Quaystead Marine Services / BG-Demo – Negotiation
Callcompleted
Quaystead Marine Services · 21 Nov 2024 09:45
Negotiation call where Quaystead accepted £26k but wanted breathing room before its busy season. Owen Tallis offered a January implementation start with the subscription billed from the live date. The customer agreed.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call where Quaystead accepted £26k but wanted breathing room before its busy season. Owen Tallis offered a January implementation start with the subscription billed from the live date. The customer agreed.
What happened: Elliot Lomax said £26k was workable but asked for six weeks instead of four. Owen Tallis reframed it as signing now, starting in January and billing from go-live.
Customer view: Asif Nuttall said the January start was better. Elliot did not want to pay until the system was live, and Luke Oakes agreed the plan sounded good.
Commercial: Tom Ashdown said annual terms are paid in full upfront on the live date, and left those details for nearer go-live. The order form is to be revised to reflect the January timeline.
Watch: The call does not show an executed order form. The subscription start and first invoice now depend on the live date, which depends on a January kick-off.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send the revised order form reflecting the January start the following week.
- Hannah, named on the call as the implementation contact, to contact Luke Oakes in January to kick off implementation.
Risks
As at Fri 9 Oct 2026- The order form was not yet signed on the call, so the deal depends on the revised order form being sent and signed.
- Billing now starts only on the live date, so any slip in the January kick-off delays the first invoice.
- Annual upfront payment on the live date was left to be discussed later, and Elliot Lomax may expect different terms.
Opportunities
As at Fri 9 Oct 2026- A clean January implementation gives a live brain before the customer's busy season and a firm subscription start.
Transcript
Owen TallisHi Asif, Luke, thanks for your time. Tom's brought me in because I think there's a way we can structure this that works better for both sides.
Asif NuttallOkay, good. We've got some questions about the proposal.- Owen TallisHappy to help. What's the sticking point?
Elliot LomaxWell, the total investment is there, £25,500 is workable. But we're a bit concerned about the four-week implementation timeline. We've got a busy period coming, and we'd prefer a bit more breathing room. Can you extend that to six weeks?
Tom AshdownSo the four weeks is from order form signed to live. That's pretty standard. Let me check with Hannah, but I think the constraint is usually on getting credentials from your side. How quickly can you turn those around?
Luke OakesWe can move quickly on that. Maybe the issue is we want to give ourselves a few weeks after go-live to embed it before the busy season hits.- Owen TallisRight, so what if we flip this: you sign now, we get to it in January, and that gives you six weeks to bed it in before things get hectic. Would that work?
- Asif NuttallYeah, that'd be better actually.
- Owen TallisBrilliant. So we'd adjust the order form to say implementation starts in January. Does that mean you need a different start date for the subscription, or do you want to start paying from when you sign?
- Elliot LomaxI'd prefer not to start paying until the system is live.
- Owen TallisOkay. So you'd sign now, we'd start work in January, and your subscription would kick in on the live date. That means you get your invoicing once you're actually using the system.
- Elliot LomaxThat works for us.
- Asif NuttallAny other moving parts?
- Owen TallisNo, that's the main one. So to close the loop: you sign the order form as it is, we'll add a note about January start, and then in January Hannah gets in touch to kick off the implementation properly.
- Tom AshdownAnd once you're live, you're on annual terms. That's the standard, you pay for the full year upfront on the live date. But we can discuss those details once we're closer to go-live.
- Luke OakesOkay, that sounds good.
- Owen TallisPerfect. So Tom will get you a revised order form next week, reflecting the January timeline. You'll sign that, and we'll be all set.
- Asif NuttallCheers, Owen. That's helpful.
- Owen TallisThanks, Asif. Let's get this across the line.