Kesselfeld Software / BB-Demo – Negotiation
Callcompleted
Kesselfeld Software: documents · 2025-12-09 10:15
Florian Becker said his board was happy with scope and pricing, Anja Pohl won monthly billing, and the customer chose one year to see value first. Renewal price quoted at £44k. No signature is shown.
What was said
What this says
Current to 11 Oct 26Florian Becker said his board was happy with scope and pricing, Anja Pohl won monthly billing, and the customer chose one year to see value first. Renewal price quoted at £44k. No signature is shown.
What happened: Matteo Ricci brought in Owen Tallis to close the proposal on 9 Dec 2025. Florian Becker, Managing Director, said the board was happy and he needed one internal check before signing.
Customer view: Anja Pohl, Head of Finance, asked for monthly billing instead of upfront payment, and Owen agreed. Florian declined a multi-year discount because the company wants to see the value first.
Commercial: Owen locked the year-one price at fifty-nine and a half thousand including implementation if signed that week. At renewal he quoted the standard Growth price of £44k, which is the v1 Growth list figure.
Watch: The evidence does not show a signature or an executed order form. The £44k renewal figure differs from the v2 Growth list of £50k for new business from 1 Dec 2025, so check what the order form says.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Matteo Ricci to secure the signed order form, which the customer said it would return early next week.
- Laura Penhaligon to contact the customer within a day of signature to fix the connector schedule and go-live date.
- Owen Tallis and Marcus Bell to prepare the renewal conversation around the year-one value.
Risks
Current to 9 Oct 26- The evidence does not show a signature, so the deal is an open item until an executed order form exists.
- The customer wants to see value before committing further, so the first renewal needs a clear value case.
- The £44,000 renewal figure quoted is the v1 Growth list, while the v2 Growth list is £50,000 for new business from 1 Dec 2025.
Opportunities
Current to 9 Oct 26- A multi-year commitment could be revisited once the customer has seen value in year one.
- The quarterly business reviews with the CSM give a regular point to show value across all eight connectors.
Transcript
Matteo Ricci NoneHello, everyone. Owen's just joining us, he leads the sales team and oversees the commercial terms.
Owen Tallis NoneHi, all. Good to meet you. Matteo's mentioned you're quite keen to get the brain live in January. Where are we on the proposal?
Florian Becker NoneWe've reviewed it. A couple of tweaks we'd like to discuss.
Anja Pohl NonePayment terms, mainly. You have it as upfront, both the implementation and the annual subscription?- Owen Tallis NoneThat's our standard. Though we can do monthly billing if that's easier for your accounting.
- Anja Pohl NoneMonthly would be preferable for us.
- Matteo Ricci NoneThat's fine. We'd invoice the implementation on signature, that's due straightaway. The subscription would then be monthly from your go-live date.
- Owen Tallis NoneSo if you go live mid-January, the first month would be pro-rata. Then it becomes the regular annual amount spread across twelve months from February onwards. Does that work?
- Anja Pohl NoneYes. And the price is locked in at fifty-nine thousand five hundred if we sign this week?
- Owen Tallis NoneIt is. That's your year-one deal. Fifty-nine and a half including the implementation. At renewal, you move to the standard Growth pricing of forty-four thousand.
- Florian Becker NoneRight. That discount only applies to year one, I assume?
- Owen Tallis NoneCorrect. Standard terms after that. I could offer a small discount for a multi-year commitment if that's interesting?
- Florian Becker NoneHonestly, one year feels right. We want to see the value first before we lock anything in further.
- Owen Tallis NoneFair. Let's not discount twice, then. We'll stick with your year-one rate, and we'll have a proper renewal conversation next January.
Julia Hartmann NoneOn implementation, Tim had a question about whether you actually move our data or if it stays where it is.- Matteo Ricci NoneIt stays where it is. The brain lives in your Snowflake account and queries the source systems. Salesforce data stays in Salesforce, tickets stay in Zendesk. We're creating a unified view on top.
- Julia Hartmann NoneAnd if a connector breaks, what's the procedure?
- Matteo Ricci NoneWe have alerts for that. You'd see it in your admin dashboard. P1 issues, your data has stopped syncing, we commit to fixing within four hours in business time.
- Owen Tallis NoneThat's in the SLA. And you'll get a quarterly business review with Marcus to make sure all eight connectors are healthy and you're getting value.
- Florian Becker NoneGood. I think we're in a position to move. My board are happy with the scope and the pricing. I need to confirm one thing internally and then we can sign. Is next week realistic?
- Owen Tallis NoneNext week is ideal. Once you sign, Matteo will trigger the implementation kickoff, Laura, our implementation lead, will be in touch within a day to lock down the connector schedule and your go-live date.
- Matteo Ricci NoneAnd once we're live, you'll have Marcus as your CSM. He'll be the main relationship for adoption and quarterly reviews.
- Anja Pohl NonePerfect. We'll review and get back to you by early next week.
- Owen Tallis NoneCheers, all. Talk soon.