Tarnbeck Insurance Brokers / BB-Demo – Negotiation
Callcompleted
Tarnbeck Insurance Brokers · 2024-12-18 10:00
Pre-signature negotiation call on 18 Dec 2024. Tarnbeck's Managing Director said he was happy with the service levels, confirmed 30-day terms and agreed to sign. Growth was raised only as a later option.
What was said
What this says
Current to 13 Oct 26Pre-signature negotiation call on 18 Dec 2024. Tarnbeck's Managing Director said he was happy with the service levels, confirmed 30-day terms and agreed to sign. Growth was raised only as a later option.
What happened: Priya Raman ran a final alignment call before signature. Colin Airey asked about service levels, credits and payment terms, then said he was ready to sign and send the order form back.
Customer view: Rachael Dixon confirmed that 15 users is what they need for now. Colin asked about adding users later and was told it is a Growth conversation at renewal.
Commercial: Owen Tallis quoted Growth at 44,000 a year, 40 users and eight connectors. Starter credits are 5% of the monthly fee for availability breaches.
Watch: the call shows an intent to sign, not a signed order form. The executed copy is the record of terms, and the evidence does not show it was returned.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman to chase the legal copy and return the fully executed order form to Colin Airey.
Risks
Current to 9 Oct 26- The call shows an intent to sign, and the evidence does not show the executed order form was returned.
Opportunities
Current to 9 Oct 26- Colin Airey asked about adding users later, so a Growth upgrade at renewal is a possible next engagement.
Transcript
Priya Raman NoneColin, Rachael, Owen, thanks for making time this morning. I know December's mental. So we're nearly there on this. We've sent the order form, and I just wanted to hop on to make sure we're all aligned before you sign.
Colin Airey NoneWe had a few questions on the terms.
Owen Tallis NoneWhat are they?- Colin Airey NoneMainly around the service levels and what happens if things go wrong.
- Owen Tallis NoneRight. So on Starter, we've got 99.5% availability. For P1 issues, anything stopping you using the brain, that's a four-hour first response.
Rachael Dixon NoneWhat counts as P1?- Priya Raman NoneAnything that's breaking your use of the product. A connector's down, the brain's not answering. Not a feature request or a how-to question.
- Colin Airey NoneAnd if you miss that four hours?
- Owen Tallis NoneYou get service credits. On Starter, that's 5% of your monthly fee for any month we breach availability.
- Rachael Dixon NoneOkay. What else is in the order form?
- Priya Raman NoneFour connectors as we discussed. First refresh is nightly, completed by 07:00 UK time on business days. Callie will give you the exact setup once you're live.
- Colin Airey NoneI think we're happy with the service levels.
- Owen Tallis NoneIs there anything else you wanted to chat about?
- Colin Airey NoneThe payment terms. We're typically 30 days.
- Priya Raman NoneYeah, we can do 30 days. The invoice will be in January for the full year, and that gives you 30 days from receipt.
- Rachael Dixon NoneSo we'd pay in February.
- Priya Raman NoneThat's right.
- Colin Airey NoneOkay. There's one more thing. We'd like the option to add more users down the line.
- Owen Tallis NoneYou're on 15 users. If you want to go above that, you'd be looking at an upgrade to Growth, which comes with 40 users and eight connectors.
- Colin Airey NoneHow much?
- Owen Tallis NoneGrowth is 44,000 a year. That's a different conversation at renewal, though.
- Rachael Dixon NoneAnd for now, 15 is what we need.
- Priya Raman NonePerfect. So I think we're good to go. Colin, are you happy to sign?
- Colin Airey NoneYeah, I am. When do we get the signed version back?
- Priya Raman NoneI'll run it through our legal, and you should have the fully executed copy within a couple of days. Once you've signed, send it back to me and I'll sort it.
- Rachael Dixon NoneAnd then Callie reaches out?
- Priya Raman NoneExactly. She'll schedule the kickoff for late January. I'll make sure she's got all your contact details.
- Owen Tallis NoneAny questions from your side?
- Colin Airey NoneNo, I think we're ready.
- Priya Raman NoneBrilliant. I'll chase down the legal copy and get that to you. Cheers, both.
- Rachael Dixon NoneThanks, Priya.
- Colin Airey NoneThanks. We'll sign and send back.