Pemaquid Analytics / BB-Demo – Negotiation
Callcompleted
Pemaquid Analytics: documents · 2026-02-27 16:45
Negotiation call on Growth at £62,000 all-in. Owen Tallis held the number, one-year term and split invoices agreed, order form due Monday, signature targeted for 18 Mar 2026. Raymond signs after Kevin Dussault reviews.
What was said
What this says
Current to 11 Oct 26Negotiation call on Growth at £62,000 all-in. Owen Tallis held the number, one-year term and split invoices agreed, order form due Monday, signature targeted for 18 Mar 2026. Raymond signs after Kevin Dussault reviews.
What happened: Owen Tallis joined Jordan Pike for the commercial terms. Raymond Tsai asked for room on the £62,000 and was told there was none on the number.
Customer view: Caitlin Mercer wants early signal on unhappy distributors and a distributor dashboard. Raymond accepted a measurable first ninety days in place of a payback figure.
Commercial: One-year term, subscription billed annually in advance, implementation on its own invoice, thirty-day terms, paid on the due date. Kevin Dussault checks the finance lines before Raymond signs.
Watch: Forty users fit the stated team. The dashboards builder is part of Growth and the first dashboard is set up during implementation.
Themes
Current to 9 Oct 26Theme
Growth deal terms 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- Jordan Pike sends the order form on Monday with split lines and a one-year term.
- Kevin Dussault reviews the finance lines and comes back to Jordan on invoicing.
- Raymond Tsai signs, with target signature 18 Mar 2026.
Risks
Current to 9 Oct 26- No payback figure is agreed, only a ninety-day measure, so the value case is still open.
- Signature depends on Raymond Tsai and Kevin Dussault accepting the order form paper.
Opportunities
Current to 9 Oct 26- Distributor dashboard in Growth gives Caitlin Mercer the early-warning view she wants.
- Finance looking in as users could extend adoption within the forty included.
Transcript
Jordan Pike NoneHi everyone, can you hear me alright? I can see Caitlin and Kevin. Raymond, are you on?
Raymond Tsai NoneI'm here. One second, the headset is being difficult. Okay, better. Can you hear me?- Jordan Pike NoneLoud and clear. Thanks for making time late on a Friday afternoon.
Caitlin Mercer NoneNo problem at all, it's been a long week of renewals over here, so this is a nice change. Hi Owen, good to see you.
Owen Tallis NoneGood afternoon, all. Thanks for having me on. Jordan asked me to sit in because we're down to the commercial terms. So, where does the deal stand against 18 March 2026? That's the date we have for signature.- Jordan Pike NoneRight, so here's where we are. One line agenda: the number, the term, the paperwork, then next steps, and we'll be done on time. Raymond, I know you'll want the number first.
- Raymond Tsai NoneI do. What's the number?
- Jordan Pike NoneSixty-two thousand pounds, £62,000, all-in. That's the Growth tier with the implementation included. So it's the total value of the deal, not an annual price on its own.
- Raymond Tsai NoneUnderstood. All-in, implementation included. And what's the payback?
- Caitlin Mercer NoneCan I jump in on that one? Because honestly it's the thing I keep coming back to. Today my team finds out a distributor is unhappy when they tell us at renewal. Tickets are in one place, usage is in another, and the renewal calls are in somebody's recording that nobody has time to open.
- Caitlin Mercer NoneSo the payback for me is not surprising the board. If I can see the signal early, I can save a distributor before it's a conversation about cancelling. I'd rather not put a made-up number on that, Raymond. I told Jordan I won't promise the board a figure without evidence.
- Raymond Tsai NoneFair. I'd rather hear that than a guess. But I do need something I can write down.
- Owen Tallis NoneSure. What I'd suggest is we make it measurable in the first ninety days. Which is, what, a quarter, near enough? You pick two or three distributors you worry about, and we see whether your team gets to them sooner.
- Raymond Tsai NoneMm. That's reasonable. Kevin, are you comfortable with that sort of thing?
Kevin Dussault NoneIt's not really my side, it's more for Caitlin and you. What I need to know is how it lands in the books. Is the implementation a separate line from the subscription?- Jordan Pike NoneGood question, and to be transparent, on the order form they are separate lines. We can show the implementation as a one-off and the subscription as the recurring piece, so you can treat them differently.
- Kevin Dussault NoneThat helps. And terms? We normally work to thirty days.
- Owen Tallis NoneThirty days is our standard. Subscription is billed annually in advance, implementation on its own invoice. If you'd prefer quarterly billing on the subscription, we can talk about that, but I'd want to hold the number as it is.
- Raymond Tsai NoneI don't need quarterly. Annual is fine. I'd rather pay once and be done.
- Kevin Dussault NoneJust so I'm clear, we'd pay on the due date, not before. Raymond doesn't pay early.
- Raymond Tsai NoneCorrect. Never early.
- Jordan Pike NoneHa, noted. On the due date, that works.
- Raymond Tsai NoneNow, price. Is there any room on the sixty-two?
- Owen Tallis NoneHonest answer, Raymond? Not on the number. Here's my thinking. If I shave it now, I'm either giving it back to myself at renewal or I've set a number that doesn't hold. Let's not discount twice. What I can do is be flexible on shape: one-year term, lines split the way Kevin wants, and a clear start date.
- Raymond Tsai NoneOne year suits me. I'm not signing multi-year without a reason, and I don't have one yet.
- Owen Tallis NoneThat's exactly what I'd recommend. Prove it in the first year, then talk about renewal when there's evidence.
- Caitlin Mercer NoneCan I ask about users? We said forty at the start. I've got customer success managers, a couple of ops people, and I'd want finance to be able to look in as well. Is that going to fit?
- Jordan Pike NoneGrowth includes forty users, so yes, that fits what you've described. If you grow past it, there's a clean way to add more, but I wouldn't worry about that on day one.
- Caitlin Mercer NoneGreat. And can we get the distributor view on a dashboard? That's the whole point for me. Let's operationalise it.
- Jordan Pike NoneYes. The dashboards builder is part of Growth, and we'd set up the first one with you during implementation. What would make this a yes for you, Caitlin? Is that the main thing?
- Caitlin Mercer NoneThat and Raymond being happy with the paper. I never buy without Ray, sorry, without Raymond.
- Raymond Tsai NoneHa. Ray is fine. Look, send me the order form. I'll read it over the weekend and Monday, and Kevin will check the finance lines.
- Owen Tallis NoneOkay, what's the next dated step? I'd like to have the order form with you on Monday, with the lines split and the one-year term. Then who signs?
- Raymond Tsai NoneI sign. Kevin reviews first.
- Kevin Dussault NoneI'll turn it round quickly. If there's anything on invoicing I'll come back to Jordan directly.
- Jordan Pike NonePerfect. So to recap: sixty-two thousand all-in, implementation included, annual billing in advance on the subscription, thirty-day terms, one-year term, order form to you Monday, target signature 18 March 2026. Did I miss anything?
- Caitlin Mercer NoneThat's it from me. Thanks, both of you.
- Raymond Tsai NoneThanks, Jordan. Thanks, Owen. Thanks all. Speak next week.
- Owen Tallis NoneThanks, everyone. Have a good weekend.
- Jordan Pike NoneThanks, all. Jordan will have it with you Monday, I mean I will, ha. Take care.
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