Wiesenthal Software / BB-Demo – Negotiation

First negotiation call with the economic buyer, Jörg Zimmermann, present. The Starter proposal of 1 Oct 2026 is still an open item, approval is unconfirmed and the CRM expected close is 9 Nov 2026.

Context: Nothing is executed. The proposal of 1 Oct 2026 offers Starter at £22k a year plus £6,000 implementation. Katharina Richter is the engaged champion, but she has twice said she must check with others before deciding.

Approach: Owen Tallis and Matteo Ricci should agree their price position before the call and keep any first-term discount within the 20% ceiling. Use the call to name every approver and agree a signing path to 9 Nov 2026. Answer the beyond-fifteen-users question with the additional ten users option.

Watch for: Jörg has spoken little on earlier calls, so draw him out on budget and sign-off. Have the renewal price answer ready, because first-term discounts end at renewal. If IT or data governance comes up, offer the discussion Hannah Lowe is preparing. The evidence does not show that the order form has been sent.

AI · claude-opus-5-5 · 14 Oct 2026