Fairhallow Travel / BG-Demo – Negotiation
Callcompleted
Fairhallow Travel · 26 Nov 2024 10:30
Simon Ashworth, the COO and signatory, tested value and price on the Growth proposal: forty seats against a dozen users, a £52k deal total and a monthly view. He wants quarterly billing and will review at renewal.
What was said
What this says
As at Fri 9 Oct 2026Simon Ashworth, the COO and signatory, tested value and price on the Growth proposal: forty seats against a dozen users, a £52k deal total and a monthly view. He wants quarterly billing and will review at renewal.
What happened: Tom Ashdown and Owen Tallis took Simon through the proposal in a negotiation call. Simon is sceptical of the internal enthusiasm and challenged who would use it.
Customer view: He framed the plan as paying for forty and using a dozen. Owen answered that the tier is for several teams and the extra seats are headroom.
Commercial: Owen quoted a deal total of £52k including the one-off implementation and promised a version separating it from the subscription. Simon asked for a monthly view and preferred quarterly billing; any discount is first term only.
Watch: Simon said they would review at renewal, so the value case must be built from real usage. Signature depends on his legal team reviewing the order form.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Owen Tallis to send the order form today, with implementation and subscription separated and a monthly view.
- Tom Ashdown to turn round any legal questions quickly.
- Confirm the quarterly billing terms in writing.
Risks
As at Fri 9 Oct 2026- Simon sees forty seats against a dozen starting users as paying for unused capacity.
- He said they will review at renewal, so renewal pricing will be judged on real usage.
- Signature depends on his legal review of the order form.
Opportunities
As at Fri 9 Oct 2026- The use case spans bookings, tickets and reviews, which supports the Growth tier across several teams.
- Quarterly billing was welcomed and could help close the deal.
Transcript
Simon AshworthHow long is this going to take?
Tom AshdownMorning, Simon. Thirty minutes should do it. I've got Owen Tallis with me, our VP of Sales.
Owen TallisMorning, Simon. Thanks for making the time. Where does this stand for you against the thirteenth? I'd like to know what's left.- Simon AshworthI've read the proposal. Becky's been enthusiastic, which I take with a pinch of salt. Who's using it?
- Tom AshdownFair question. To start, Becky's account management team, and Leanne in operations as the admin. Tariq, one of the account managers, tried it on the demo and liked it. It then widens to the people handling service tickets.
- Simon AshworthHow many of them?
- Tom AshdownA dozen or so at the start, I think Becky said. The plan has room for forty.
- Simon AshworthSo we're paying for forty and using a dozen.
- Owen TallisYou're paying for the tier that covers several teams, and the forty is headroom. If you only ever use a dozen, I'd tell you to take the smaller plan. But the use case you described to Tom is bookings, tickets and reviews together, and that crosses teams.
- Simon AshworthWhat's it costing us per month?
- Owen TallisThe deal total is £51,600. That includes the one-off implementation. So it's not a monthly figure, and it's not a yearly one either. I'll send a version that separates the implementation from the subscription, so your finance team can see both.
- Simon AshworthDo that. Monthly, I want to see it monthly.
- Owen TallisUnderstood. And billing can be quarterly if that helps your cash flow. I'd want to confirm the terms in writing.
- Simon AshworthQuarterly is better. Is there any movement on the price?
- Owen TallisA little, on the first term only. I'd rather not go through it twice, Simon. If we talk about a discount today, then it's the discount, and the renewal is at the standard price.
- Simon AshworthWe'll review at renewal.
- Owen TallisOf course. That's the right way to look at it. You'll have a year of real usage to judge it on.
- Simon AshworthHow long before it works?
- Tom AshdownImplementation is about eight weeks for this tier. Our consultant connects the sources, and your people see the first pages before the end of that. I'd rather not promise a day, but I'll put the plan in the order form.
- Simon AshworthAnd if it doesn't?
- Owen TallisThe connectors in the order form carry a commitment to be live within a set number of days. It's in the contract, not just in an email.
- Simon AshworthGood. That's what I wanted to hear.
- Simon AshworthWhat do you need from me?
- Owen TallisWho signs? Is that you?
- Simon AshworthIt's me. I'll want legal to look at it. Send me the order form, with the monthly view, and I'll see what they say.
- Owen TallisWe'll send both today. What's the next dated step? If the order form lands this week, can we aim to have your legal review done in time for the thirteenth?
- Simon AshworthIf it's clean, yes.
- Tom AshdownIt's our standard paper, so it should be. And if they have questions, send them to me and I'll turn them round quickly.
- Simon AshworthFine. Send it over.
- Owen TallisThanks, Simon. Speak soon.