Pelham Rowe Insurance Brokers / BB-Demo – Negotiation
Callcompleted
Pelham Rowe Insurance Brokers: documents · 2024-01-10 11:15
Geoffrey Rowe liked the product but pushed on the £28k price. Owen Tallis held price and added an on-site training day and quarterly check-ins. Naomi Fordham accepted; Tom Ashdown to send the order form that day.
What was said
What this says
Current to 11 Oct 26Geoffrey Rowe liked the product but pushed on the £28k price. Owen Tallis held price and added an on-site training day and quarterly check-ins. Naomi Fordham accepted; Tom Ashdown to send the order form that day.
What happened: Owen Tallis joined the 10 Jan 2024 negotiation. Geoffrey pushed twice for movement on price; Owen declined to cut and offered a training day and quarterly check-ins instead.
Customer view: Naomi said the training works for them. She expects to start with five or six people in operations and wants capacity for fifteen users, so Starter fits.
Commercial: The call ended at twenty-eight thousand all in with training included. The call does not show a signed order form, so the executed paper decides the terms.
Watch: Naomi wants time to prove value before expanding. Early adoption and a clear value case will matter at the first renewal.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to send the order form on 10 Jan 2024 and track signature.
- Book the on-site training day and quarterly check-ins with Naomi Fordham.
Risks
Current to 9 Oct 26- Geoffrey Rowe called the price a significant investment and asked twice for movement.
- Only five or six people will use it at first, so value must be proved before expansion.
Opportunities
Current to 9 Oct 26- Naomi Fordham expects to expand beyond operations once value is proved.
- The on-site training day can drive early adoption on Starter.
Transcript
Tom Ashdown NoneGeoffrey, Naomi, this is Owen, our VP Sales. He's here to talk through the commercial side.
Owen Tallis NoneHi both. So where are we on the deal?
Geoffrey Rowe NoneWe like the product. Question is price. Twenty-eight thousand is a significant investment.- Owen Tallis NoneWhat are your concerns?
- Geoffrey Rowe NoneWe'd need some movement on price.
- Owen Tallis NoneLet me ask, how much will you actually use in year one? Naomi, what's your thinking?
Naomi Fordham NoneWe'd start with operations: maybe five or six people: asking questions about calls, tickets, CRM. Give us time to prove value, then expand.- Owen Tallis NoneSo you're not maxing out the fifteen users from day one?
- Naomi Fordham NoneNo. But we'd want the capacity there.
- Owen Tallis NoneOkay. Implementation is fixed, so any flex is on subscription. What I can do is throw in a day of on-site training, that's normally an add-on. Plus quarterly check-ins. How does that work?
- Geoffrey Rowe NoneTraining helps. But can you move on the price itself?
- Owen Tallis NoneThe honest answer is our costs are what they are. I can't cut further and keep service quality. But the training day and check-ins add value.
- Naomi Fordham NoneOkay. I think the training works for us.
- Tom Ashdown NonePerfect. So we're at twenty-eight all in with training included. I'll get an order form over today.
- Geoffrey Rowe NoneGreat. What's next?
- Tom Ashdown NoneYou sign the order form, we kick off the following week.
- Owen Tallis NoneThanks both. Look forward to working with you.
- Geoffrey Rowe NoneCheers.