Whitlingham Wealth / BG-Demo – Negotiation
Callcompleted
Whitlingham Wealth · 23 Oct 2024 09:30
Negotiation call with Whitlingham Wealth on a Growth proposal: 40 users, eight connectors, fifty-one and a half thousand all-in for year one. Hugo Bacon probed price and what is included, and Terence Pegg wants the contract terms.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call with Whitlingham Wealth on a Growth proposal: 40 users, eight connectors, fifty-one and a half thousand all-in for year one. Hugo Bacon probed price and what is included, and Terence Pegg wants the contract terms.
What happened: Priya Raman and Owen Tallis took Hugo Bacon, Felicity Gurney and Terence Pegg through the Growth proposal. Felicity asked about connecting Salesforce, email and the ticketing system.
Customer view: Hugo's tone was brisk and price-led. He asked whether the number was locked in and whether implementation was included, and he closed with "Let's see the paperwork."
Commercial: Priya said first-term discounts are possible subject to Owen. Owen said BG-Demo typically does not move much on Growth, and quoted a 99.5 percent uptime guarantee with service credits.
Watch: Terence wants responsibilities and SLAs in writing, so the order form and master services agreement need to be clear. Extra users are an add-on per ten, a later upsell route.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Priya Raman to send the order form and master services agreement the day after the call.
- Priya Raman to check with Owen Tallis whether a first-term discount is available and to obtain sign-off in time for the November kickoff.
Risks
As at Fri 9 Oct 2026- Hugo Bacon pressed on price and may push for a first-term discount that Owen Tallis said is rarely given on Growth.
- Terence Pegg wants SLAs and responsibilities in the contract, which could slow signature and the November kickoff.
Opportunities
As at Fri 9 Oct 2026- Additional users beyond 40 are available as an add-on per ten users.
- Further connectors can be added beyond the eight, after the three named systems.
Transcript
Priya RamanHugo, Felicity, Terence, thanks for making time. I've got Owen here as well, my VP Sales, just to make sure we can move things forward quickly if we're aligned.
Hugo BaconFine. Where do we stand?- Priya RamanSo you've looked at the proposal. Growth tier for your client-service team, 40 users, eight connectors. We'd build it, train you, and get you live. The all-in number is fifty-one and a half thousand.
Terence PeggAnd that's for how long?- Priya RamanThat's year one, including implementation. Then year two onwards it renews at the annual rate.
- Hugo BaconOkay. And you're confident you can go live by November?
Owen TallisIf we sign this week, we can start the onboarding in early November, go live mid-month. That's our standard timescale for Growth.
Felicity GurneyWill we get to pick which systems you connect? I'm thinking Salesforce, obviously, but we've also got email and our ticketing system.- Priya RamanAbsolutely. You get eight connectors. Salesforce, email, your ticketing system, those are three. You've got five more you can use for other data sources. And the beauty is you can add more any time if you need them.
- Terence PeggWhat if we want to add more users beyond the 40?
- Owen TallisYou can add more. There's an add-on cost per ten users, so you're not locked into 40. But let's start there and see.
- Hugo BaconFine. Is the fifty-one and a half locked in? Or is there room to negotiate?
- Priya RamanThat's the pricing. First-term discounts are possible, but I'd need to check with Owen.
- Owen TallisWe can discuss if there's a fit, but typically we don't move much on Growth. What would make this work for you?
- Hugo BaconJust wondering whether you've priced that with all the implementation included.
- Priya RamanYeah, it's all-in. The build, the training, the handover to your team, it's all in that number.
- Terence PeggAnd what if things go wrong in the first few weeks?
- Owen TallisWe support you through the implementation. If there's an issue, we're on it. You're also looking at a 99.5 percent uptime guarantee, and if we miss that, you get service credits.
- Felicity GurneyWhat's the process for getting started?
- Priya RamanWe need you to sign an order form. Once that's executed, we'll schedule a kickoff: that's you, me, and our implementation team. We'll sort out the connectors, the access, the timeline. All the detail.
- Hugo BaconWhen would you need the signature?
- Owen TallisFriday of next week, ideally, if we want a November kickoff. That gives us a few days to coordinate before the holidays start.
- Terence PeggI'll need to see the contract terms as well. Who's responsible for what, SLAs, all of that.
- Priya RamanYou'll get the order form and the master services agreement. Pretty standard stuff. And I'm happy to walk through anything that's not clear.
- Hugo BaconAlright. Let's see the paperwork.
- Priya RamanI'll get that to you tomorrow. If we can get your sign-off by 8 November, we're in good shape.