Saltia Hardware Distributors / BG-Demo – Negotiation
Callcompleted
Saltia Hardware Distributors · 6 Jan 2026 10:45
On the 6 Jan 2026 negotiation call Saltia Hardware Distributors accepted Starter at £22k plus £6,000 implementation. Grant Mattner said the terms work and the order form was promised the same day. The evidence does not show it was signed.
What was said
What this says
As at Fri 9 Oct 2026On the 6 Jan 2026 negotiation call Saltia Hardware Distributors accepted Starter at £22k plus £6,000 implementation. Grant Mattner said the terms work and the order form was promised the same day. The evidence does not show it was signed.
What happened: Lewis Kerr walked Grant Mattner and Jacinta Hoad through Starter at £22k a year, a £6,000 implementation, four weeks to go-live and fifteen users to start. Owen Tallis joined late and asked for agreement.
Customer view: Grant, the Managing Director, said the terms work and he would confirm with Jacinta. Jacinta's only question was what support looks like if something breaks.
Commercial: The price is Starter at list, with the quoted all-in figure for year one at twenty-eight thousand. Owen said implementation was included, which sits oddly with a separate £6,000 fee, so the executed order form should settle it.
Watch: Extra users come in blocks of ten, co-termed to renewal. The evidence does not show the order form was executed.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Lewis Kerr to send the order form and MSA to Grant Mattner and Jacinta Hoad by close of business on 6 Jan 2026.
- Confirm the executed copies are received and file them as the contracted terms.
Risks
As at Fri 9 Oct 2026- Owen Tallis said implementation was included while Lewis Kerr quoted a separate £6,000 fee, so the executed order form must settle which applies.
- The evidence does not show the order form and MSA were signed after the call.
Opportunities
As at Fri 9 Oct 2026- Grant Mattner asked about adding users, which points to growth beyond the fifteen included users in blocks of ten.
- Jacinta Hoad's support question gives a chance to set expectations on the Starter four business hour first response.
Transcript
Lewis KerrRight, good morning. Can everyone hear me okay?
Grant MattnerYes, all good. Thanks for setting this up.- Lewis KerrCheers. So we've covered quite a lot already, but I wanted to confirm where we've landed on the numbers and the implementation plan before we get you an order form. The expectation is if you're happy with what I'm about to walk through, we can move pretty quickly.
Jacinta HoadYes, we're keen to get going. What are you thinking?- Lewis KerrGreat. So Saltia on Starter. The subscription is twenty-two thousand, annual in advance. The implementation fee is six thousand. That's twenty-eight thousand all-in for year one.
- Grant MattnerRight. And the implementation is four weeks?
- Lewis KerrFour weeks, yeah. We'd have your brain live in early February. One of our implementation consultants, Laura Penhaligon, runs the whole thing: connectors, data mapping, user setup, the lot. You'll have Daniel Okafor as your customer success manager throughout as well.
Owen TallisLewis, just jumping on, Owen here. Sorry, bit of trouble with the dial-in. Where are we?- Lewis KerrJust confirming the numbers with Grant and Jacinta. Twenty-two thousand subscription, six thousand implementation. Four weeks to go-live.
- Owen TallisGood, that's Starter at our list price. Implementation included. Where's the conversation at?
- Jacinta HoadI think we're happy with that. My only question is, once we're live, what does support look like? If something breaks?
- Lewis KerrGood question. You're on Starter, so that's our standard support. Four business hours for first response on any issue. You've also got access to the knowledge base and you can email our support team any time.
- Grant MattnerAnd what about if we need to add more users down the line?
- Lewis KerrAbsolutely possible. You can add users in blocks of ten as you grow. We'd invoice you for any additions annually, and that would be co-termed to your renewal next year.
- Owen TallisSo if you're happy with this, we can turn around an order form and MSA by end of today. To put a number on it: twenty-eight thousand all-in, Starter tier, four-week implementation, fifteen users to start. Does that land?
- Grant MattnerYeah, that works for us. Let me just touch base with Jacinta and we'll get that signed back to you.
- Lewis KerrBrilliant. I'll get the legal team to put it together and you'll have it in your inbox by close of business. Just reply with the executed copies and we're away.
- Owen TallisThanks, Grant, Jacinta. Speak soon.