Carnmoor Fleet Leasing / BB-Demo – Negotiation
Callcompleted
Carnmoor Fleet Leasing · 2025-10-29 12:15
Negotiation call on 29 Oct 2025 with Owen Tallis present. Ian Prendergast wants the uplift in pounds in the order form, has agreed no price, and will decide after the board sees the pack. Gemma Thorne backs the purchase.
What was said
What this says
Current to 13 Oct 26Negotiation call on 29 Oct 2025 with Owen Tallis present. Ian Prendergast wants the uplift in pounds in the order form, has agreed no price, and will decide after the board sees the pack. Gemma Thorne backs the purchase.
What happened: Owen joined Sophie Ling to discuss commercial terms for the Growth deal. Ian again asked what £54k covers, and Sophie confirmed it is the deal total including implementation.
Customer view: Ian will not agree a price on a call and wants the first-year figure, renewal figure and difference in pounds in the order form. Gemma said she thinks what they are buying is right.
Commercial: Owen said any concession sits on the first term only and the renewal returns to list. Ian treated a price tied to a signature date with suspicion.
Watch: Ian signs after the board has seen the pack. Joanne Feeney needs invoicing detail and a named contact, with a follow-up call set for Tuesday afternoon.
Themes
Current to 9 Oct 26Theme
Price, concession, renewal uplift
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Sophie Ling to send the pack by Friday: split lines, first-year and renewal figures in pounds, and invoice options including quarterly.
- Sophie Ling to draft the implementation plan with Gemma, naming who at Carnmoor does what, with dates.
- Sophie Ling and Owen Tallis to hold a call with Ian and Joanne on Tuesday afternoon, after Ian has read the pack.
Risks
Current to 9 Oct 26- Ian is wary of a price tied to a signature date, and the first-term concession ends at renewal.
- The Tuesday 18 November 2025 signature date depends on the board seeing the pack in good time.
- Ian says he does not renew on autopilot, so the renewal rests on questions asked in the brain.
Opportunities
Current to 9 Oct 26- Gemma supports the purchase and sees value in time saved on client reviews.
- Putting the renewal figure in pounds in the order form answers Ian's main objection.
Transcript
Sophie Ling NoneHello? Can you hear me alright? I've got Gemma and Ian on, just waiting for Owen and Joanne.
Gemma Thorne NoneHi Sophie, loud and clear. Afternoon. Joanne's finishing something off, she said give her two minutes.
Ian Prendergast NoneAfternoon.
Owen Tallis NoneAfternoon, all. Apologies, the call before this one overran. Can you hear me?- Sophie Ling NonePerfect. Owen, this is Ian, who's our economic buyer, and Gemma, who's been driving this at Carnmoor. Everyone, Owen's our VP Sales, he's here because we're on commercial terms today.
- Gemma Thorne NoneGood to meet you, Owen. Can I say one thing before we start? I've got a client review for one of our corporate fleets coming up, and last time I rebuilt the picture by hand from the service desk, the invoices and the account manager's notes. Took most of a day. That's why I'm keen to get this moving.
- Owen Tallis NoneUnderstood, and that's useful. Let me start where I always start: where does this stand against the date? We've pencilled Tuesday 18 November 2025 for signature. Is that still real, Ian?
- Ian Prendergast NoneIt's a date in a diary. Whether it's real depends on today. First, if I may: what has changed since the proposal?
- Sophie Ling NoneOn scope, nothing. Growth tier, the connectors we walked through in the demo, and the three groups on one view: the corporate account managers, the driver service desk and remarketing. What I've done since is tighten the implementation plan, so it's clearer who does what in the first weeks.
- Ian Prendergast NoneRight. And the figure I have in front of me is £53,800. Tell me exactly what that is. Is that a year's subscription? Is that all-in?
- Sophie Ling NoneGood question, and worth being precise. £53,800 is the total value of the deal as it stands in the proposal, so it covers the one-off implementation as well as the subscription. It is not the annual price on its own. I'll put the split in writing so you can see each line.
- Ian Prendergast NonePlease do. Because if I take it to the board, I need to say what we pay in year one and what we pay in year two, and I can only explain a number I can break down.
- Owen Tallis NoneFair. That's how it should be. Year one carries the implementation, year two does not. The subscription line is what renews.
- Ian Prendergast NoneAnd what does that cost per vehicle?
- Sophie Ling NoneHa. I knew that was coming. We don't price per vehicle, it's per tier, so it won't move as your fleet moves. You know your fleet size better than I do, so you can divide it yourself.
- Ian Prendergast NoneI intend to. I wanted to see whether you would.
- Gemma Thorne NoneHe does this to everyone. Ian, in fairness, the point for me is cost per client review, not per vehicle. If an account manager gets back half a day before each review, that's where it pays.
- Ian Prendergast NoneGemma, I would like that written down as an expectation, and then we'll test it at renewal. Which brings me to the next thing. Is there any room on the price?
- Owen Tallis NoneThere's some room, and I'll be straight about how it works. Any concession sits on the first term only. It does not carry into the renewal. Let's not discount twice. So if we move today, you should plan the following year on the list price for the tier.
- Ian Prendergast NoneSo the renewal price will be higher than what I sign now.
- Owen Tallis NoneIf there's a first-term concession, yes. The renewal returns to list.
- Ian Prendergast NoneThen I'll say what I say to every supplier. Show me the uplift in pounds, not a percentage. A percentage without the base tells me nothing.
- Sophie Ling NoneThat's easy to do. I'll put the first-year figure, the renewal figure and the difference, all in pounds, on one page of the order form. No percentages.
- Ian Prendergast NoneGood. And I want that in the order form itself, not in an email saying so. Emails are not what I'll be holding you to.
- Owen Tallis NoneAgreed. The order form is what binds us both. Anything we say on this call that matters goes in there.
- Ian Prendergast NoneI should say, I'm not agreeing a price on a call. I'm collecting what I need to take a view.
- Owen Tallis NoneWouldn't expect anything else. What I'd ask is, what's the next dated step, so we're not sitting on a hopeful date? Who signs on your side?
- Ian Prendergast NoneI sign. I'd want the board to have seen it first, so I need the paperwork in good time, not on the Monday.
- Owen Tallis NoneYou'll have it by Friday. Sophie, that's yours.
- Sophie Ling NoneYes, by Friday, with the split, the renewal figure in pounds, and the invoice options. I'll send the whole thing as one pack.
- Gemma Thorne NoneCan I come at it from the other end for a minute? Because I keep coming back to what I'll actually be able to do and when. Which connectors come first? If I'm preparing a review next quarter, I need the client's fleet and the service desk queries in before anything else.
- Sophie Ling NoneThat's how I'd sequence it too. Fleet records and the service desk's queries first, because that's where the account managers feel it. Invoices after that, then remarketing. It's in the plan, but I'll make the order explicit so nobody argues about it later.
- Gemma Thorne NoneGood. Which client, which fleet, that's the test for me. If I can ask the brain about one named client and get fleet, queries and invoices on one page, I'm happy.
- Sophie Ling NoneThat's the shape of what we showed in the demo, and it's what the account managers get once it's live.
- Gemma Thorne NoneAnd what did the client actually see? Because if a client rings the service desk about an invoice query, I want the desk and the account manager telling the same story.
- Owen Tallis NoneThat's the point of putting both in one place. I'd add one caution, Gemma. The brain shows you the data you connect. If the desk logs queries inconsistently, you'll see that too, and quite quickly.
- Gemma Thorne NoneHa, yes. Fair. That's the conversation I want to have, honestly. Let's get the service desk in on this early, so they're not surprised.
- Sophie Ling NoneI'll suggest a short session with the desk lead in the first week. Not a training day, more a walkthrough of what each connector will pull.
Joanne Feeney NoneSorry, I'm here, I've been on mute and then the wrong link. Joanne, credit control. I don't want to derail, but I've got a few questions about invoicing whenever suits.- Sophie Ling NoneNot at all, Joanne, now's good. Go ahead.
- Joanne Feeney NoneWhen do invoices come, and on what terms? We'll need the supplier set up before the first one arrives, otherwise it sits in a queue and I get the phone call.
- Sophie Ling NoneThe subscription is invoiced annually in advance, on thirty-day terms. Quarterly is available if you ask for it. The implementation is a separate line and I'll set out when it's invoiced in the pack on Friday.
- Ian Prendergast NoneDoes quarterly change the figure?
- Owen Tallis NoneI'm not going to improvise that. Sophie will confirm it in writing. What I'd say is that the number you've been quoted is built on annual in advance, so ask the question and we'll answer it properly.
- Ian Prendergast NoneThat's an answer. Joanne, note that, and make sure the cash flow view has both versions.
- Joanne Feeney NoneWill do. And I'll need a named contact on your side for invoice queries. Sophie, is that you or someone else?
- Sophie Ling NoneFor now it's me, and once you're live it moves across to Amara Obi, who's our customer success manager. She'd be in touch with Gemma as soon as the order form is signed.
- Joanne Feeney NoneLovely. I'll send over our supplier details this week, so that's out of the way.
- Ian Prendergast NoneBefore we go back to the commercial points, I do have one more. What happens if we're not happy at renewal? I don't renew anything on autopilot.
- Sophie Ling NoneThat's right, and we wouldn't want you to. Amara runs a renewal conversation well before the date. You'd have usage in front of you, what's being asked and by whom, and you'd decide on that.
- Owen Tallis NoneAnd I'd rather have that conversation than a surprise. If the brain isn't being asked questions, you shouldn't renew, and we'd want to know why before then.
- Ian Prendergast NoneGood. I'll take that. Now, Owen. The price. You said there's room. How much room?
- Owen Tallis NoneI'm not going to put a new number on the call, Ian, and I know you won't agree one. What I can say is that there's a little movement on the first term, and it comes with a signature date, so the date has to be real. Sophie will put the revised figure in the pack on Friday, in pounds, with the renewal figure beside it.
- Ian Prendergast NoneA price that's valid only if I sign by a date is a price I'll examine more closely, not less.
- Owen Tallis NoneUnderstood. It's not a trick. It's that I can't hold a position open indefinitely. Who signs and when, that's what I need to know, and you've told me you sign after the board.
- Ian Prendergast NoneCorrect. I'll take a view when I have the pack. Not before.
- Gemma Thorne NoneIan, for what it's worth, I think what we're buying is right. I just want us to sign something you can defend.
- Ian Prendergast NoneNoted, Gemma. Thank you.
- Sophie Ling NoneCan I play it back, so we're all holding the same list? One, I send the pack by Friday: the split between implementation and subscription, the first-year figure, the renewal figure and the difference in pounds, and the invoice options including quarterly. Two, Ian takes it to the board and comes back with questions. Three, Gemma sets up the walkthrough with the desk lead, and Joanne sends the supplier details. Is that everyone's list?
- Ian Prendergast NoneAdd one thing. I'd like the implementation plan to name who at Carnmoor does what, with the dates, so I'm not discovering our own obligations in January.
- Sophie Ling NoneYes, added. I'll draft it with Gemma so it's realistic.
- Gemma Thorne NoneHappy to. Send me the draft and I'll mark it up with the desk lead before it goes to Ian.
- Owen Tallis NoneWhat's the next dated step? I'd like a short call early next week, so Ian can put his questions to me and Sophie directly, rather than by email. Does Monday or Tuesday work?
- Ian Prendergast NoneTuesday afternoon, after I've read the pack. I'm not promising to have finished.
- Sophie Ling NoneTuesday afternoon it is. I'll send an invite with the pack.
- Joanne Feeney NoneCan the invite come to me as well, please? I'll need to see the invoicing detail before Ian does his sums.
- Sophie Ling NoneOf course.
- Owen Tallis NoneOne last thing from me. Gemma, Ian, thank you for being direct about it. It's easier to get to a clean order form this way. Anything I've said that you'd like repeated for the board, say so, and Sophie will put it in the pack.
- Ian Prendergast NoneI'll let you know. Thank you, Owen.
- Gemma Thorne NoneThanks everyone. Sophie, send me that draft plan when you have it and I'll get the service desk lead looking at it. Speak Tuesday.
- Sophie Ling NoneWill do. Thanks all. Have a good afternoon.
- Joanne Feeney NoneBye, all.
- Ian Prendergast NoneGoodbye.
- Owen Tallis NoneThanks, everyone. Speak soon.
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