Fosdyke Packaging / BG-Demo – Negotiation
Callcompleted
Fosdyke Packaging · 15 Oct 2025 09:30
Beth Varley asked for movement on the price after another software company pitched lower. Owen Tallis held the discount and offered a two-year term at the same price, which Beth accepted, aiming to sign by end of October.
What was said
What this says
As at Fri 9 Oct 2026Beth Varley asked for movement on the price after another software company pitched lower. Owen Tallis held the discount and offered a two-year term at the same price, which Beth accepted, aiming to sign by end of October.
What happened: Beth was happy overall but cited a lower pitch from another software company. Owen said twenty-five-five already includes a fifteen percent discount and would not go further.
Customer view: Beth accepted the two-year option because it removes uncertainty at renewal. She needs to loop in her finance team but sees no blocker.
Commercial: Owen will amend the order form to a two-year term with the price locked in both years. Beth also learnt that Starter has no credit for late data refresh, only for availability at five percent.
Watch: This is verbal agreement, not executed paper. The amended order form is still to be sent and signed.
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 amended two-year order form to Tom Ashdown within a day.
- Tom Ashdown to get the order form to Beth Varley, aiming for signature by the end of October.
Risks
As at Fri 9 Oct 2026- A competing software company pitched a lower rate, so price sensitivity remains.
- Starter carries no credit for a late refresh, which Beth asked about and may matter later.
Opportunities
As at Fri 9 Oct 2026- A two-year term at a locked price secures the subscription beyond the first year.
Transcript
Tom AshdownMorning, Beth, Sam. You've both had a chance to review the proposal?
Beth VarleyYes. Overall I'm happy with it. I had a couple of questions on the renewal language and whether we can negotiate on price.- Tom AshdownFair. Owen's here to walk through both of those. Owen, they want to talk through the renewal and the price.
Owen TallisHi Beth, Sam. What's the pricing question?- Beth VarleyWe're at twenty-five-five. We've had another software company pitch us at a lower rate. I'd like to see if there's room to move on that.
- Owen TallisI hear you. The twenty-five-five is after a fifteen percent discount for the early commitment. Without the discount, you'd be looking at a higher number. I can't go further on the discount: fifteen is as good as it gets. But what I can do is lock that rate in for your second year if you want to extend early.
- Beth VarleyYou mean keep it at the discounted rate in year two?
- Owen TallisRight. If you sign a two-year deal now instead of one-year-at-a-time, I can keep year two at the same price. You get certainty, we get certainty on the renewal.
Sam EntwistleThat's interesting. So we'd be locked in for twenty-four months?- Owen TallisCorrect. Two-year term, same price both years.
- Beth VarleyAnd the data refresh: the proposal says nightly but complete by seven a.m. Is that our local time?
- Tom AshdownYour local time, yes. So if you're in the UK, it's seven a.m. UK. If you're elsewhere, it's seven a.m. where you are.
- Beth VarleyRight. And what if the refresh is late? Is there a credit?
- Owen TallisOn Starter, if we miss availability, the platform's down, you get a five percent credit on that month. Data freshness is separate: that's an Enterprise service level. We commit to the nightly refresh, but Starter doesn't have a credit if it's late.
- Sam EntwistleFair. Beth, where are you on this?
- Beth VarleyI'm good with the two-year option. That removes the uncertainty at renewal. Can we do that?
- Owen TallisAbsolutely. I'll amend the order form to a two-year term with the same price locked in both years. You'll see that in the updated paperwork.
- Tom AshdownAnd we're looking to get that signed by the end of October. Beth, does that timeline work?
- Beth VarleyYes, that's fine. I need to loop in my finance team but I don't see a blocker.
- Owen TallisRight. I'll get the updated order form to Tom within a day, and Tom will get it to you. Once you've signed, you're off to the races with implementation.
- Sam EntwistleGreat. And the four-week timeline: that still stands?
- Tom AshdownYes. Once we have the signed form back, we spin up within a week or two. Four weeks of implementation and you're live.
- Beth VarleyPerfect. I'll get this back to you signed as soon as I can.
- Tom AshdownBrilliant. Cheers, Beth, Sam. Speak soon.