Auerhain Industrietechnik / BG-Demo – Negotiation
Callcompleted
Auerhain Industrietechnik · 31 Mar 2026 11:45
Auerhain asked for a six-month term or an exit option and was refused: the MSA is annual. Jonas Lehmann then confirmed Growth at £60k for a year, eight weeks to live, and Markus Krause asked for the contract to sign.
What was said
What this says
As at Fri 9 Oct 2026Auerhain asked for a six-month term or an exit option and was refused: the MSA is annual. Jonas Lehmann then confirmed Growth at £60k for a year, eight weeks to live, and Markus Krause asked for the contract to sign.
What happened: Jonas and Markus Krause asked for six months, then an exit option, to test the value first. Owen Tallis and Lewis Kerr held to an annual term with no exit clause and no movement on price.
Customer view: Markus said they wanted a feel for the value before committing a full year. Jonas settled on Growth at £60k, annual, eight weeks to live.
Commercial: Markus asked for the contract and Owen said he would send it the same day. The call does not show a signature.
Watch: The customer accepted the year but is explicitly judging value. The first renewal will be a real decision, not a formality.
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 contract the same day.
- Lewis Kerr to chase signature this week to hold the mid-May go-live target.
Risks
As at Fri 9 Oct 2026- Customer wants to prove value before committing, so the first renewal is at risk if value is not visible.
- No exit clause was conceded, which may leave lingering reluctance.
Opportunities
As at Fri 9 Oct 2026- Quarterly QBRs under Growth give regular chances to show value before renewal.
Transcript
Lewis KerrJonas, Lena, Markus, good morning. Thanks for the time. Owen wanted to jump on to help us sort through the final details before you sign.
Owen TallisMorning all. Where are we at? Still on the 59500 proposal?
Jonas LehmannWe're interested, but Markus and I want to talk about the term. You've got us locked in for a year, is there any flexibility there?- Owen TallisWhat were you thinking?
Markus KrauseSix months. We'd like to get a feel for the value before committing a full year.- Owen TallisI understand that. The thing is we've got to commit your seat count and your connectors for a year. Six months and the economics don't work for us.
- Jonas LehmannWhat if we offered to extend, with an option to exit if we're not seeing the value?
- Lewis KerrThat's not how our MSA works. The contract is annual. No exit clause.
Lena BeckerIs there anything we can do to make it less risky for you?- Owen TallisYou commit to the year, you see what the value is, and you renew at the end of it. If you're not happy, you don't renew. But I need the year locked in.
- Markus KrauseAnd we don't have any flexibility on the 59500?
- Owen TallisThat's the price for Growth, all-in, implementation included. If you want to go with something smaller, we could talk. But that's the Growth price.
- Jonas LehmannNo, Growth is what we need. So we're at 59500, annual, eight weeks to live. Can we do that?
- Lewis KerrYes. If you can sign this week, we'll target mid-May go-live.
- Markus KrauseLet's do it. Send us the contract and we'll get it signed.
- Owen TallisI'll send it today. Cheers, all.