Cairnlea Homes / BG-Demo – Negotiation
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Cairnlea Homes · 10 Feb 2025 14:15
Luke Kershaw, Faye Metcalfe and Neil Metcalfe negotiated Growth terms. Owen Tallis quoted £56k for year one including setup. Luke asked for ten percent off citing tight cash flow, and signature was targeted for end of month.
What was said
What this says
As at Fri 9 Oct 2026Luke Kershaw, Faye Metcalfe and Neil Metcalfe negotiated Growth terms. Owen Tallis quoted £56k for year one including setup. Luke asked for ten percent off citing tight cash flow, and signature was targeted for end of month.
What happened: Owen Tallis quoted £56k for the first year, covering setup and twelve months of subscription. Luke Kershaw asked for ten percent off.
Customer view: Luke said the ROI case is strong but cash flow is tight. Faye said they can move fast, and Luke said he and Neil can sign.
Commercial: Owen said he would get back the same day with a revised number, and needed signature by end of the month for a January start. Tom Ashdown will send the order form with the discount worked in.
Watch: The evidence does not show the agreed discount. Owen also said price can change at renewal with ninety-day notice, so the renewal price is a topic to manage later.
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 a revised number the same afternoon.
- Tom Ashdown to send the order form with the discount worked in for review and signature.
Risks
As at Fri 9 Oct 2026- Cash flow is tight, so Luke may push for further concessions beyond the ten percent asked.
- Price can change at renewal, which may surprise a customer negotiating hard on the first term.
Opportunities
As at Fri 9 Oct 2026- A signed Growth order form by end of month would allow a January kickoff.
- Quarterly instalments are available on request and could ease the cash flow concern.
Transcript
Tom AshdownLuke, Faye, Neil, thanks for making the time. We've had good conversations. Where are you sitting?
Luke KershawWe're interested. The demo looked good. I want to walk through the commercial terms though.- Tom AshdownAbsolutely. Let me bring Owen in, he runs pricing and he can walk you through it.
Owen TallisOwen here. So for Growth, what we've discussed with Neil, it's £56,000 for the first year all-in. That's setup and twelve months of subscription.
Faye MetcalfeWhat's the payment schedule?- Owen TallisAnnual in advance. We can do quarterly instalments on request. All invoiced in GBP.
- Luke KershawAnd year two?
- Owen TallisYear two is the subscription rate. No setup costs. Price can change at renewal depending on the market and your tier, but you get ninety-day notice.
- Faye MetcalfeWhat's in the contract?
- Tom AshdownStandard MSA and an order form. The order form lists what tier, the price, how many users and connectors, the dates. Thirty-day exit clause.
- Luke KershawIs the price negotiable?
- Owen TallisOn first term, there's some room. What were you thinking?
- Luke KershawWe're investing in a lot of digital transformation right now. The ROI case is strong but cash flow is tight. Is there room to move?
- Owen TallisHow much room?
- Luke KershawTen percent?
- Owen TallisThat's steep. But I get it. Let me see what I can do and get back to you today. To make the timeline work for a January start, I'd need you signed by end of the month. Can you do that?
- Faye MetcalfeWe can move fast on our side.
- Owen TallisGreat. So I'll get you a revised number this afternoon. Tom'll send the order form. You review, sign, and we're in.
Neil MetcalfeWho exactly are we contracting with?- Tom AshdownBG-Demo. Straight to us. Nothing complicated.
- Luke KershawWhat about support? What's our SLA?
- Tom AshdownGrowth gets one-hour response on critical issues, UK hours. And we do quarterly QBRs to make sure we're on track with your goals.
- Faye MetcalfeIs there anything else we need to worry about?
- Owen TallisJust who signs and when we can get it back. That's it.
- Luke KershawLuke and I can sign. I'll make sure Faye's happy with the legal side and we'll turn it around.
- Tom AshdownPerfect. I'll send you the order form with Owen's discount worked in. You review, sign, and send it back. We'll get our solutions team to schedule the kickoff, that's when the real work starts.
- Owen TallisAnd I'm tracking this. Any snags with the order form, you've got my number.
- Luke KershawCheers, Owen. Cheers, Tom.
- Tom AshdownCheers, Luke. Speak soon.