Veenendrecht Payments / BG-Demo – Negotiation
Callcompleted
Veenendrecht Payments · 30 Dec 2025 09:00
Negotiation call. Pieter de Groot still needs the yearly subscription in writing, separate from the £60k deal total, and the second-year price. Some first-term room on price was signalled. Expected close remains Thu 22 Jan 2026.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call. Pieter de Groot still needs the yearly subscription in writing, separate from the £60k deal total, and the second-year price. Some first-term room on price was signalled. Expected close remains Thu 22 Jan 2026.
What happened: Matteo Ricci restated that £60k is the total deal value including implementation, not an annual price. Pieter asked for the yearly part in writing and for quarterly invoices to be in the order form.
Customer view: Pieter said he signs but decides only once he has the document and colleagues have read it. Eline Bakker asked about price room to learn what he would ask.
Commercial: Owen Tallis said there is some room on the first term only, then list price applies, and no discount on both subscription and implementation. Pieter wants to know the second-year price before signing the first.
Watch: the regulator needs audit, exit and data location in the contract. The paper must show both years side by side.
Themes
As at Fri 9 Oct 2026Theme
Growth pricing and contract paper
Importance
renewal
Sentiment
neutral
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci sends the written summary this week with the annual subscription, invoice schedule and second-year price.
- Matteo Ricci sends the draft order form straight after the new year, reviewed by Owen Tallis before it leaves BG-Demo.
- Matteo Ricci sends the audit and exit wording as a separate note and confirms in writing that data stays in the customer's Snowflake account.
Risks
As at Fri 9 Oct 2026- The CFO will not approve any figure until he has the subscription, invoice schedule and second-year price in writing.
- Regulator requirements on audit, exit and data location must all appear in the contract, which could delay the 22 Jan 2026 close.
- A lower first-year price followed by list price in year two may draw scrutiny from a CFO who wants predictable cost.
Opportunities
As at Fri 9 Oct 2026- Growth fits the shared per-merchant view that Eline Bakker has asked for since the first call.
- A written two-year price comparison and quarterly billing in the order form may give the CFO the predictability he wants.
Transcript
Matteo RicciGood morning, everyone. Can you hear me all right? I think Pieter is just joining.
Eline BakkerYes, loud and clear. Good morning, Matteo. Good morning, Owen.
Owen TallisMorning both. Happy to be on. Quiet week for you, I imagine, between the holidays?
Pieter de GrootMorning. Yes, the office is nearly empty. Before we start, one question about invoices, if I may.- Matteo RicciOf course, Pieter. Please.
- Pieter de GrootIf we sign, the invoices come quarterly. Each invoice must match the contract. Is that in the contract, or only in an email?
- Matteo RicciFair question, and I would rather you heard it from me now than found it later. Quarterly billing is something we offer on request, so it has to be written into the order form itself. I will put it there and let you check the wording before anyone signs.
- Pieter de GrootGood. Then the amounts. What does it cost per year?
- Matteo RicciYes. So the figure on the table is £59,500. To be precise, that is the total value of the deal, with the one-off implementation fee included. It is not an annual price, and I do not want it to be read as one.
- Pieter de GrootSo what is the yearly part?
- Matteo RicciThe subscription is what remains after the implementation fee, and I will set the two out as separate lines. Let me confirm that in writing today, so you have the yearly number in front of you and not just in my mouth.
- Pieter de GrootYes. In writing, please. I cannot approve a number I only heard on a call.
- Owen TallisCan I come in there? Pieter, that's sensible, and we'd do it that way anyway. Matteo, where does this stand against the date? I have the expected close as Thursday 22 January 2026.
- Matteo RicciThat is still the date we are working to, Owen. Commercial terms are close. What remains is the contract wording and the outsourcing paperwork on Pieter's side.
- Owen TallisRight. And who signs on your side, Pieter?
- Pieter de GrootI sign. But I do not decide on a call. I decide when I have the document and my colleagues have read it.
- Owen TallisUnderstood. That's the right way round. So what's the next dated step? Can we agree a day for the draft to reach you?
- Eline BakkerLet's make it practical. Pieter, if the draft arrives in the first week back, can you read it in the same week?
- Pieter de GrootYes, if it is clear. Short is better. I want to see the term, the invoices, the services, and how it is governed.
- Matteo RicciHow it is governed. Yes. Can I ask what your regulator needs to see? Is it the register entry for the outsourcing, or also the contract terms around audit and exit?
- Pieter de GrootBoth. De Nederlandsche Bank expects the outsourcing to be registered properly. Audit rights, exit, where data sits. All of it needs to be in the contract.
- Matteo RicciThen I will ask our team to send the audit and exit wording as a separate note, so you can compare it with what your compliance people expect. One point, though. The brain runs inside your own Snowflake account, so the data does not leave your environment. I will confirm that part in writing too.
- Pieter de GrootThat helps. Please write that clearly. I will not repeat it to the regulator from memory.
- Eline BakkerCan I ask about something else? Merchant risk and my team need the same view per merchant. Disputes, tickets, volumes. Is that the Growth tier, or do we need more?
- Matteo RicciThat is exactly what Growth is for, Eline. Several teams on one layer. You asked for it from the first call, and nothing in the scope we discussed changes that.
- Pieter de GrootI leave the features to Eline. My question is the cost and the contract.
- Eline BakkerOf course. Then my question for Pieter's side: is there any room on price? I am asking so I can tell you honestly what he will ask.
- Owen TallisI'll take that. There's some room, yes, but it applies to the first term only. After that the list price applies, and I'd rather say that now than surprise anyone at renewal. And let's not discount twice. If we move on the subscription, we don't also move on implementation.
- Pieter de GrootThat is clear. So a lower first year, then the normal price. Predictable cost is important for me. I want to know the second year before I sign the first.
- Owen TallisFair. We'll show both years side by side in the paper, so there's no guessing.
- Matteo RicciLet me confirm that in writing as well. One document, three things: the annual subscription separate from implementation, the invoice schedule, and the second-year price.
- Eline BakkerWho owns the next step? I want a name and a day, not a hope.
- Matteo RicciI do. I will send the written summary this week, and the draft order form straight after the new year. Owen will review it before it leaves us.
- Owen TallisYes, I'll look at it before it goes. Pieter, Eline, if anything in it surprises you, call Matteo the same day.
- Pieter de GrootGood. Then I wait for the paper. Thank you both.
- Eline BakkerThanks all. Happy new year, when it comes.
- Matteo RicciHappy new year, and thank you. Best regards from us both. Speak soon.
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