Pemaquid Analytics / BB-Demo – Negotiation
Callcompleted
Pemaquid Analytics · 2026-09-22 14:30
Pemaquid's CFO accepted the £4,011 expansion as a small number but pressed on payback. Seven of forty seats are active. Order form due next day, expected close 29 Sep 2026, no multi-year talk yet.
What was said
What this says
Current to 11 Oct 26Pemaquid's CFO accepted the £4,011 expansion as a small number but pressed on payback. Seven of forty seats are active. Order form due next day, expected close 29 Sep 2026, no multi-year talk yet.
What happened: Jordan Pike quoted the expansion at £4,011 as its own order form line, separate from the £50k Growth subscription. Owen Tallis declined to discount again, and Raymond Tsai said he would not fight over it.
Customer view: Raymond asked what the brain is doing for them. Caitlin Mercer said about seven people are active on a typical day against forty paid seats, up on last quarter.
Commercial: Raymond will sign after Kevin Dussault checks the order form, and wants it before the end of the month. Kevin asked for a separate invoice. The main contract renewal is 1 Apr 2027, and Raymond does not want a multi-year conversation until he has seen usage.
Watch: Caitlin committed to onboard account managers by the end of the quarter. Without that, empty seats will resurface as a value question at renewal. The evidence does not show the outcome of signature, as the expected close was 29 Sep 2026.
Themes
Current to 9 Oct 26Theme
Expansion pricing and seat adoption
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- Jordan Pike to send the order form to Raymond Tsai and Kevin Dussault the day after the call, with invoice terms in writing.
- Caitlin Mercer to send Jordan the onboarding list and onboard account managers by the end of the quarter.
- Owen Tallis to countersign once Raymond Tsai has signed.
Risks
Current to 9 Oct 26- Only about seven of forty Growth seats are active, so the value case at the 1 Apr 2027 renewal is weak without wider adoption.
- Raymond Tsai has ruled out a multi-year conversation until usage is shown.
Opportunities
Current to 9 Oct 26- The £4,011 expansion line looks close to signature, with the CFO not contesting the figure.
- Onboarding account managers could bring more of the forty licensed users into active use.
Transcript
Jordan Pike NoneHey everyone, can you hear me okay? I'm seeing a few of you pop in.
Caitlin Mercer NoneLoud and clear. Hi Jordan. Hi Owen, good to see you.
Owen Tallis NoneAfternoon, Caitlin. Good to be on. Sorry, I'm in a different room from usual, so if the echo's bad, tell me.
Raymond Tsai NoneAfternoon. Raymond here. Kevin's with me, he's just getting his headset sorted.
Kevin Dussault NoneI'm here. Afternoon all. Sorry about that, the laptop wanted an update right as the call started.- Jordan Pike NoneNo problem at all. So, quick agenda, and we've got the thirty-six minutes booked, so I'll keep an eye on the clock. One, where we are on the expansion. Two, the paperwork and who signs. Three, next dated steps. Sound okay?
- Raymond Tsai NoneFine. Can I start with the number? What's the total for the expansion?
- Jordan Pike NoneSure. To be transparent, here's where we are. The expansion is £4,011 in total. That's the whole deal value, not a new annual price. Your subscription stays where it is, £50,000 a year on Growth.
- Raymond Tsai NoneUnderstood. And that's on top of the fifty we're already paying.
- Jordan Pike NoneRight. The fifty is the contracted annual figure, and the expansion is its own line on the order form. Owen, do you want to say a word on how we've treated pricing?
- Owen Tallis NoneYes. Short version, we've held the expansion at the figure Jordan quoted. I'd rather not discount twice, Raymond. You've already had the benefit of the first-term terms, and this sits inside the same contract. So the £4,011 is where I'd like to land.
- Raymond Tsai NoneThat's not a large number. I won't fight over it. What I want to know is the payback. What's it doing for us?
- Caitlin Mercer NoneCan I take that one? So what's the signal, right. Before the brain, my team was pulling tickets from one place, usage from another, and renewal calls were in somebody's notes. Now one view per distributor. I open the account and I see the lot.
- Raymond Tsai NoneMm. Fine, but how many seats are we using? We pay for forty.
- Caitlin Mercer NoneHonestly, fewer than that. We're at about seven people active on a typical day. It's up on last quarter, so it's moving the right way, but it's not forty.
- Raymond Tsai NoneSeven out of forty.
- Jordan Pike NoneYeah, and I'd rather say that out loud than have it sit there. The licence is forty users, you're using a fraction, so the question for the expansion is whether it brings more of the team in or just adds spend.
- Caitlin Mercer NoneIt brings more in. That's the whole point of it. Let's operationalise it, get the account managers into the same view, and I can put a dashboard in front of Raymond that shows it.
- Owen Tallis NoneThat's useful. Caitlin, what's the next dated step on your side for getting those people on? Because if there's no date, the seats stay empty and we're having this conversation again at renewal.
- Caitlin Mercer NoneFair. Give me until the end of the quarter to get the account managers onboarded. I'll send Jordan the list.
- Kevin Dussault NoneCan I come in on the invoicing side? Just so I have it right. The £4,011, is that invoiced on signature, or does it follow the existing annual cycle?
- Jordan Pike NoneGood question, Kevin. Let me confirm that against the order form rather than guess. My understanding is it's invoiced as its own line when it's signed, thirty-day terms, but I'll put it in writing.
- Kevin Dussault NonePlease do. And a separate invoice if possible. Easier for me to reconcile against the existing subscription.
- Owen Tallis NoneSeparate line, separate invoice. That's fine, we can do that.
- Raymond Tsai NoneSend me the order form. Who signs on your side?
- Owen Tallis NoneI'll countersign. Jordan prepares it, I sign. You or Kevin on yours?
- Raymond Tsai NoneI sign. Kevin checks it first. And I'll want it before the end of the month, not after.
- Jordan Pike NonePerfect. We have the expected close as Tuesday 29 Sep 2026, so one week from today. I'll get the order form to you both tomorrow. Does that work?
- Kevin Dussault NoneThat works. If it's in my inbox tomorrow I can turn it round inside a couple of days.
- Raymond Tsai NoneOne more thing. Renewal for the main contract is next April, correct?
- Jordan Pike NoneCorrect. The contract runs to 31 Mar 2027 and the renewal date is 1 Apr 2027. Nothing about this expansion changes that.
- Raymond Tsai NoneGood. I don't want a multi-year conversation yet. Let's see the usage first.
- Owen Tallis NoneCompletely reasonable. Let's let the numbers make that case. Anything else from anyone before we wrap?
- Caitlin Mercer NoneNo, I'm good. Thanks, both.
- Jordan Pike NoneGreat. So, to recap: order form to Raymond and Kevin tomorrow, Caitlin sends the onboarding list, Kevin gets the invoice detail in writing, Owen countersigns. Thanks, everyone.
- Raymond Tsai NoneThank you. Goodbye.
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