Bayard Lane Payments / BB-Demo – Negotiation
Callcompleted
Bayard Lane Payments: documents · 2026-02-11 16:30
On the 11 Feb 2026 negotiation call, Bayard Lane Payments asked for quarterly payment and a discount. Owen Tallis agreed ten percent off the first term with quarterly invoicing. Elliot Rosen said he would sign.
What was said
What this says
Current to 11 Oct 26On the 11 Feb 2026 negotiation call, Bayard Lane Payments asked for quarterly payment and a discount. Owen Tallis agreed ten percent off the first term with quarterly invoicing. Elliot Rosen said he would sign.
What happened: Jordan Pike brought in Owen Tallis to close commercial terms on 11 Feb 2026. Security sign-off had already come through.
Customer view: Dana Kurtz said the company pays quarterly, not annual upfront, and that a discount would help because they are investing in other tools this year. Elliot Rosen asked for ten percent.
Commercial: Owen offered quarterly invoicing if the full annual figure is committed, and gave ten percent off the first term. He put the year at fifty-five eight.
Watch: the evidence does not show that the order form was signed. The close target was Friday 27 Feb 2026, and Elliot said he would sign and return it.
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, with a close target of Friday 27 Feb 2026.
- Elliot Rosen to sign and return the order form.
- Jordan Pike to start implementation the week after signature.
Risks
Current to 9 Oct 26- A ten percent first-term discount was conceded and the customer is investing in other tools this year.
- Quarterly invoicing departs from the standard annual in advance, so cash arrives later.
- The evidence does not show a signed order form, so the deal remains an open item.
Opportunities
Current to 9 Oct 26- The customer committed in principle to the full annual figure while invoicing quarterly.
- Merchant success and finance both attended, which suggests broad internal backing.
Transcript
Jordan Pike NoneOwen, thanks for joining. Elliot, Dana, good to see you again. We've got thirty-one minutes. We're at commercial terms now, so wanted to get Owen in to make sure we move this across the line.
Owen Tallis NoneMorning, all. Where does the deal stand?- Jordan Pike NoneSecurity sign-off came through. Elliot and Dana have a couple of points they want to discuss before they sign the order form.
Dana Kurtz NonePayment terms, mainly. We're quarterly, we don't pay annual upfront.- Owen Tallis NoneStandard for us is annual in advance. I understand that doesn't work for you. What does your process look like?
- Dana Kurtz NoneQuarter by quarter. And a discount would help us, we're investing in a couple of other tools this year.
- Owen Tallis NoneI can do quarterly if Elliot commits to the annual number upfront, so we invoice quarterly but you lock in the full year. On discount, first term only. What were you thinking?
Elliot Rosen NoneTen percent?- Owen Tallis NoneI can give you that. That takes you to fifty-five eight for the year. Quarterly invoicing.
- Dana Kurtz NoneThat works.
Monique Fairley NoneAnd the implementation timeline, still eight weeks?- Jordan Pike NoneEight weeks from signature. We kick off the week after you sign, so assuming you sign early next week, we're looking at early May go-live.
- Elliot Rosen NoneAnd if we need to push, say our Salesforce team gets swamped?
- Jordan Pike NoneWe can extend. The eight-week clock starts when you're ready. We don't charge extra for that, it's one fixed fee, regardless of when we run.
- Owen Tallis NoneSo we're good on price, terms, timeline, security. Who signs the order form?
- Elliot Rosen NoneI will. I'll get it back to you by Friday.
- Owen Tallis NonePerfect. I'll send the order form by tomorrow with close target of Friday 27 February 2026. Thanks, all.
- Monique Fairley NoneThanks, Owen. We're excited.