Dunholm Precision / BG-Demo – Negotiation
Callcompleted
Dunholm Precision · 23 Sep 2024 16:30
Negotiation call on the Growth order form. Stuart Kenyon signs but trusts his team lead rather than the paper. Open points: a line-by-line split of £52k, a quarterly invoicing option and signing by 25 Oct 2024.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on the Growth order form. Stuart Kenyon signs but trusts his team lead rather than the paper. Open points: a line-by-line split of £52k, a quarterly invoicing option and signing by 25 Oct 2024.
What happened: Tom Ashdown and Owen Tallis took Phil Royston and Karen Midgley through the draft Growth order form. Owen said £52k is the total value of the deal, including the one-off implementation fee, and not the annual subscription alone.
Customer view: Stuart does not read long documents and signs on his team lead's word that it works. Phil asked about the fixed term and renewal pricing, and Owen said it moves to the list at renewal with any discount applying to the first term only.
Commercial: Karen asked for quarterly invoicing on the subscription and for herself as invoice contact. Owen said it changes when the money arrives, not the contract value, and asked Tom to add it to the redraft as an option.
Watch: Stuart said he never pays for what he cannot see used, and the order form must state the notice window. The evidence does not show whether the form was signed.
Themes
As at Fri 9 Oct 2026Theme
Growth order form negotiation
Importance
neutral
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send the redraft to Phil Royston and Karen Midgley the next day, with the line-by-line split and the quarterly option.
- Tom Ashdown to state the notice window in the order form and confirm Karen Midgley as invoice contact.
- Stuart Kenyon to sign once Phil Royston has approved, aiming for 25 Oct 2024.
Risks
As at Fri 9 Oct 2026- Stuart Kenyon signs on trust in his team lead rather than the paper, so any doubt about value later could surface at renewal.
- Phil Royston will not sign off before the redraft, so the 25 Oct 2024 signing date depends on the redraft arriving promptly.
- Stuart said he never pays for what he cannot see used, so visible usage after go-live matters.
Opportunities
As at Fri 9 Oct 2026- Offering quarterly invoicing on the subscription meets Karen Midgley's cash concern without changing the contract value.
- Showing early usage to the team lead gives Stuart the visible value he asked for ahead of the first renewal.
Transcript
Tom AshdownAfternoon, all. Can everyone hear me alright? Stuart, I think you're on mute.
Stuart KenyonAfternoon. Is that better? I've never been sure which button it is.- Tom AshdownPerfect. Phil, Karen, good to see you both. Owen's in the lobby, let me let him in.
Owen TallisAfternoon, everyone. Sorry, the last call ran over. Tom, where do we stand against the date?- Tom AshdownNo drama, we're where we thought we'd be. Dunholm have seen the demo on their own data, Ruth's team are happy, and today is really about the paperwork. The date we've been working to is 25 Oct 2024.
- Owen TallisGood. What's the next dated step after today? And who signs?
- Stuart KenyonI sign. But I'll be honest, I don't read the long ones. Ruth will tell me if it's working, and she's told me it will. So what do you need from me?
- Tom AshdownNot a lot, Stuart, that's the beauty of it. Just a yes on the shape of the deal, and then Phil and Karen can pick the rest apart.
- Stuart KenyonFine. What does it save us, though? Say it in one sentence for the others.
- Tom AshdownYour people stop hopping between the order system, the quality tickets and the sales-engineer calls to answer one customer question. They ask the brain, and it's all in one place, sitting in your own Snowflake account.
- Stuart KenyonKeep it simple. Good. Over to Phil.
Phil RoystonThanks, Stuart. So I've got the draft order form open. Growth tier, and the figure at the bottom is £51,600. Can someone tell me exactly what that is? I don't want to mistake it for a yearly price.- Owen TallisFair question, and worth being precise. £51,600 is the total value of the deal, so it includes the one-off implementation fee. It is not the annual subscription on its own.
- Phil RoystonRight. So the subscription sits inside that and the setup sits inside that.
- Tom AshdownThat's it. I'll send you the split in writing, Phil. I don't want to quote it from memory and get a digit wrong.
- Phil RoystonPlease do. Because my next question is about the subscription going forward. Is it fixed for the first term?
- Owen TallisFixed for the term in the order form, yes. At renewal it moves to whatever the list is at that point. Any discount we agree applies to the first term only. Let's not pretend otherwise, I'd rather you knew now.
- Phil RoystonAppreciated. Most suppliers go vague on that bit.
- Phil RoystonSo where does that leave us on the number? I'd hoped there might be a bit of movement given we're signing before the end of next month.
- Owen TallisThere's some room on the first term, and Tom has been working that through with you. What I can't do is stack things. If we move on the subscription, we don't also move on the implementation. Let's not discount twice.
- Phil RoystonUnderstood. Tom, what's currently on the draft?
- Tom AshdownThe draft you've got already reflects the first-term movement we talked about last week. £51,600 is the all-in after that. I'll confirm in the redraft that it's laid out line by line so Karen can see it.
Karen MidgleyThat's my cue. Hello, everyone. Karen. I'm mostly here for how this gets invoiced.- Tom AshdownHi Karen, go on.
- Karen MidgleyIs the whole thing invoiced up front? Cash is something Stuart and I watch quite closely this year, and I'd rather not have one big lump land on a single day.
- Owen TallisStandard is annual in advance for the subscription, with the implementation fee invoiced separately at the start. If you'd rather go quarterly on the subscription, we can do that on request. Thirty-day terms either way.
- Karen MidgleyQuarterly would suit us better. Does that change the number?
- Owen TallisNot the contract value, no. It changes when the money arrives. Tom, put that in the redraft as an option.
- Tom AshdownWill do. Leave that with me, Karen.
- Stuart KenyonCan I ask something dull? If we're not using it, can we stop?
- Owen TallisYou're signing for a term, Stuart, so no, not mid-term. What we do is make sure you can see it being used. That's Daniel's job once you're live. He'll sit down with Ruth and show what's been asked and by whom.
- Stuart KenyonGood. I never pay for what I can't see used.
- Phil RoystonThat leads into my other point. Notice period and the renewal. How far ahead do you come to us?
- Tom AshdownDaniel starts the renewal conversation ahead of the end of the term, a good while before, so there's no surprise on either side. I'll make sure the order form says what the notice window is, rather than me telling you from memory.
- Phil RoystonFine. And the security side? Ruth's lot will be putting customer data in.
- Owen TallisIt all runs inside your own Snowflake account, so the data doesn't move to us. That's the main thing. Anything beyond that, put your questions to Tom and we'll answer them in writing.
- Phil RoystonOkay. That's what I needed. I'll want the redraft before I sign anything off.
- Owen TallisTom, what's the date you can have it with Phil?
- Tom AshdownTomorrow, end of the day. I'll copy Karen on it as well.
- Karen MidgleyPlease. And the invoice contact should be me for the finance side, not Stuart.
- Stuart KenyonThank God for that.
- Owen TallisSo to be clear, what's left is the redraft with the line-by-line split and the quarterly option, Phil's review, and Stuart's signature. Stuart, can you sign inside the window?
- Stuart KenyonIf Ruth's happy with it, and she has been, then yes. Send it to me when Phil's nodded, and keep it short.
- Tom AshdownWill keep it to a page of cover note. The order form is what it is.
- Phil RoystonOne more, sorry. Does signing on 25 Oct 2024 matter to you, or is it a soft date?
- Owen TallisIt's the date we've put in the plan, so we'd like to hold it. If something slips, tell Tom early, and we'll talk about it. I'd rather have a true date than a hopeful one.
- Phil RoystonThat's fair. We'll aim for it.
- Tom AshdownBrilliant. Anything else from anyone? Karen? Phil?
- Karen MidgleyNot from me. I'll look for the redraft.
- Stuart KenyonRight, that's me done then. Thanks, all.
- Owen TallisThanks, everyone. Speak soon.
- Tom AshdownCheers all. Have a good evening.
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