Pemaquid Analytics / BG-Demo – Proposal
Callcompleted
Pemaquid Analytics · 9 Feb 2026 16:00
Proposal call for Growth at £62k all-in, implementation included. The CFO wants a payback measure written into the plan and targets signature by 18 Mar 2026. One-year term, separate invoices, no early payment.
What was said
What this says
As at Fri 9 Oct 2026Proposal call for Growth at £62k all-in, implementation included. The CFO wants a payback measure written into the plan and targets signature by 18 Mar 2026. One-year term, separate invoices, no early payment.
What happened: Jordan Pike presented Growth at £62k, the deal's total value including the one-off implementation fee. Raymond Tsai asked for payback, seats and term.
Customer view: Caitlin Mercer would not promise the board a number without evidence. She proposed using the first quarter after go-live as the baseline and counting at-risk renewals flagged early.
Commercial: Raymond wants a one-year term, separate invoices for implementation and subscription, and payment on terms, not early. He will review the order form and says his condition is the payback measure written into the plan.
Watch: Signature depends on the success measure being drafted. Jordan owes the order form and the draft measure, and Hollie is named as the BG-Demo customer success manager for review points.
Themes
As at Fri 9 Oct 2026Theme
Growth proposal, payback measure
Importance
renewal
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan Pike sends the order form the next day with separate invoices and a one-year term.
- Jordan Pike drafts the success measure section for Caitlin Mercer to edit.
- Raymond Tsai reviews the order form, with signature targeted for 18 Mar 2026.
Risks
As at Fri 9 Oct 2026- Signature is conditional on a payback measure the customer has not yet quantified.
- The CFO will not sign multi-year without a reason, so the commitment is one year only.
Opportunities
As at Fri 9 Oct 2026- Growth includes forty users, so adding account managers later is headroom within the tier.
- A written success measure and quarterly reviews give a value case for the first renewal.
Transcript
Jordan PikeHi, Caitlin. Ray, good to meet you properly. Thanks for making the time.
Raymond TsaiAfternoon. I've got about half an hour. What's the number?
Caitlin MercerRay, let him do the intro, he'll get there.- Jordan PikeNo, that's fine, I like it. One-line agenda: scope, the number, and what it takes to sign. Time check, we have the full slot, and I'll keep it tight. So, the number. You're looking at Growth, and the total for the deal is £62,000. That's the all-in figure, implementation included.
- Raymond TsaiRight. All-in meaning the setup plus the first year?
- Jordan PikeTo be transparent, that's the deal's total value, it includes the one-off implementation fee. The order form will split it out line by line, so you'll see exactly what is a one-off and what recurs. I don't want to hand you a loose number and have it mean something different later.
- Raymond TsaiGood. I like that. What's the payback?
- Caitlin MercerOkay, let me take that one. Today Tyrell and the team spend a chunk of every week stitching tickets, usage and call notes together by hand before each renewal. And I can't see a distributor going quiet until it's late. If we catch even a few renewals we'd otherwise be surprised by, that's the case.
- Raymond TsaiA few meaning how many?
- Caitlin MercerFair challenge. I don't want to promise the board a number without evidence, so I'd rather we measure it. Use the first quarter after go-live as the baseline, count the at-risk renewals the brain flags early, and compare with the same distributors last year.
- Jordan PikeAnd we can help with that. Your customer success manager at BG-Demo, Hollie, would set up the review points so you're not guessing at value later. Quarterly reviews are part of Growth.
- Raymond TsaiOkay. How many seats are we using, or would we be using?
- Jordan PikeGrowth includes forty users, and from the demo you'd start with the customer success team, so well inside that. If you add the account managers later, there's headroom before you'd need to think about more.
- Raymond TsaiFine. Is this a multi-year ask?
- Jordan PikeNo. The proposal is for one year, billed annually in advance, thirty-day terms. If you want to talk about longer, I'd want a reason for it, and I haven't heard one from you yet.
- Raymond TsaiGood. I don't sign multi-year without a reason.
- Caitlin MercerHe really doesn't.
- Jordan PikeUnderstood, and I respect that. One thing on the invoice side, Ray. Do you want the implementation fee and the subscription on separate invoices?
- Raymond TsaiSeparate, yes. Clean invoices. And we pay on terms, not early.
- Jordan PikePerfect, I'll note that on the order form. Anything in the scope you want to push on? Caitlin, you've seen the connector list.
- Caitlin MercerIt matches what we need. Helpdesk, CRM, call recorder, our usage tables. Finance can wait for a later phase. I'm comfortable. What's the signal that implementation is on track, though? Eight weeks is a long time to wait.
- Jordan PikeFair. There's a first connector live early on, so you see real data well before the end, and the order form carries a live-within commitment for each connector you've asked for. You'll have dates, not hopes.
- Raymond TsaiSend me the order form. I'll review it and come back.
- Jordan PikeWill do, tomorrow. What would make this a yes for you, Ray? Is there anything that's still open on your side?
- Raymond TsaiThe payback measure Caitlin described, written into the plan. If that's there, I'm comfortable. Our target is signature by 18 Mar 2026.
- Caitlin MercerI'll own the measure and put it in the success plan. Let's do that as a short section Jordan can draft and I'll edit.
- Jordan PikeGreat. So, to recap: I send the order form tomorrow, with separate invoices and a one-year term. I draft the success measure for Caitlin. Ray reviews, and we're aiming at 18 Mar 2026. Anything I missed?
- Raymond TsaiNo. Thank you both.
- Caitlin MercerThanks, Jordan. Best, Caitlin, and I'll chat with you later this week.
- Jordan PikeThanks, Jordan. Take care, both.
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