Kilcarra Medical / B-Brain – Negotiation

Good morning, Conor, Roisin. Owen Tallis from our sales team is here as well. I wanted to make sure we address any final questions before you sign. Where are we, Conor?

We're keen to move forward, but the finance team has asked if there's any flexibility on the cost. It's not that we don't want to do it, but we need to be able to present something to the board.

What kind of movement would help you internally?

Ideally something lower would make the approval easier.

I understand. And I would rather you heard it from me than found out later: we can't reduce the total significantly. The implementation is a fixed cost, and the Starter subscription is set. What I can do is offer the first three months at fifty percent of the subscription fee. That's the furthest I can go.

So that's a discount on the first three months and then full price?

That's right. A first-term discount only. When you renew at year two, you'd pay the full rate.

And Conor, that's a genuine discount we don't usually offer. It'll help you get the board's buy-in and we're confident you'll see value in the first few months anyway.

Let me ask: would that number work if you took it back to the board?

Yes, I think it would. Let me confirm though: that's still four weeks of implementation, full support, the four connectors?

Everything the same. The only change is a three-month discount on the subscription portion.

Okay. What do I need to do next?

I'll send you an updated order form within the hour with the discount spelled out. You review, get your board sign-off, and then send it back signed.

How long do we have to come back to you?

The order form holds for ten days. After that, the discount expires and we'd have to re-quote.

And once you sign, we get implementation underway within a week. So you'd be live by mid-November if you sign this week.

All right. I think that works. Let me take it to the board and come back to you.

Excellent. I'll email the order form now with a summary of the terms. Roisin, could you make sure your IT team has the implementation checklist?

Yes, I'll send that round.

Perfect. And Conor, if the board has any other questions, please ring me. I'm here to make sure you're confident in the decision.

Will do. Thanks, Matteo.