Vellacott Payments / BG-Demo – Negotiation
Callcompleted
Vellacott Payments · 5 Jan 2026 10:45
Negotiation call on the £1,962 expansion. Term is set to end 9 Jul 2026 with renewal on 10 Jul 2026. Owen Tallis declined a discount, and signing is targeted for 9 Jan 2026.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on the £1,962 expansion. Term is set to end 9 Jul 2026 with renewal on 10 Jul 2026. Owen Tallis declined a discount, and signing is targeted for 9 Jan 2026.
What happened: Procurement and finance joined Philippa Gore. Clara Hoskins asked for a co-terminous term and a price movement, and Gavin Rudd asked for a separate invoice with a matching reference.
Commercial: Owen agreed the term ends 9 Jul 2026 with renewal on 10 Jul 2026. He declined a discount, saying they should not discount twice at this size, and Clara noted she had to ask.
Customer view: Clara wanted the service levels confirmed because compliance reads them line by line. Philippa is content with the substance and asked to be told early about the July renewal.
Watch: Order form to Clara by Wednesday lunchtime, review on Thursday, signature by Friday 9 January 2026. Daniel owns the renewal conversation.
Themes
As at Fri 9 Oct 2026Theme
Expansion terms and signing
Importance
renewal
Sentiment
neutral
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Sophie Ling to send the revised order form to Clara by Wednesday lunchtime.
- Sophie to put the invoice reference wording from Gavin into the cover note.
- Philippa to sign by Friday 9 January 2026 once Clara and Gavin are satisfied.
Risks
As at Fri 9 Oct 2026- Clara's request for movement on the amount was refused, which may colour the July renewal talks.
- Invoice reference mismatch would bounce in the customer's system and delay payment.
Opportunities
As at Fri 9 Oct 2026- Co-terminous term lines the expansion up with the existing renewal date.
- Philippa's openness to a renewal conversation lets Daniel start early.
Transcript
Sophie LingMorning, everyone. Can you all hear me alright? I think Owen is just joining.
Owen TallisHere, morning. Sorry, I was stuck at the end of another call. Philippa, Clara, Gavin, good to see you.
Philippa GoreGood morning. Yes, we can hear you both.
Clara HoskinsMorning. Gavin's here with me, he's just fighting with his headset.
Gavin RuddMorning. Sorry, new year, new laptop settings. Can you hear me now?- Sophie LingLoud and clear. Happy new year, by the way. Hope the break was a proper one.
- Philippa GoreThank you, it was quiet, which in payments is the best kind. First Monday back, so let us not waste it. What is the headline?
- Owen TallisFair. I'll start with where we are against the date, if that's alright. We have Friday 9 January 2026 as the expected close on the expansion. Sophie, what's the next dated step?
- Sophie LingSo, the headline for Philippa: the expansion is small. It's £1,962 in total, and it sits under your existing Enterprise order form, which is £99,000 a year with 150 licensed users. Nothing about the core contract changes.
- Philippa GoreGood. And the regulatory angle? Does this touch anything we told the FCA about supplier arrangements?
- Sophie LingNo. It's the same service, in the same Snowflake account, same security review you already went through. It's a commercial change, not a change in how the brain is run.
- Philippa GoreThen I am content with the substance. Clara and Gavin will have the detail. I do not need to be in it.
- Clara HoskinsRight, thank you. A few things from procurement. First, term. The existing agreement runs to 9 Jul 2026. I don't want this addition sitting on a different clock. Can it run to the same date?
- Owen TallisYes. Co-terminous, ending 9 Jul 2026, with the renewal date staying 10 Jul 2026 as it is today. That's cleaner for everyone, and for us.
- Clara HoskinsGood. Second, and I'll be direct, is there any movement on the amount? We are a repeat buyer.
- Owen TallisI hear you. Honestly, at this size, let's not discount twice. Your original terms already reflect the relationship, and the amount is modest. I'd rather keep it clean and spend our effort on getting it signed this week.
- Clara HoskinsMm. I thought you might say that. I'd be lying if I said I didn't have to ask.
- Sophie LingCompletely fair to ask. And just so it's visible on your side, nothing else in the order form moves. Same service levels, same support, same data freshness commitment.
- Clara HoskinsYes, that's what I wanted confirmed, the service levels in particular. Our compliance people read those line by line.
- Gavin RuddCan I come in on invoicing? Gavin, finance. Two things. Will this be a separate invoice, or folded into the existing one?
- Sophie LingSeparate, I'd suggest. One invoice on signature for the expansion, so you can code it cleanly. Thirty-day terms, same as the rest.
- Gavin RuddGood, that's what I'd prefer. Second, the reference on the invoice needs to match what Clara has on the order form, otherwise it bounces in our system and sits for a week.
- Owen TallisUnderstood. Sophie, can you put that in the cover note? Same reference on both documents.
- Sophie LingYes, I'll do that. I'll ask Gavin for the exact wording of what you need on the invoice and put it in.
- Gavin RuddI'll email it over this afternoon. It's one line.
- Philippa GoreWho signs on your side, Owen? I like to know that before anything is sent.
- Owen TallisFair question, I ask it myself. For us it's me, with Sophie owning the paperwork. For you, I'd assume you, Philippa, once Clara is happy.
- Philippa GoreYes. Once Clara and Gavin are satisfied, and once I have had the internal sign-off I need, I will sign. Send it so that I have a day to look at it.
- Sophie LingThen here's the plan. Revised order form to Clara by Wednesday. Clara and Gavin review on Thursday. Philippa signs by Friday 9 January 2026. Does that work?
- Clara HoskinsIt works if I have it by the middle of Wednesday and not the end. I have a legal read in the middle.
- Sophie LingWednesday lunchtime, then. I'll send it before that.
- Philippa GoreOne more thing, and then I'll let you go. The renewal in July. Tell me early. I do not want a surprise in the spring.
- Owen TallisUnderstood, and that's a good place to say it. Daniel, our CSM, owns the renewal conversation and he'll come to you well ahead of the date. I'd rather you hear it from him than from a calendar invite.
- Philippa GoreGood. Thank you both. I'll leave Clara and Gavin to it.
- Sophie LingThanks, Philippa. Speak soon, everyone. I'll get that order form over before Wednesday lunchtime.
- Owen TallisThanks all. Cheers.
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