Hollowmere Care Group / BB-Demo – Proposal
Callcompleted
Hollowmere Care Group: documents · 2026-03-03 15:45
Proposal call with Natasha Pryor on 3 Mar 2026. Enterprise proposed at a total deal value of £150,500 including implementation. She needs SSO, quarterly billing questions covered, a CFO call and a close by 27 Mar 2026.
What was said
What this says
Current to 11 Oct 26Proposal call with Natasha Pryor on 3 Mar 2026. Enterprise proposed at a total deal value of £150,500 including implementation. She needs SSO, quarterly billing questions covered, a CFO call and a close by 27 Mar 2026.
What happened: On 3 Mar 2026 Matteo Ricci walked Natasha Pryor through an Enterprise proposal, aiming to close by 27 Mar 2026. Natasha wants to take the board something it can approve.
Commercial: The £150,500 is the total deal value with implementation included, not the annual subscription alone. Natasha expects Graham, the CFO, to ask about quarterly billing.
Customer view: Imran will not accept anything without SSO, and the security review must show where data sits, who can see it and the exit plan. Natasha asked for a realistic go-live date rather than a nice one.
Watch: Graham needs a call before the board paper goes out, with Owen, VP Sales, joining on terms. The evidence does not show whether the deal was signed.
Themes
Current to 9 Oct 26Theme
Enterprise proposal and CFO terms
Importance
neutral
Sentiment
positive
Voice
champion
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Matteo Ricci to send the proposal with the cost split set out clearly.
- Matteo Ricci to propose times for a call with Graham, with Owen joining, early the following week.
- Matteo Ricci to confirm the connector go-live schedule in writing once engineering has agreed it.
Risks
Current to 9 Oct 26- The CFO has not yet seen the cost split and may press on quarterly billing and terms.
- The close target of 27 Mar 2026 depends on a board meeting and a CFO call happening first.
- The first weeks of implementation are a known weak point because nobody on the customer side has time.
Opportunities
Current to 9 Oct 26- Enterprise fits company-wide use, SSO and the formal security review the customer needs.
- Extra users are available as an add-on if the head office and home manager group grows.
- Quarterly billing on request can be offered to match the group's cash flow.
Transcript
Matteo Ricci NoneNatasha, good afternoon. Thank you for making time, I know it is a busy week.
Natasha Pryor NoneAfternoon, Matteo. It is. I've got about twenty minutes before I'm pulled into a quality meeting, so let's go.- Matteo Ricci NoneOf course. Let me restate the timeline first. Today I walk you through the proposal. We are aiming to close by 27 Mar 2026, which is what you told your board. Is that still where you are?
- Natasha Pryor NoneThat's still the plan. The board meets before then and I want to take them something they can approve, not a discussion paper.
- Matteo Ricci NoneGood. So, scope. We have proposed Enterprise. I would rather explain why, because I know it is not the cheapest option. You are company-wide across about forty homes, you have an IT and information governance team who will want a proper security review, and you need single sign-on, so that home managers do not have yet another password.
- Natasha Pryor NoneImran will want SSO, yes. He won't accept anything without it. What about the number of users?
- Matteo Ricci NoneThe proposal covers your head office team and the home managers, with headroom. If you need more people later, extra users are an add-on and I'd rather you heard that now than discover it in a year.
- Natasha Pryor NoneFine. What is the number on the page, all in? Graham will ask me first thing.
- Matteo Ricci NoneThe total value of the deal is £150,500. I want to be careful here: that is the total, with the implementation fee included, and it is not the annual subscription on its own. The proposal document splits the two so that Graham can see each line.
- Natasha Pryor NoneRight. So the first year looks heavier than the second, because of implementation.
- Matteo Ricci NoneCorrect. Implementation is a one-off, fixed fee, covering the build and the security review support. After that it is the subscription, annual, in advance, though quarterly billing is possible on request.
- Natasha Pryor NoneQuarterly is something Graham will definitely ask about, it matches how the group's cash comes in. Let me flag that now so it's no surprise.
- Matteo Ricci NoneNoted, and thank you. I will make sure it is covered in the order form discussion.
- Natasha Pryor NoneWhat does implementation look like in practice? I've done this before and the weak point is always the first weeks, when nobody on our side has time.
- Matteo Ricci NoneA fair concern. You would have an implementation consultant from our side, and Josh as your admin and day-to-day contact. The connectors go live in stages, as Hannah described, contact and invoices first. Let me confirm the exact schedule in writing, because I do not want to commit a date that engineering has not agreed.
- Natasha Pryor NoneGood. I'd rather have a realistic date than a nice one.
- Natasha Pryor NoneCan I ask about the security review? Imran's team will want questionnaires answered properly, and the evidence.
- Matteo Ricci NoneYes. For Enterprise there is a formal review, and our solutions team answers each question with evidence attached. If there is anything we cannot evidence, we will say so. I would rather you heard it from me than found it later. What does your regulator need to see, or Imran's team, as a minimum?
- Natasha Pryor NoneWhere data sits, who can see it, how you get out if it doesn't work. The exit plan, mainly.
- Matteo Ricci NoneUnderstood. Because it runs in your own Snowflake account, the data stays with you, which makes the exit question simpler. We will put the details in the review pack.
- Natasha Pryor NoneOkay. Then what I need from you is the proposal in a form I can forward to Graham, and a call with him, so he can ask his questions himself.
- Matteo Ricci NoneCertainly. I will send the proposal today, with the cost split clearly set out. And I will bring my colleague Owen, our VP Sales, to the conversation with your CFO, as it will be about terms.
- Natasha Pryor NoneGood. Early next week would be best, before the board paper goes out.
- Matteo Ricci NoneI will propose times this afternoon. Thank you, Natasha.
- Natasha Pryor NoneThanks, Matteo. Speak soon.
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