Saltdean Hart Insurance Brokers / BB-Demo – Negotiation
Callcompleted
Saltdean Hart Insurance Brokers: documents · 2024-10-25 12:15
Owen Tallis held the £52k total deal value, implementation included, and offered no price room beyond a first-term concession. Trevor Mayhew asked about quarterly billing and notice. Nigel Ferris still wants a call before signing.
What was said
What this says
Current to 11 Oct 26Owen Tallis held the £52k total deal value, implementation included, and offered no price room beyond a first-term concession. Trevor Mayhew asked about quarterly billing and notice. Nigel Ferris still wants a call before signing.
What happened: Owen Tallis confirmed the deal is £52k in total, implementation included, and not an annual price. Priya Raman aimed for signature by Friday 8 November 2024.
Customer view: Nigel Ferris said the figure is a fair bit for the firm and asked for room. Trevor Mayhew wants to look at quarterly billing because winter cash flow is tight.
Commercial: Owen said any price move applies to the first term only. Billing is two lines, with subscription in advance on thirty-day terms.
Watch: Zoe Kendrick needs a live date to plan, and Priya had not yet fixed one. Nigel signs but wants a call first.
Themes
Current to 9 Oct 26Theme
Growth price and billing terms
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman to send the order form to Trevor Mayhew and Nigel Ferris after the call.
- Priya Raman to ring Nigel Ferris on the landline on the Thursday once Trevor has the order form.
- Trevor Mayhew to confirm whether he wants quarterly billing by the middle of the following week.
Risks
Current to 9 Oct 26- Nigel Ferris pushed on price and was given no discount beyond a first-term concession.
- No live date was fixed, and Zoe Kendrick is stretched and needs one to plan.
- Signature depends on a call with Nigel, so the 8 Nov 2024 target is not secured.
Opportunities
Current to 9 Oct 26- Claims and account executives are both in Growth scope, answering Zoe's complaint-handling concern.
- Quarterly billing may suit the customer and could ease agreement.
Transcript
Priya Raman NoneHello, hello. Can everyone hear me alright? I can see Nigel and Zoe, waiting on Trevor.
Nigel Ferris NoneLoud and clear, Priya. Afternoon, everyone. Bit of sun on the seafront today, which makes a change.
Zoe Kendrick NoneHi all. Sorry, sandwich in one hand. We're stretched this month so lunch is on the hoof.
Trevor Mayhew NoneAfternoon. Trevor Mayhew, finance manager. I'm mostly here to listen and ask about invoicing, if that's alright.
Owen Tallis NoneOf course. Owen Tallis, I lead sales here. Priya asked me to join because there's a pricing point to settle, and I'd rather hear it from you directly.- Priya Raman NoneLovely. So, quick recap, to keep momentum. You've seen the demo on your own data, Zoe's team have been through the Growth scope for the account executives and the claims team, and today is about the commercial terms. It's Friday 25 October 2024 and what we're aiming for is signature by Friday 8 November 2024. Happy to make this easy.
- Owen Tallis NoneThanks, Priya. Where do we stand against that date? What's the next dated step?
- Priya Raman NoneOrder form to Trevor and Nigel once we've agreed today. Then Nigel and I speak, and it goes over the line.
- Nigel Ferris NoneRight. Give me the bottom line, Owen. What am I paying?
- Owen Tallis NoneThe deal is £51,600. That's the total value, implementation included. It's the all-in figure for getting you live and through the first term.
- Trevor Mayhew NoneSorry, just so I've got it straight. Is that a yearly figure, or the whole lot including the set-up?
- Owen Tallis NoneThe whole lot. The set-up is a one-off, fixed fee, and the subscription is annual. I won't call the fifty-one six an annual price, because it isn't.
- Trevor Mayhew NoneGood, thank you. That's what I needed. And how does it get billed? Two invoices, one?
- Priya Raman NoneTwo, I'd expect. Implementation on one, subscription in advance on the other. Owen, correct me.
- Owen Tallis NoneThat's right. Subscription annually in advance, quarterly if you ask for it. Thirty-day terms. The order form will show both lines separately so you can see it.
- Trevor Mayhew NoneQuarterly might suit us, actually. Cash flow in the winter is a bit tight with the renewals season. I'll look at it and come back.
- Nigel Ferris NoneHm. Fifty-one thousand. It's a fair bit for us, Owen, I'll be honest. Is there any room?
- Owen Tallis NoneI'll be straight with you, Nigel. The number on the table is where we've got to, and it's a sensible one for Growth. Anything we do on price applies to the first term only. Let's not discount twice, so I'd rather get it right now than promise you something that bites at renewal.
- Nigel Ferris NoneMm. Fair enough. Old-school, I like a straight answer.
- Priya Raman NoneAnd if there's anything we move on, it goes in writing with a deadline against it. So everyone knows where they are. That's what I'd want for you too.
- Zoe Kendrick NoneCan I ask a quick question? Not price. Can the claims team see it, properly? Not just the account executives. If a client rings about a claim, I want whoever picks up to be able to ask the brain.
- Priya Raman NoneYes. Growth is built for several teams, so the account executives and claims are both in scope. It's the same layer, you decide who sees what.
- Zoe Kendrick NoneRight, because last year we had a client complaint sit for days because nobody could find the policy history. I never want that again.
- Nigel Ferris NoneThe clients come first, Zoe, that's the whole point of this.
- Owen Tallis NoneUnderstood. And Nigel, since regulatory compliance matters to you: the brain is built and run inside your own Snowflake account, so your data stays with you. Zoe or Trevor can take you through the detail, but the short version is it doesn't leave.
- Nigel Ferris NoneGood. I don't need the technology, I just need to know the answer's yes. Is it a yes?
- Owen Tallis NoneIt's a yes.
- Trevor Mayhew NoneCan I ask about the end of the term? If we don't want to carry on, what's the notice? I'd rather know now than find out in a year.
- Owen Tallis NoneSensible. The term is a year. Your customer success manager contacts you well ahead of the end, ninety days before, to talk about renewal. There's no auto-surprise. It's all in the order form and I'll make sure it's plain.
- Trevor Mayhew NoneThanks. That's fine.
- Zoe Kendrick NonePriya, one more. When would we actually be live if we signed on the eighth? Because we're stretched, I need to plan who does what.
- Priya Raman NoneGood question. I'll get Hannah's team to confirm the plan, but the implementation is weeks, not months, and we'll agree the connector list with you at kickoff. I'll put the schedule in the follow-up so you can plan around it.
- Zoe Kendrick NoneThat'd help. Thanks.
- Owen Tallis NoneSo let me play it back, because I like things written down. One, the deal is £51,600, implementation included. Two, billed as two lines, subscription in advance, thirty-day terms, quarterly under review by Trevor. Three, any first-term concession comes with a deadline and nothing carries into renewal. Four, order form out today, signature by Friday 8 November 2024. Who signs?
- Nigel Ferris NoneI do. But I'll want a call first. I don't sign things I haven't talked through.
- Priya Raman NoneOf course. I'll ring you Thursday once Trevor's had the order form, and we'll go through it together.
- Nigel Ferris NoneGive me a ring on the landline, I'm never at my desk for email. Right, I'll let you all get on.
- Trevor Mayhew NoneI'll look out for the order form and come back on quarterly billing by the middle of next week.
- Priya Raman NoneBrilliant. Thanks everyone, that was really useful. Speak Thursday, Nigel.
- Owen Tallis NoneThanks all. Speak soon.
- Zoe Kendrick NoneBye, all. Thanks.
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