Kilcarra Medical / BG-Demo – Negotiation
Callcompleted
Kilcarra Medical · 5 Oct 2026 08:45
On 5 Oct 2026 Kilcarra Medical's CFO asked for flexibility on cost. Matteo Ricci offered fifty percent off the Starter subscription for three months. Conor Fitzgerald said it would work for the board and will take it there.
What was said
What this says
As at Fri 9 Oct 2026On 5 Oct 2026 Kilcarra Medical's CFO asked for flexibility on cost. Matteo Ricci offered fifty percent off the Starter subscription for three months. Conor Fitzgerald said it would work for the board and will take it there.
What happened: Matteo Ricci said the total could not be reduced significantly and offered the first three months of the subscription at fifty percent. Conor Fitzgerald said that number would work if taken back to the board.
Customer view: Conor was keen to move forward but needed something lower to present. Roisin Clarke asked how long the offer held and agreed to send the implementation checklist to her IT team.
Commercial: The discount is first-term only, and Matteo told Conor that year two is at the full rate. The order form holds for ten days, after which the discount expires and a re-quote is needed.
Watch: The evidence does not show a signed order form. Board sign-off is still open.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci to send the updated order form with the discount spelled out.
- Roisin Clarke to circulate the implementation checklist to her IT team.
- Conor Fitzgerald to take the order form to the board and return it signed.
Risks
As at Fri 9 Oct 2026- Board approval is still pending and the order form expires after ten days.
- The discount is first-term only, so year two renewal at the full rate could prompt a value question.
Opportunities
As at Fri 9 Oct 2026- A Starter implementation and subscription can close if the board approves, with go-live targeted for mid-November.
- A signed Starter order form starts the implementation of four connectors.
Transcript
Matteo RicciGood morning, Conor, Roisin. Owen Tallis from our sales team is here as well. I wanted to make sure we address any final questions before you sign. Where are we, Conor?
Conor FitzgeraldWe're keen to move forward, but the finance team has asked if there's any flexibility on the cost. It's not that we don't want to do it, but we need to be able to present something to the board.
Owen TallisWhat kind of movement would help you internally?- Conor FitzgeraldIdeally something lower would make the approval easier.
- Matteo RicciI understand. And I would rather you heard it from me than found out later: we can't reduce the total significantly. The implementation is a fixed cost, and the Starter subscription is set. What I can do is offer the first three months at fifty percent of the subscription fee. That's the furthest I can go.
- Conor FitzgeraldSo that's a discount on the first three months and then full price?
- Matteo RicciThat's right. A first-term discount only. When you renew at year two, you'd pay the full rate.
- Owen TallisAnd Conor, that's a genuine discount we don't usually offer. It'll help you get the board's buy-in and we're confident you'll see value in the first few months anyway.
Roisin ClarkeLet me ask: would that number work if you took it back to the board?- Conor FitzgeraldYes, I think it would. Let me confirm though: that's still four weeks of implementation, full support, the four connectors?
- Matteo RicciEverything the same. The only change is a three-month discount on the subscription portion.
- Conor FitzgeraldOkay. What do I need to do next?
- Matteo RicciI'll send you an updated order form within the hour with the discount spelled out. You review, get your board sign-off, and then send it back signed.
- Roisin ClarkeHow long do we have to come back to you?
- Matteo RicciThe order form holds for ten days. After that, the discount expires and we'd have to re-quote.
- Owen TallisAnd once you sign, we get implementation underway within a week. So you'd be live by mid-November if you sign this week.
- Conor FitzgeraldAll right. I think that works. Let me take it to the board and come back to you.
- Matteo RicciExcellent. I'll email the order form now with a summary of the terms. Roisin, could you make sure your IT team has the implementation checklist?
- Roisin ClarkeYes, I'll send that round.
- Matteo RicciPerfect. And Conor, if the board has any other questions, please ring me. I'm here to make sure you're confident in the decision.
- Conor FitzgeraldWill do. Thanks, Matteo.