Maelbeek Assurances / B-Brain – Negotiation
Callcompleted
Maelbeek Assurances: documents · 2025-12-22 13:15
Maelbeek's chief executive and operations director liked the product but hesitated over the upfront commitment. B-Brain offered ten percent off the year-one subscription and promised a proposal, aiming for signature by mid-January.
What was said
What this says
Current to 11 Oct 26Maelbeek's chief executive and operations director liked the product but hesitated over the upfront commitment. B-Brain offered ten percent off the year-one subscription and promised a proposal, aiming for signature by mid-January.
What happened: On 22 Dec 2025, Lewis Kerr and Owen Tallis negotiated with Elise Claes and Arnaud Janssens after the demo. The customer asked for a business case before committing.
Customer view: Elise named time lost reconciling client files, renewals and complaints across systems. Arnaud put it at four or five hours a day across the team.
Commercial: Owen offered ten percent off the subscription for year one only, then the standard Starter rate. The call left it unclear whether the discount also touches implementation.
Watch: The customer asked to think it over, so nothing was agreed. Lewis owes a proposal with numbers, and Arnaud's question about adding systems later is an expansion signal.
Themes
Current to 9 Oct 26Who was there
B-Brain
Them
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send a proposal with numbers, including the year-one discount and the standard Starter rate from year two.
- Lewis Kerr to build the business case around the hours lost to manual reconciliation.
- Lewis Kerr to confirm whether the discount covers implementation.
Risks
Current to 9 Oct 26- The customer is hesitating on the size of the upfront commitment and wants a business case.
- Owen Tallis said the team's adoption is the main risk, and the customer did not answer it directly.
- The January signature target slips if the proposal is slow.
Opportunities
Current to 9 Oct 26- Arnaud Janssens asked about adding more systems later, which points to extra connectors.
- The stated time cost gives a concrete value case for the proposal.