Growth at £62,000 all-in, implementation included. The CFO wants a payback measure written into the plan and targets signature by 18 Mar 2026. One-year term, separate invoices, no early payment.
What happened: Jordan Pike presented Growth at £62,000, the deal's total value including the one-off implementation fee. Raymond Tsai asked for payback, seats and term.
Customer view: Caitlin Mercer would not promise the board a number without evidence. She proposed using the first quarter after go-live as the baseline and counting at-risk renewals flagged early.
Commercial: Raymond wants a one-year term, separate invoices for implementation and subscription, and payment on terms, not early. He will review the order form and says his condition is the payback measure written into the plan.
Watch: Signature depends on the success measure being drafted. Jordan owes the order form and the draft measure, and Hollie is named as the BB-Demo customer success manager for review points.
Themes
Current to 9 Oct 26Theme
Growth proposal, payback measure
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- Jordan Pike sends the order form the next day with separate invoices and a one-year term.
- Jordan Pike drafts the success measure section for Caitlin Mercer to edit.
- Raymond Tsai reviews the order form, with signature targeted for 18 Mar 2026.
Risks
Current to 9 Oct 26- Signature is conditional on a payback measure the customer has not yet quantified.
- The CFO will not sign multi-year without a reason, so the commitment is one year only.
Opportunities
Current to 9 Oct 26- Growth includes forty users, so adding account managers later is headroom within the tier.
- A written success measure and quarterly reviews give a value case for the first renewal.
Transcript
Jordan Pike NoneHi, Caitlin. Ray, good to meet you properly. Thanks for making the time.
Raymond Tsai NoneAfternoon. I've got about half an hour. What's the number?
Caitlin Mercer NoneRay, let him do the intro, he'll get there.- Jordan Pike NoneNo, that's fine, I like it. One-line agenda: scope, the number, and what it takes to sign. Time check, we have the full slot, and I'll keep it tight. So, the number. You're looking at Growth, and the total for the deal is £62,000. That's the all-in figure, implementation included.
- Raymond Tsai NoneRight. All-in meaning the setup plus the first year?
- Jordan Pike NoneTo be transparent, that's the deal's total value, it includes the one-off implementation fee. The order form will split it out line by line, so you'll see exactly what is a one-off and what recurs. I don't want to hand you a loose number and have it mean something different later.
- Raymond Tsai NoneGood. I like that. What's the payback?
- Caitlin Mercer NoneOkay, let me take that one. Today Tyrell and the team spend a chunk of every week stitching tickets, usage and call notes together by hand before each renewal. And I can't see a distributor going quiet until it's late. If we catch even a few renewals we'd otherwise be surprised by, that's the case.
- Raymond Tsai NoneA few meaning how many?
- Caitlin Mercer NoneFair challenge. I don't want to promise the board a number without evidence, so I'd rather we measure it. Use the first quarter after go-live as the baseline, count the at-risk renewals the brain flags early, and compare with the same distributors last year.
- Jordan Pike NoneAnd we can help with that. Your customer success manager at BB-Demo, Hollie, would set up the review points so you're not guessing at value later. Quarterly reviews are part of Growth.
- Raymond Tsai NoneOkay. How many seats are we using, or would we be using?
- Jordan Pike NoneGrowth includes forty users, and from the demo you'd start with the customer success team, so well inside that. If you add the account managers later, there's headroom before you'd need to think about more.
- Raymond Tsai NoneFine. Is this a multi-year ask?
- Jordan Pike NoneNo. The proposal is for one year, billed annually in advance, thirty-day terms. If you want to talk about longer, I'd want a reason for it, and I haven't heard one from you yet.
- Raymond Tsai NoneGood. I don't sign multi-year without a reason.
- Caitlin Mercer NoneHe really doesn't.
- Jordan Pike NoneUnderstood, and I respect that. One thing on the invoice side, Ray. Do you want the implementation fee and the subscription on separate invoices?
- Raymond Tsai NoneSeparate, yes. Clean invoices. And we pay on terms, not early.
- Jordan Pike NonePerfect, I'll note that on the order form. Anything in the scope you want to push on? Caitlin, you've seen the connector list.
- Caitlin Mercer NoneIt matches what we need. Helpdesk, CRM, call recorder, our usage tables. Finance can wait for a later phase. I'm comfortable. What's the signal that implementation is on track, though? Eight weeks is a long time to wait.
- Jordan Pike NoneFair. There's a first connector live early on, so you see real data well before the end, and the order form carries a live-within commitment for each connector you've asked for. You'll have dates, not hopes.
- Raymond Tsai NoneSend me the order form. I'll review it and come back.
- Jordan Pike NoneWill do, tomorrow. What would make this a yes for you, Ray? Is there anything that's still open on your side?
- Raymond Tsai NoneThe payback measure Caitlin described, written into the plan. If that's there, I'm comfortable. Our target is signature by 18 Mar 2026.
- Caitlin Mercer NoneI'll own the measure and put it in the success plan. Let's do that as a short section Jordan can draft and I'll edit.
- Jordan Pike NoneGreat. So, to recap: I send the order form tomorrow, with separate invoices and a one-year term. I draft the success measure for Caitlin. Ray reviews, and we're aiming at 18 Mar 2026. Anything I missed?
- Raymond Tsai NoneNo. Thank you both.
- Caitlin Mercer NoneThanks, Jordan. Best, Caitlin, and I'll chat with you later this week.
- Jordan Pike NoneThanks, Jordan. Take care, both.
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