Kadewerk Software / BB-Demo – Negotiation
Callcompleted
Kadewerk Software · 2025-06-18 08:45
Kadewerk's CFO said 25,500 was a stretch for a lean business. Owen Tallis offered ten per cent off implementation and a three-week build if the order form is signed by early July. Maarten said to get it in writing and they would sign.
What was said
What this says
Current to 14 Oct 26Kadewerk's CFO said 25,500 was a stretch for a lean business. Owen Tallis offered ten per cent off implementation and a three-week build if the order form is signed by early July. Maarten said to get it in writing and they would sign.
What happened: Lewis Kerr brought in Owen Tallis after pricing questions. Owen held the subscription at list price and moved only on implementation: ten per cent off and a three-week timeline instead of four.
Customer view: Maarten Bosman called the 25,500 a fair bit for a lean operation, but said they were keen. Sanne de Wit wanted the build live before a late July team summit.
Commercial: The offer is conditional on a signed order form by early July, after which list price and the four-week timeline return. The call does not show whether the form was signed.
Watch: A compressed three-week build needs Kadewerk's people to turn things around fast, which is a delivery risk for BB-Demo.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send the updated order form showing the ten per cent implementation discount and three-week timeline.
- Maarten Bosman to sign and return it by early July.
Risks
Current to 9 Oct 26- The discount and three-week timeline lapse if the order form is not signed by early July.
- A compressed build depends on Kadewerk's team being fully available.
Opportunities
Current to 9 Oct 26- Close a Starter-tier new customer with a signed order form under the agreed terms.
Transcript
Lewis Kerr NoneMorning, Maarten, Sanne. Thanks for the time. I've brought Owen in, he's our VP Sales, because you've raised a couple of questions on the pricing that I want to make sure we get right.
Maarten Bosman NoneHi Owen. So, we're pretty keen, but the 25,500 is, it's a fair bit for us. We're a fairly lean operation. Is there any flexibility?
Owen Tallis NoneWhat's the next dated step? When do you need a decision?- Maarten Bosman NoneIdeally by early July. We can probably push a bit later if we need more time, but sooner is better.
- Owen Tallis NoneOkay. So here's what I can do. If we can get an order form signed by early July, I'll discount the implementation part, knock ten per cent off. The subscription stays at list price, that's the bit I can't move on. But that gets you some savings on the total. Fair?
Sanne de Wit NoneThat helps. Maarten?- Maarten Bosman NoneIt does help, yeah. But, one more thing. We'd like to shorten the implementation. Can you do it in three weeks instead of four?
- Owen Tallis NoneWhat's driving that?
- Sanne de Wit NoneWe've got a team summit in late July. It'd be great to have the system live and running before then, so we can actually demo it internally.
- Lewis Kerr NoneI can speak to Hannah, our Solutions Engineer, but three weeks is pretty tight. We'd need your team to be fully available, and we'd need to compress the testing phase. It's doable if everyone's locked in.
- Maarten Bosman NoneThey will be.
- Owen Tallis NoneAlright. If we can close by early July and commit to compressed timelines, and I mean your people need to turn things around fast, I'll take the implementation timeline down to three weeks. That's the only other move I can make alongside the ten-per-cent discount. So you're looking at some good savings on the 25,500, and a three-week build.
- Sanne de Wit NoneI think that works for us.
- Maarten Bosman NoneYeah. Get it in writing and we'll sign it.
- Lewis Kerr NonePerfect. I'll send you an updated order form within the hour, reflects the ten-per-cent discount on implementation and the three-week timeline. It'll be good through early July. You sign it, send it back, and we're off.
- Owen Tallis NoneAnd just to be crystal clear, this offer is only good if we've got the signed order form by early July. After that, we're back to list price and the four-week timeline. Yeah?
- Maarten Bosman NoneUnderstood.
- Lewis Kerr NoneCheers, both. I'll get that order form over this afternoon. If you've got any questions, you know where to find me.
- Sanne de Wit NoneThanks, Lewis. Speak soon.