Brakkevoort Logistics / BG-Demo – Negotiation
Callcompleted
Brakkevoort Logistics · 6 Mar 2025 10:30
Negotiation call on 6 Mar 2025 with the CFO and procurement officer. Price held, terms to be written into the order form, no verbal agreement. Signature target is Fri 21 Mar 2025.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on 6 Mar 2025 with the CFO and procurement officer. Price held, terms to be written into the order form, no verbal agreement. Signature target is Fri 21 Mar 2025.
What happened: Marloes Hendriks checked that fifty-six thousand pounds is the total deal value with implementation included. She wants subscription and implementation as separate lines, billed quarterly in advance.
Customer view: Marloes will not agree anything verbally and reviews the document before signature. Eva Mulder asked for written confirmation that data stays in the customer's Snowflake account.
Commercial: Owen Tallis held the price, saying any move applies to the first term only. Marloes asked what happens at renewal and wants notice in writing in the order form.
Watch: Tom Ashdown sends the revised order form the next day. Both dates, the connector commitments and the renewal notice must be explicit.
Themes
As at Fri 9 Oct 2026Theme
Order form terms negotiation
Importance
renewal
Sentiment
neutral
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 sends the revised order form the next day with two lines, quarterly billing, 30-day terms, both dates and connector commitments.
- Tom Ashdown sends Eva Mulder a short paragraph on data staying in the customer's Snowflake account.
- Marloes Hendriks and Eva Mulder review the form the following week and return supplier details.
Risks
As at Fri 9 Oct 2026- Marloes Hendriks will not agree anything verbally, so any gap between what was said and the order form can delay signature.
- She asked about the second-year price and wants no surprise at renewal, which Owen Tallis declined to quantify.
- The 21 Mar 2025 signature date depends on legal comments and supplier details still to come.
Opportunities
As at Fri 9 Oct 2026- A clean order form with separate lines and explicit connector commitments should support signature on the target date.
- Written data residency wording answers a stated procurement and legal need.
Transcript
Tom AshdownMorning, Marloes, morning Eva. Can you hear us all right? I think I'm on mute and off mute at the same time.
Marloes HendriksGood morning. Yes, we hear you.
Eva MulderGood morning, Tom. Yes, clear.- Tom AshdownBrilliant. How's your week been? Is it still raining over there? It's properly grey here, I'll not pretend otherwise.
- Eva MulderRain, yes. It is Rotterdam, so this is normal. A busy week, a lot of supplier forms. But fine.
- Tom AshdownHa, no drama then. Owen's just joining, he's got a colleague in his ear, he'll be with us in a second. Ah, there he is.
Owen TallisSorry, sorry. Morning both. Thanks for making the time. Owen, I look after the sales team here, so I'm on mostly for the commercial side. Tom, where do we stand against the date?- Tom AshdownWe're aiming to close on Friday 21 March 2025. That's the date we've all been working to. Proposal's with Marloes, the demo went well last time, and what's left is really the paperwork.
- Owen TallisGood. So what's the next dated step? Who signs?
- Marloes HendriksBefore we talk about that, I will state the figures that I have checked. The proposal shows fifty-six thousand pounds. Implementation is included in this figure. Is that correct?
- Tom AshdownThat's right, Marloes. Fifty-six thousand, all in, implementation included. So it's the Growth subscription plus the one-off implementation fee, added together. It's the total value of the deal, not the yearly price.
- Marloes HendriksThat is what I need to see on the order form. Two separate lines. The subscription, and the implementation. I reconcile every invoice against the contract, so the lines must match what you will invoice.
- Owen TallisYes. The order form splits them. Implementation is a one-off fixed fee, subscription is annual. You'll see them as separate lines and the invoices will follow the same split.
- Marloes HendriksGood. And the subscription is billed quarterly in advance, as agreed.
- Owen TallisQuarterly in advance, yes. Annual is our default, quarterly we do on request, and you've requested it, so it goes into the order form in writing. Tom, make sure that's explicit.
- Tom AshdownLeave that with me. I'll put it in the payment section, not just the cover note.
- Eva MulderFrom procurement, I have a question about payment terms. Our standard is that supplier invoices are paid within thirty days. Is that what is in your document?
- Owen TallisThirty days from invoice, yes. That's our standard and it's in the MSA already. I'd keep that as it is.
- Eva MulderGood. Then a second point. Our legal team has asked whether the data stays in our own environment. I need to be able to say that in the supplier file.
- Tom AshdownYeah, it does. The brain is built and run inside your own Snowflake account, so your data doesn't leave it. Bas on your side will be the one who sets that access up, I'd guess, when we get to onboarding.
- Eva MulderMm. I will note this. I would like it written, not only said.
- Owen TallisFair. Tom will send a short paragraph you can drop straight into the supplier file. And it sits in the contract documents anyway.
- Tom AshdownYeah, I'll do that today.
- Eva MulderThank you. Then the price. Is there any room? I have to ask, it is my job.
- Owen TallisCourse you do. Honest answer, Eva: the number on the table is the number we've built for the scope you asked for. I'd rather hold it and keep the scope clean than shave it and take something out. And just so it's clear, anything we do on price applies to the first term only, never beyond.
- Eva MulderSo there is nothing more to discuss on the amount?
- Owen TallisNot on the amount, no. If you want to talk about what's in the scope, that's a different conversation and I'm happy to have it.
- Marloes HendriksThen I ask about the second year. According to the contract, what happens to the subscription at renewal? I do not want a surprise in the invoice.
- Owen TallisFair question. The renewal is a separate conversation, led by your customer success manager, Marcus, about ninety days before the end of the term. I won't put a number on next year today. But the order form will state the term, and you'll get notice well before it renews.
- Marloes HendriksNotice in writing. Please make sure it is in the order form.
- Tom AshdownNoted, Marloes. I'll flag it to our contracts people so it's in there.
- Marloes HendriksNext, the implementation. How long will it take, and when does the subscription period begin? These are two different dates, and I want them stated.
- Tom AshdownRight. So Growth implementation is about eight weeks, fixed fee, and Laura, one of our implementation consultants, would run it with your team. The term itself would start from signature. I can put the start date and the implementation window as two separate lines so nobody has to guess.
- Marloes HendriksYes. Both dates, please.
- Eva MulderAnd the connectors that you promise. Are they in the order form too? Pieter will ask me for this.
- Owen TallisYes, they're listed, each with a commitment to be live within a set number of days. That's the bit people most often want in writing, and it's right to want it.
- Eva MulderGood. And if one is late?
- Owen TallisThen we're in breach of what we wrote, and we'd sit down and fix it. I'd rather not go through the remedies line by line on a call, but they're in the document and Tom will walk you to the page.
- Tom AshdownI'll mark it up for you, Eva. Highlighted, so you're not hunting through.
- Eva MulderThank you, that helps.
- Marloes HendriksI will say one thing clearly. I cannot agree anything verbally. I review the document, I check it against what was said, and then it goes to signature. Not before.
- Owen TallisThat's completely fine, and frankly it's how I'd want it. So let's not leave this vague. What's the next dated step?
- Tom AshdownI'll send the revised order form tomorrow, with the two separate lines, quarterly billing in advance, thirty-day payment terms, the two dates and the connector commitments. And the paragraph on the data staying in your Snowflake account.
- Marloes HendriksThen Eva and I review it next week. Eva will send you any remaining supplier details.
- Eva MulderYes. I will send the supplier form back to Tom, and our legal comments if there are any, as early as I can.
- Owen TallisPerfect. Then the target stays Friday 21 March 2025 for signature. If anything slides, tell Tom straight away and we'll say so too. I don't like a hopeful date.
- Marloes HendriksWe will tell you.
- Tom AshdownCheers, both. Thanks for the time, Marloes, Eva. Speak soon.
- Eva MulderThank you. Goodbye.
- Marloes HendriksGoodbye.
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