Kaltenbrunn Medizintechnik / BG-Demo – Negotiation
Callcompleted
Kaltenbrunn Medizintechnik · 18 Mar 2026 13:00
On the 18 Mar 2026 call the CFO would not negotiate live. Procurement raised payment terms, the data processing clause and price after the first term. Signature by 17 Apr 2026 was not promised.
What was said
What this says
As at Fri 9 Oct 2026On the 18 Mar 2026 call the CFO would not negotiate live. Procurement raised payment terms, the data processing clause and price after the first term. Signature by 17 Apr 2026 was not promised.
What happened: On the 18 Mar 2026 call, Matteo Ricci restated Enterprise, EU region at £155k all-in, implementation included, as in the proposal. Thomas Schumacher, the CFO, would not negotiate live and left the points to Markus Weber.
Customer view: Markus raised payment terms, the data processing wording and what happens after the first term. Thomas said a promise made on a call has no value to him.
Commercial: Owen Tallis said any discount applies to the first term only and that renewal follows the price book in force. Quarterly billing is to go into the order form.
Watch: Markus could not promise signature by 17 Apr 2026, because legal and information security must approve first. The evidence does not show whether the order form was signed.
Themes
As at Fri 9 Oct 2026Theme
Enterprise order form terms
Importance
neutral
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 to send one revised order form with quarterly billing, the data processing clause and the invoice date answer.
- Owen Tallis to confirm the first term position and how renewal works in writing, with total cost over the term.
- Markus Weber to take the order form through legal review and send the security questions.
Risks
As at Fri 9 Oct 2026- Signature by 17 Apr 2026 depends on legal review and information security approval, and the customer would not promise the date.
- The customer wants clarity on price after the first term, and any first-term discount does not carry into renewal.
Opportunities
As at Fri 9 Oct 2026- Quarterly billing and a clear written data processing clause could settle the open points and let legal review start.
Transcript
Matteo RicciHello, everyone. Can you hear me? I think we are all here now, with Markus.
Markus WeberHello. Yes, I hear you. Sorry, I joined from the meeting room, the connection is not perfect.- Matteo RicciNo problem. Good afternoon, Thomas. Let me introduce my colleague Owen Tallis, our VP Sales. He joins because we have commercial terms to settle, and I wanted a senior name on this call.
Owen TallisGood afternoon, both. Thanks for the time. Where does the deal stand against 17 April 2026? That is the date I have, Matteo. Is it still the date for you, Thomas?
Thomas SchumacherGood afternoon. The date is possible. First I ask for the commercial position, as it stands today.- Matteo RicciOf course. Enterprise, EU region, total deal value of £155,000. All-in, implementation included, as in the proposal. Nothing has changed since you received it.
- Thomas SchumacherI do not negotiate on a call. Markus will go through the points with you. I listen, and then I read what you send in writing.
- Owen TallisFair enough. Then Markus, what are your points?
- Markus WeberThank you. I have three. The payment terms. The wording on data processing in the order form. And the price, in the sense of what happens after the first term.
- Owen TallisGood. Take them in that order if you like. Payment first.
- Markus WeberOur standard is that we pay after the invoice is checked by our finance team. The order form says thirty days. I want to understand whether that is the standard and whether it starts at the invoice date or at receipt.
- Matteo RicciThirty days is our standard. I will confirm in writing from which date it runs, because I do not want to answer that from memory on a call. Subscription is invoiced annually in advance, and quarterly is possible on request.
- Markus WeberQuarterly would be easier for us. Please include it as an option.
- Owen TallisWe can put quarterly in the order form. Note it, Matteo.
- Matteo RicciNoted. Quarterly billing in the draft, and the invoice date question answered in writing.
- Markus WeberSecond, data processing. Your wording says the data stays in the EU region. We need it to also name the processing locations, and say who may access them. Our auditors will read this clause.
- Thomas SchumacherWhere is the data processed? That must be in the document itself. A promise made on a call has no value to me.
- Matteo RicciAgreed, and I would rather say that plainly: BG-Demo runs inside your Snowflake account, in the EU region, so the processing sits where your data sits. I will ask our security team to draft the clause with the locations and the access wording, and send it to Markus for review.
- Markus WeberGood. And the information security team already has the security pack. They have questions, but they are not blocking.
- Matteo RicciThat is helpful to know. Please send the questions to me directly, and I will route them the same day.
- Markus WeberThird point. The price. We have seen the all-in figure. What I need is clarity on the year after. We do not want a surprise at renewal.
- Owen TallisFair question, and I will be direct. Any discount applies to the first term only. It does not carry into renewal. I do not quote a discount after the first term, and I do not discount twice. What you will see at renewal is the price book in force at that time, and we give notice well before.
- Markus WeberSo the first term has room, the later terms do not.
- Owen TallisRoughly, yes. If you want movement, it is on the first term, and I would want something for it. Signature by 17 April 2026, for example, and the order form kept as it stands.
- Markus WeberI cannot promise the date. It depends on our legal team and on information security. Thomas signs only after both.
- Thomas SchumacherThat is correct. I will not sign before they approve. If the date moves, it moves.
- Owen TallisUnderstood, and I would not push you to sign early. What I would ask is for a dated step. What is the next dated step on your side?
- Markus WeberLegal reviews the order form once the data clause is in. After that, information security gives a written answer. Then it comes to Thomas.
- Matteo RicciThen let me set it out. From us: the revised order form with quarterly billing, the data processing clause, and the invoice date answer. From you, Markus: legal review and the security questions. Owen will confirm the first term position in writing.
- Owen TallisI will do that. Matteo drafts, I check the terms, and it goes to Markus together, so you have one document and not three.
- Thomas SchumacherPlease send it in writing, with the total cost over the contract stated. Not only the first year.
- Matteo RicciYes. Total cost for the first term, and a clear paragraph on how renewal works. Let me confirm that in writing.
- Markus WeberGood. Then I have nothing more today.
- Owen TallisThanks, all. Speak soon.
- Thomas SchumacherThank you. Goodbye.
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