Kronfeld Assekuranz / BG-Demo – Negotiation
Callcompleted
Kronfeld Assekuranz · 16 Feb 2026 09:45
Andreas Krämer and Martina Engel said fifty-nine-five was above budget. Owen Tallis offered up to twenty percent off year one, about forty-seven-five all-in, and Martina said that figure supports the business case.
What was said
What this says
As at Fri 9 Oct 2026Andreas Krämer and Martina Engel said fifty-nine-five was above budget. Owen Tallis offered up to twenty percent off year one, about forty-seven-five all-in, and Martina said that figure supports the business case.
What happened: Owen Tallis joined Matteo Ricci to negotiate. The customer said the number was higher than budgeted and questioned whether it needed all four connectors in year one.
Customer view: After the discount offer Andreas said it was better, and Martina said the business case works at forty-seven-five and asked for it in the order form.
Commercial: The discount is first term only and year two moves to list. Matteo quoted forty-four thousand at current pricing, but the price book shows £50k for Growth under the v2 list for new business from 1 Dec 2025, so the year-two figure needs checking.
Watch: A revised order form is an open draft. The evidence does not show it was signed.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Owen Tallis revises the order form the same day, with the year-one discount and list-price renewal stated.
- Andreas Krämer and Martina Engel review and reply by Friday.
- Matteo Ricci confirms the year-two list price against the price book before the order form goes out.
Risks
As at Fri 9 Oct 2026- The customer budgeted less for this category, so price sensitivity may return at the first renewal when the discount ends.
- The year-two figure quoted on the call may differ from the v2 list price, which could cause a dispute later.
- The customer already doubted needing all four connectors in year one, so adoption may be thin.
Opportunities
As at Fri 9 Oct 2026- Martina said the business case works at the discounted figure, so a signature looks close.
- Andreas asked about adding connectors later, which leaves room for add-on sales.
Transcript
Owen TallisMorning, Andreas and Martina. Owen Tallis, VP Sales at BG-Demo. Matteo's asked me to jump on to talk through the commercial terms. Where are we?
Andreas KrämerWe're interested. Fifty-nine-five is, it's a material commitment. We wanted to understand if there's any flexibility on pricing.- Owen TallisFair question. What's the constraint: is it budget, or are you looking for a different scope?
Martina EngelA bit of both. The number is higher than we budgeted for this category. And we're not sure if we need all four connectors year one.- Owen TallisOkay. So if you scoped to, say, three connectors instead of four, that would bring the cost down. What else would help?
- Andreas KrämerIf the overall number came down a bit: not asking for the world, but if you could move on price for a commitment, we'd be in.
- Owen TallisI can offer a modest discount on the first year if you're signing for twelve months with a commitment to renew at list price. That's how we do it, discount on the first term, then standard pricing.
- Martina EngelHow much of a discount are we talking?
- Owen TallisI can go up to twenty percent on the first year. That brings you down to about forty-seven-five, all-in.
- Andreas KrämerThat's, that's better. But does that include all four connectors?
- Owen TallisYes. Full Growth tier: forty users, four connectors, eight-week implementation.
- Martina EngelAnd year two?
- Owen TallisYear two is list price at renewal. No discount after the first term.
- Andreas KrämerWhat's list price year two?
Matteo RicciSubscription only, so no implementation. The annual subscription is forty-four thousand at current pricing.- Martina EngelSo forty-seven-five year one, then forty-four next year?
- Matteo RicciThe discount is year one only. Year two is list subscription price at the time of renewal, could be slightly higher if we've moved pricing, but you'll get notice.
- Andreas KrämerOkay. And if we want to add connectors later?
- Owen TallisYou can add them anytime. They're billed at list price, separately from the subscription.
- Martina EngelAlright. So at forty-seven-five year one, we can make the business case. Can you put that in the order form?
- Owen TallisI'll revise the order form today. Should be in your inbox by lunchtime.
- Andreas KrämerGood. We'll review and get back to you by Friday.
- Owen TallisPerfect. Any questions on the terms, just call. Otherwise, I'll follow up Friday if I haven't heard from you.
- Martina EngelThanks, Owen.
- Andreas KrämerCheers.