Kingdon Diagnostics / BB-Demo – Negotiation
Callcompleted
Kingdon Diagnostics · 2024-12-04 14:30
Negotiation with the CFO on the Growth deal at £54k for the whole deal. Budget is near its limit, a first-term discount is available, and signature is targeted for 23 Dec 2024 pending governance answers.
What was said
What this says
Current to 13 Oct 26Negotiation with the CFO on the Growth deal at £54k for the whole deal. Budget is near its limit, a first-term discount is available, and signature is targeted for 23 Dec 2024 pending governance answers.
What happened: Lewis Kerr and Owen Tallis met Graeme Charlton, Aisha Bukhari and Kirsty Robson. Graeme confirmed he signs without the board but wants information governance to see the data handling wording first.
Customer view: Kirsty said the price is within the year's envelope but near the top, with little room for extras. Aisha said she cannot yet put a pound figure on hours saved.
Commercial: Owen offered a first-term discount only, with list price at renewal, in return for signature before year end and a named kickoff contact. Kirsty prefers quarterly payment and needs a purchase order first.
Watch: The head of IT and information governance was not on the call and still has questions.
Themes
Current to 9 Oct 26Theme
Growth deal price negotiation
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BB-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to send the order form with the £53,800 split and first-term discount shown.
- Aisha Bukhari to email the governance questions by the end of the week and Lewis to answer in writing.
- Kirsty Robson to confirm annual or quarterly payment and send a purchase order reference.
Risks
Current to 9 Oct 26- The information governance lead has open questions and was not on the call.
- Budget is near the top of the envelope, so extras and further discount are tight.
- Value is not yet quantified, which could weaken the case at the first renewal.
Opportunities
Current to 9 Oct 26- Close the Growth tier deal before the end of the year.
- Quarterly invoicing and a split of one-off and recurring lines meet the finance team's needs.
- The first review can be used to prove the value Aisha described.
Transcript
Lewis Kerr NoneAfternoon, everyone. Can you all hear me all right? Graeme, I can see you but I'm not sure about the sound.
Graeme Charlton NoneGood afternoon. Yes, loud and clear. Aisha and Kirsty are here with me in the room, so you may get a bit of an echo.
Aisha Bukhari NoneHello both. Sorry, the room booking system had us in the wrong place for a minute. We're settled now.
Owen Tallis NoneNo problem at all. Owen here, I run sales at BB-Demo. Lewis asked me to sit in because we're at the pricing end of things and it's useful to have a second name on it.- Lewis Kerr NoneRight. So to confirm what I understand you want to buy: the Growth tier, for the contract managers, and you'd like it signed before Christmas. Is that still the position?
- Graeme Charlton NoneThat's still the position. What has changed on your side since we last spoke?
- Lewis Kerr NoneNot a great deal, honestly. We've written up the proposal as we discussed, and I've had it checked internally. To put a number on it, the figure is fifty-three thousand eight hundred, so £53,800. That's the total for the deal, implementation included.
Kirsty Robson NoneSorry, can I just check that? The fifty-three eight is everything, the set-up work and the subscription together? It isn't the yearly figure on its own?- Lewis Kerr NoneCorrect. It's the whole deal value. The one-off implementation sits inside it and the subscription is the rest. I'll make sure the order form splits them out clearly so you can see each line, and so you can book them properly.
- Kirsty Robson NoneThat would help a lot. I'll need to put the one-off part and the recurring part in different places in the budget.
- Graeme Charlton NoneLet's keep it simple. Is that within budget, Kirsty?
- Kirsty Robson NoneIt's within the envelope we set for the year, yes. It's near the top of it, though. There isn't a lot of room for extras on top.
- Graeme Charlton NoneUnderstood. Then my question is the return. Aisha, what's the return for the trust work, in your words?
- Aisha Bukhari NoneWell, it's mostly about seeing things together. At the moment I have referrals in one place, the reporting-turnaround tickets in another and the invoices somewhere else again. Before a contract review, somebody spends days stitching those together. What I want is to see the turnaround figures before the trust raises them. No surprises for the trust.
- Aisha Bukhari NoneAnd I'd be honest that I can't put a pound figure on the hours saved yet. I can tell you the review preparation is the part everyone dreads.
- Graeme Charlton NoneThat's fair. I'd rather hear that than a number invented for the meeting.
- Owen Tallis NoneCan I come in there? Graeme, that's the right framing. We'd rather you judged it on that evidence, in the first review, than on our slides.
- Owen Tallis NoneLet me ask where you are against the date, though. The close date we hold is Monday 23 December 2024. What has to happen on your side for that to be real, and not hopeful?
- Graeme Charlton NoneI sign it. It doesn't need the board, but I do want the information governance team to have seen the data handling wording first. Aisha, is that done?
- Aisha Bukhari NoneMostly. Our head of IT and information governance has read the security summary and has a few questions. He's not on this call. I'd rather not tell you it's closed when it isn't.
- Owen Tallis NoneGood, thank you. What's the next dated step on that, then? Who is meeting whom?
- Aisha Bukhari NoneI'll put his questions in an email to Lewis by the end of this week. If Lewis can turn them round quickly, we should have an answer well before the twenty-third.
- Lewis Kerr NoneI can do that. I'll take the questions to our team the same day and I'll send you written answers, not a summary from memory.
- Graeme Charlton NoneGood. Now, price. I'll be direct. Is there any movement on it?
- Owen Tallis NoneA little, and I'll be straight about how it works. We can reflect a first-term discount in the order form. It applies to the first term only. At renewal the list price for the tier applies, and I'd rather you heard that now than in a year's time.
- Owen Tallis NoneAnd let's not discount twice. The fifty-three eight already has that thinking in it. If we take something further off, I'd want the term and the start date to give us something in return.
- Graeme Charlton NoneWhat would you want in return?
- Owen Tallis NoneSignature before the end of the year, and a named person on your side for the kickoff. That's all. It keeps your people moving as soon as the new year starts.
- Graeme Charlton NoneThose I can give. Kirsty, anything from finance?
- Kirsty Robson NoneTwo things. Payment terms, first. Our own invoices from the trusts come in slowly, so the cash timing matters to us. What are your terms?
- Lewis Kerr NoneThirty days from invoice. The subscription is invoiced annually in advance as standard, and if you'd prefer quarterly I can put that on the order form, you only have to ask. All prices are plus VAT, I should say.
- Kirsty Robson NoneQuarterly would suit us better. Let me think about it and come back to you tomorrow. And the second thing is a purchase order. We'll need one raised before anything is invoiced.
- Lewis Kerr NoneFine. Send me the purchase order reference when you have it and I'll make sure it's on the order form and the invoice. I don't want your payables team bouncing anything.
- Graeme Charlton NoneGood. Is there anything else outstanding, Aisha?
- Aisha Bukhari NoneOnly that I'd like the kickoff to be early in the new year, so the contract managers have it before the next trust review. What does the contract say about the start date?
- Lewis Kerr NoneOnce it's signed, we agree the start with Marcus Bell, who will be your customer success manager. I'll introduce you by email today. He's in Manchester, so he's used to working with northern teams.
- Aisha Bukhari NoneLovely. That's all from me.
- Owen Tallis NoneSo to recap, and tell me if I've got it wrong. One: Lewis sends the order form with the whole deal at £53,800, one-off and recurring split out, and the first-term discount shown. Two: Aisha sends the governance questions by Friday and Lewis answers in writing. Three: Kirsty confirms annual or quarterly tomorrow and sends a purchase order reference. Four: Graeme signs by Monday 23 December 2024.
- Graeme Charlton NoneThat's right. Let's keep it to that. Thank you both.
- Lewis Kerr NoneI'll send the order form over today. Thanks all, speak soon.
- Aisha Bukhari NoneThank you. Bye for now.
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