Tilden Marsh Logistics / BG-Demo – Negotiation
Callcompleted
Tilden Marsh Logistics · 27 Jan 2026 14:30
On 27 Jan 2026 Tilden Marsh's CFO pressed on the cost of the Growth proposal and on service levels. He would move forward if BG-Demo confirmed payment terms and sent the service levels in writing.
What was said
What this says
As at Fri 9 Oct 2026On 27 Jan 2026 Tilden Marsh's CFO pressed on the cost of the Growth proposal and on service levels. He would move forward if BG-Demo confirmed payment terms and sent the service levels in writing.
What happened: Owen Tallis walked Gerald Szabo, Cheryl Tomczak and Angela Kowalski through the Growth proposal. Gerald's main question was why the cost was the right investment.
Customer view: Gerald's worry was paying for a build and not seeing the value. He asked what happens if things go wrong, and Cheryl asked about stale data or a broken connector.
Commercial: Owen said Growth is credited for uptime only and that data staleness credits are Enterprise. A two-year commitment might earn a small discount, subject to Owen's approval.
Watch: The evidence does not show that the order form was sent or signed. Open items were payment terms, instalments and a written service-level summary, which Owen promised the same day.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Owen Tallis to confirm the payment terms and send Gerald Szabo the service levels in writing on the day of the call.
- Owen Tallis to send the Growth order form once those two points are cleared.
- Customer signature is targeted by 11 Feb 2026 so implementation can start immediately.
Risks
As at Fri 9 Oct 2026- The CFO fears paying for the build and not seeing the value, so the case for value needs to be written down.
- Growth credits availability only, so a stale-data breach earns no service credit, which Cheryl probed.
- Payment terms were unresolved: the customer asked about spreading the cost and BG-Demo does not usually instalment.
Opportunities
As at Fri 9 Oct 2026- Data freshness credits are an Enterprise feature, so a freshness concern could open an Enterprise conversation.
- Additional users and connectors carry an extra charge, which gives a later upgrade path.
Transcript
Owen TallisGerald, Cheryl, Angela, Owen here, VP of Sales at BG-Demo. Jordan's with me. I want to walk through the proposal one more time and address anything that's not clear. What's your biggest question right now?
Gerald SzaboCost, mainly. The proposal came in at fifty thousand per year for Growth, plus twelve thousand up front for implementation. That's sixty-two all-in for the first year. I need to understand why that's the right investment for us.- Owen TallisFair. So the fifty is our Growth tier annual subscription: forty users, eight connectors, the dashboards builder, and quarterly check-ins with your success manager. The twelve is the implementation, Hamza will spend eight weeks setting up your Salesforce, call recorder, Xero, Slack, training your admins, getting you live. After that, it's just the fifty annually.
Cheryl TomczakAnd the contract term?
Jordan PikeOne year, then you renew. If you want to commit to two years, we could discuss a slight discount, but Owen would have to approve that.- Owen TallisRight. And I'll be honest, the first year is where we invest, so the discount would be small. But once you're in, the renewal is clean.
- Gerald SzaboOK. And if we want to add users or connectors later?
- Jordan PikeYou can add users within your quota, that's included. Additional users and connectors carry a small extra charge, but that's a conversation for later. The baseline is what we've quoted.
Angela KowalskiAnd the timeline, when would we be live?- Owen TallisIf we sign by 11 Feb 2026, Hamza starts immediately. Eight-week implementation, so you'd be live in late March or early April.
- Cheryl TomczakWhat about payment: is it all upfront, or can we spread it?
- Owen TallisWe invoice the implementation and the first year's subscription at signing. Annual subscription is payable within a month. We don't typically break it into instalments, but let me check what's possible. Give me an hour.
- Gerald SzaboThat's helpful. My concern is we commit to this, you build it, and we don't see the value. What's your service level if things go wrong?
- Jordan PikeGood question. Growth gives you ninety-nine point five percent uptime and first response within an hour on support issues. If we miss that, you get a credit. And the data refreshes every night, by early morning your time, every business day.
- Cheryl TomczakAnd if the data gets stale or a connector breaks?
- Owen TallisGrowth tier is uptime only, if we're down, you're credited. Data staleness is Enterprise. But Hamza will build you a rock-solid setup with alerts, so you'll know immediately if something's wrong. That's part of the implementation.
- Angela KowalskiI think that covers it. Gerald, are you comfortable moving forward?
- Gerald SzaboIf you can confirm the payment terms question and send me a summary of the service levels in writing, yes.
- Owen TallisI'll do both today. Once we have that cleared, we'll send you the order form to sign. You'll be in good shape. Anything else?
- Cheryl TomczakNo, I think we're good.
- Owen TallisBrilliant. I'll be in touch within the hour. Thanks, all.