Penwortham Mutual / BB-Demo – Negotiation
Callcompleted
Penwortham Mutual: documents · 2026-04-27 11:00
Penwortham Mutual's COO said the team is keen to move forward on the £149k all-in proposal. The finance lead flagged board sight but no blocker. An order form is to be sent and signed. Year two is at Enterprise list price.
What was said
What this says
Current to 12 Oct 26Penwortham Mutual's COO said the team is keen to move forward on the £149k all-in proposal. The finance lead flagged board sight but no blocker. An order form is to be sent and signed. Year two is at Enterprise list price.
What happened: Matteo Ricci and Owen Tallis took Bernard Haslam, Clare Huddleston and Lynne Waring through the proposal. Bernard said the team is ready to move to the order form.
Customer view: Lynne asked what year two costs so she could model it. She was told it is the Enterprise list price with no discount, and she did not push back.
Commercial: The £149k covers implementation and the first year subscription. Premium support and a connector live-within commitment are part of what the order form locks in.
Watch: Lynne still has to put it in front of the board. The deal is not executed until the order form is signed, so the proposal remains an open item until then.
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 order form to Bernard, Clare and Lynne straight after the call.
- Lynne Waring to take the order form to the board and, with legal, aim for signature on the date the customer called achievable.
- Matteo Ricci to coordinate security and then the implementation kickoff once signed.
Risks
Current to 9 Oct 26- The finance lead still needs to take the order form to the board before signing.
- Year two is at list price with no discount, which the customer will model and could question later.
Opportunities
Current to 9 Oct 26- Premium support and the security review are included in the Enterprise offer the customer is keen to sign.
Transcript
Matteo Ricci NoneGood morning Bernard, Clare, Lynne, and thanks for joining. I wanted to step back to where we are. We've got the proposal out, you've had a chance to review it. Owen from my side is here because we wanted to make sure we're all aligned on next steps. Bernard, I'd like to hear where you're at.
Bernard Haslam NoneCheers Matteo. So we've reviewed the proposal and we're keen to move forward. A couple of questions came up, and Lynne's got the financial side.
Lynne Waring NoneRight. So the 148,750, that covers implementation and year one subscription both?- Matteo Ricci NoneYes, that's the all-in. Implementation, twelve weeks of delivery, security review, and your first year subscription included.
- Lynne Waring NoneAnd what do you expect the subscription to be in year two, just so we can model it?
Owen Tallis NoneGood question. The subscription in year two would be on the Enterprise annual list price at that time. We've given you certainty on the first year; after that, you'd renew at the current Enterprise rate.- Lynne Waring NoneSo no discount in year two?
- Matteo Ricci NoneCorrect. The first-term discount applies only to the initial deal. Year two onwards is list price. That's our standard approach.
Clare Huddleston NoneCan I ask about timeline? The proposal says twelve weeks for implementation. When would we actually be live?- Matteo Ricci NoneIf we sign this week, we kick off immediately. First three connectors live within two to three weeks. Full implementation by week twelve. So mid-August, roughly.
- Owen Tallis NoneAnd the connectors have live-within commitments. Three weeks for the core ones is guaranteed in the order form.
- Bernard Haslam NoneGood. And the premium support, how does that work in practice?
- Matteo Ricci NonePremium support is a named engineer. You get to know them, they know your setup. Seven to eight in the evening, UK time, every business day. P1 first response is thirty minutes. You're not going through a queue.
- Clare Huddleston NoneAnd the security review, what does that involve?
- Matteo Ricci NoneIt's a formal conversation between us and your security team. We walk through data handling, encryption, access controls, how the brain sits inside your Snowflake. It's built into the implementation, no extra cost.
- Bernard Haslam NoneRight. I think we're ready to move forward. What do you need from us?
- Owen Tallis NoneSo next is we send you the executed order form. That locks in the deal, the price, the timeline, the service levels. You review it, get your legal team comfortable with it, and sign. That should take a week.
- Lynne Waring NoneAnd then we can pay?
- Owen Tallis NoneOnce it's signed, we invoice you for the all-in, 148,750. We'd typically expect payment within thirty days, but we can negotiate terms if needed.
- Bernard Haslam NoneOkay. I'm comfortable moving to the order form. Lynne?
- Lynne Waring NoneYeah, I'll get it in front of the board, but I don't see a blocker.
- Matteo Ricci NoneExcellent. So I'll send the order form to all of you by end of day tomorrow. We're aiming to have it signed by 14 May, which keeps us on track for the August go-live. Does that work?
- Bernard Haslam None14 May is achievable.
- Owen Tallis NoneGreat. I'll send the order form tonight. Once you've had a chance to review it with your legal team, just let me know if you've got any questions on the terms. And then Matteo will be your main contact for the implementation kickoff.
- Matteo Ricci NoneI'll be coordinating the full implementation team, so you'll hear from me about security, then about the kickoff meeting. Sound good?
- Bernard Haslam NoneSounds good. Cheers.