Ellerby Dental Group / BB-Demo – Negotiation
Callcompleted
Ellerby Dental Group: documents · 2025-03-26 10:15
Finance at Ellerby asked for a volume discount and split implementation payments before signing. Owen Tallis offered around seven percent off year one for a two-year term. Vikram Sethi needs board sign-off.
What was said
What this says
Current to 11 Oct 26Finance at Ellerby asked for a volume discount and split implementation payments before signing. Owen Tallis offered around seven percent off year one for a two-year term. Vikram Sethi needs board sign-off.
What happened: Owen joined the 26 Mar 2025 call to close the order form. Andy Buckley asked whether the £51,600 all-in figure was locked.
Customer view: Vikram and Andy pointed to the size of the group and asked for a subscription discount for a longer commitment. Vikram also asked for implementation to be paid half upfront and half at go-live.
Commercial: Owen held implementation fixed and offered around seven percent off year one of the subscription for two years, with the second year at £44,000. Implementation could be split in half for a two-year deal, and the offer lapses if not confirmed in writing by the signature deadline.
Watch: Vikram said he needs to run the deal by his board. Signature is not yet agreed.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Owen Tallis to send the revised order form with two-year terms and the split implementation payment that afternoon.
- Vikram Sethi to review the documents and reply early the following week.
- Vikram Sethi to return signatures by the agreed signature deadline.
Risks
Current to 9 Oct 26- Vikram Sethi needs board approval, so signature timing depends on a step BB-Demo does not control.
- The discount offer lapses if not confirmed in writing by the signature deadline.
- The discount applies to year one only, so the customer faces the standard rate from year two.
Opportunities
Current to 9 Oct 26- A two-year commitment secures the subscription for a longer term at the standard rate in year two.
- Finance engagement from Andy Buckley and Vikram Sethi shows the buyer is working through terms, not walking away.
Transcript
Priya Raman NoneHi, everyone. Thanks for making time. This is Owen, he leads our sales team. He's just here to make sure we're locked in on everything and we can move to signature.
Owen Tallis NoneAfternoon. Good to meet you both. Where do we stand on the order form?
Vikram Sethi NoneWe've reviewed it. Finance has a couple of questions. Andy, you want to...
Andy Buckley NoneYeah. So, the all-in number, fifty-one thousand six hundred: is that locked, or is there room to move?- Owen Tallis NoneThat's our price for Growth tier, implementation and year one. Standard terms.
- Andy Buckley NoneWe were wondering if there was any wiggle room given the size of our business.
- Priya Raman NoneI, we do have some discretion on first-year terms, but it's modest. Let me know what you had in mind.
- Vikram Sethi NoneWe were thinking if there's a volume play here, we've got forty-five practices, maybe there's a discount on the subscription side going forward?
- Owen Tallis NoneLook, the implementation is fixed. Eight weeks, what it costs. The subscription, what's the ask?
- Andy Buckley NoneMaybe a few percent off the forty-four thousand if we commit to two or three years?
- Owen Tallis NoneDiscount applies year one only. Year two and beyond, you're at the standard rate. But if you want to lock in a committed term and get a few percent off year one, we can do that. What does two years look like to you?
- Vikram Sethi NoneThat makes sense. And, sorry, the payment schedule. Can we do half upfront, half at go-live?
- Priya Raman NoneImplementation is usually paid upfront, subscription in advance. But let me check if we can split implementation on signature and go-live. Owen, is that doable?
- Owen Tallis NoneIf you're going two years, we can do implementation half-half. Subscription stays in advance for the term. Fair?
- Andy Buckley NoneThat works. And what about a discount, then?
- Owen Tallis NoneTwo-year commitment, we can take off around seven percent on the subscription year one. You'd want to confirm that in writing by 9 April. After that, the offer walks.
- Vikram Sethi NoneOkay. So, walk me through the math. Fifty-one thousand six hundred all in, split payments on implementation, seven percent off the subscription?
- Owen Tallis NoneClose. Implementation twelve thousand, split in half. Subscription forty-four thousand less seven percent, call it around forty-one thousand. Year two at standard rate, forty-four thousand. No discount after. That's a two-year deal.
- Priya Raman NoneAnd the signature date, we're still looking at 9 April to stay on the implementation timeline?
- Vikram Sethi NoneWe can get there. I'll need to run this by our board, but it's straightforward.
- Owen Tallis NoneGreat. I'll send you a revised order form with the two-year terms and the payment split this afternoon. You sign off, send it back, and you're live in eight weeks.
- Andy Buckley NoneAnd Priya's still the contact?
- Priya Raman NoneI am through implementation and into the first year. After that, a CSM takes over day-to-day. But yes, I'm your person right now.
- Vikram Sethi NoneOkay. We'll review the docs and get back to you early next week. That okay?
- Owen Tallis NoneWhat's the next dated step?
- Vikram Sethi NoneWe'll send signatures by 9 April.
- Owen Tallis NonePerfect. Cheers, both.
- Priya Raman NoneThanks, Vikram, Andy. Speak soon.