Carrowkeel Software / BG-Demo – Negotiation
Callcompleted
Carrowkeel Software · 17 Jul 2025 15:15
Owen Tallis and Sophie Ling negotiated the draft Growth order form with Conor Daly, who signs. He accepted the £54k total without a discount and asked for two labelled lines, with liability points still to confirm.
What was said
What this says
As at Fri 9 Oct 2026Owen Tallis and Sophie Ling negotiated the draft Growth order form with Conor Daly, who signs. He accepted the £54k total without a discount and asked for two labelled lines, with liability points still to confirm.
What happened: Conor confirmed nothing was signed and said he does not pay against a draft. Owen held the price, saying they should not discount twice.
Customer view: Conor said he dislikes surprises at renewal and asked for subscription and implementation on separate lines on the front page. He left product questions to Aoife and said he would stick to the contract.
Commercial: Conor will sign, with a target of Fri 1 Aug 2025. Thirty-day terms from invoice date were agreed in principle, with quarterly billing shown as an option.
Watch: Conor has liability points on the master agreement to check with his solicitor, who is slow in the summer.
Themes
As at Fri 9 Oct 2026Theme
Order form terms and price
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 a clean order form with subscription and implementation on separate lines.
- Conor Daly to confirm in writing with any master agreement points.
- Owen Tallis and Sophie to aim for signature by 2025-08-01.
Risks
As at Fri 9 Oct 2026- Liability points on the master agreement are with Conor's solicitor and could delay signature past 1 Aug 2025.
- If the total is not split on the front page, the £53,800 may be read as an annual cost at renewal.
Opportunities
As at Fri 9 Oct 2026- Conor will sign himself and accepted the total without pushing for a discount.
- Conor offered to take the product as read if Aoife is happy with it.
Transcript
Sophie LingHi both, can you hear me alright? I'm just waiting on Owen, I think he's joining now.
Owen TallisI'm here. Afternoon, Sophie. Conor, afternoon, good to meet you properly.
Conor DalyAfternoon, yes. Sorry, I was finishing another call, it ran over. Can you hear me okay?- Sophie LingLoud and clear. Thanks for making time, I know it's a busy end to the week.
- Conor DalyIt is. Before we start, can I just confirm which paperwork we're all looking at? Which version is the signed one?
- Sophie LingNothing is signed yet, Conor. What you have is the draft order form I sent last week. It's marked draft in the header, so please don't treat it as final.
- Conor DalyRight. Fair enough. I'll say now, I don't pay against a draft, and I don't agree terms on a call without seeing them in writing. That's just how I work.
- Owen TallisThat's completely fine, and honestly it helps us. Let me start there, then. Where does this stand against the first of August? That's the date we've both been working to.
- Sophie LingFriday 1 August 2025, yes. That's the expected close on our side. We've had the demo, we've been through the scope, and what's left is really the commercial terms.
- Conor DalyMm. Yes. Aoife has been very positive, I'll say that. But she doesn't hold the cheque book, so let me ask the finance questions.
- Owen TallisPlease do.
- Conor DalyThe draft shows fifty-three thousand eight hundred. Is that the annual price? I want to be sure I'm reading it correctly.
- Sophie LingGood question, and worth being precise about. The £53,800 is the total value of the deal. It includes the one-off implementation fee. It is not the annual subscription on its own.
- Conor DalySo the fifty-three eight is the all-in, implementation included.
- Sophie LingExactly. The order form splits it into the implementation fee, which is one-off, and the annual subscription for Growth. Both lines are there, they just sit under one total on the front page.
- Conor DalyI'd like that split on the front page too, then. Two lines, each with its own label. Otherwise somebody in my team will read the total as a yearly cost and it'll come up again at renewal.
- Owen TallisAgreed. Sophie, can we do that? Subscription and implementation on separate lines, and the total underneath.
- Sophie LingYes, easy change. I'll put it in the next version.
- Conor DalyThank you. That's what I'm after, nothing more than that. Let's check the order form once it's tidy.
- Owen TallisCan I ask who signs on your side? Just so we don't get to the first and find someone's on leave.
- Conor DalyI sign. Renewals and new suppliers both come across my desk. I'm in the office all of next week, and I'll be here the week after as well.
- Owen TallisGood. That's one less risk.
- Conor DalyNow, price. I'll be straight with you. Is there any room on that total?
- Owen TallisI'll be straight back. The figure on the table is already where we landed after the scoping conversations. I'm not going to reopen it on a call and then reopen it again at signature. Let's not discount twice.
- Conor DalyMm. I thought you might say that.
- Owen TallisWhat I can tell you is how it works. Anything we agree applies to the first term only. It sits in the order form, in writing, and the renewal conversation starts from the list position, not from a hidden number. You'll know exactly where you stand a year out.
- Conor DalyThat's useful. I don't like surprises at renewal, I've been caught by that before with other suppliers. Fair enough, I won't push on the total.
- Sophie LingAppreciated. Can I flag one more thing? Payment terms. We invoice the subscription annually in advance, with thirty days to pay.
- Conor DalyThirty days from the invoice date, not from the order form date?
- Sophie LingFrom the invoice date, yes. I'll write that in explicitly so there's no ambiguity.
- Conor DalyGood. And is quarterly an option? Cash is cash.
- Sophie LingIt is, on request. I'll add a note to the order form so you can see what it would look like, and you can tell me which you prefer when you review it.
- Conor DalyPlease. I'd rather see both and decide on paper.
- Sophie LingAnd while I have you, Aoife was keen on the support ticket side, the way the brain reads the helpdesk data per agency group. I can walk you through how that's...
- Conor DalySorry, Sophie, I'll stop you there. That's Aoife's area, honestly. I don't get into the product. If she's happy with it, I'm happy to take it as read, and I'll stick to the contract.
- Sophie LingOf course. That's fine. She's been very clear about what she needs, so I'll leave it with her.
- Owen TallisOne thing from me on the paperwork. The order form sits under our master agreement. Has your side had a chance to look at that? Better to find out now if there's any legal wrinkle.
- Conor DalyI've read it. One or two points on liability I'd like to check with our solicitor. Nothing I expect to be a problem, but I'll confirm in writing, not today.
- Owen TallisThat's sensible. Send those points to Sophie and we'll turn them quickly. I'd rather have them this week than the day before the first.
- Conor DalyI'll do my best. The solicitor is slow in the summer, but I'll chase.
- Owen TallisFair. So, what's the next dated step? Let me say it back. Sophie sends a clean order form tomorrow, two lines, thirty-day terms, quarterly shown as an option. Conor reviews and confirms in writing with any master agreement points. Then signature by Friday 1 August 2025. Does that sound right?
- Conor DalyThat sounds right. I'll reply by email once I've read it, and I won't sign until I have the final version in front of me.
- Sophie LingI'll mark it clearly as the version for signature, and I'll retire the old draft so there's only one document in play.
- Conor DalyPerfect. Thanks, both.
- Owen TallisThanks, Conor. Speak soon.
- Sophie LingBye for now, and thanks again.
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