Saltdean Hart Insurance Brokers / BG-Demo – Negotiation
Callcompleted
Saltdean Hart Insurance Brokers · 28 Oct 2024 15:15
Negotiation call on the Growth proposal at £52k all-in. Nigel Ferris will sign after a call. Quarterly payment was agreed, no discount offered, and signature was pencilled for 8 Nov 2024.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on the Growth proposal at £52k all-in. Nigel Ferris will sign after a call. Quarterly payment was agreed, no discount offered, and signature was pencilled for 8 Nov 2024.
What happened: Priya Raman and Owen Tallis took Nigel Ferris, Zoe Kendrick and Trevor Mayhew through the Growth proposal at £52k, implementation included. Owen held to the proposal figure and said any discount is first term only.
Customer view: Nigel said he would rather pay a fair price and have the thing work. Trevor asked for implementation and subscription split on the order form and for quarterly payment, which BG-Demo accepted.
Commercial: Zoe needs claims and account executives under one Growth subscription. Nigel asked whether client data stays theirs and was told the brain runs inside their own Snowflake account.
Next steps: Order form and master agreement go to Trevor the next day, his comments are due Wednesday, Priya rings Nigel on Thursday, and signature is pencilled for 8 Nov 2024. This is a proposal, not executed paper.
Themes
As at Fri 9 Oct 2026Theme
Growth proposal negotiation
Importance
upsell
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- Priya Raman sends the order form and master agreement to Trevor Mayhew the day after the call, with quarterly payment and split lines.
- Trevor Mayhew returns finance comments by the Wednesday.
- Priya Raman rings Nigel Ferris on the Thursday, ahead of the signature pencilled for 8 Nov 2024.
Risks
As at Fri 9 Oct 2026- Nigel will not sign without a further call, so the pencilled signature date depends on Priya ringing him after Trevor's review.
- Zoe is stretched and wants short emails, so approvals could slip if communication is long-winded.
Opportunities
As at Fri 9 Oct 2026- Growth gives the account executives and claims one subscription, which fits Zoe's stated aim.
- Accepting quarterly payment removes Trevor's main concern about cash flow.
Transcript
Priya RamanHello, hello. Can everyone hear me alright?
Zoe KendrickLoud and clear. Afternoon, Priya.
Nigel FerrisGood afternoon, all. Lovely to see you. Is that Owen? Pleased to meet you properly at last.
Owen TallisAfternoon, Nigel. Yes, Owen Tallis, I look after the sales team alongside Priya. Thanks for making the time.- Nigel FerrisNot at all, not at all. Dreadful weather down here, mind. Half of Brighton's blown into the office.
- Zoe KendrickWe're all a bit damp, honestly. I think Trevor's just joining.
Trevor MayhewSorry, sorry, I'm here. Muted myself on the way in. Afternoon everyone.- Priya RamanPerfect, that's everyone. So, quick recap of where we are, to keep momentum. You've seen the demo on your own data, Zoe's team have had a good look at the claims side, and we've got the Growth proposal on the table at fifty-one thousand six hundred, all-in, implementation included. The date we've pencilled for signature is Friday 8 November 2024, so under two weeks from today.
- Owen TallisThanks, Priya. What's the next dated step? I'd like us to leave this call knowing who signs and when.
- Nigel FerrisThat'll be me, Owen. I sign. I just don't sign without a call, you see. Always been the way.
- Owen TallisUnderstood. That's what this is, and there'll be another one before the pen touches paper.
- Nigel FerrisGood. So, what's the bottom line?
- Priya RamanBottom line, fifty-one thousand six hundred is the total. The set-up work and the subscription together, one number, nothing hiding behind it.
- Trevor MayhewCan I ask how that splits? For the books I'd need the implementation shown separately from the subscription. Otherwise I'll be doing it by hand and I'd rather not.
- Priya RamanYes, the order form will show both lines. I don't want to quote you a split off the top of my head, so it'll be on the form, clearly.
- Trevor MayhewThat's fine. And the payment terms? Is it all upfront?
- Owen TallisThe subscription is annual, in advance, on thirty-day terms. Quarterly is available on request if that suits you better.
- Trevor MayhewQuarterly would sit better, to be honest. Annual in advance is a big hit in one month for us.
- Owen TallisFine. Priya, put that on the form.
- Priya RamanDone. Quarterly, noted.
- Zoe KendrickQuick question from my side, if I can. Can the claims team see it from day one? Same as the account executives? Because that was the whole point for me.
- Priya RamanYes. Growth is built for several teams, so the account executives and claims sit under the same subscription. One contract, not two.
- Zoe KendrickGood. Because we're stretched this month, and I can't have claims waiting on a second contract or a second round of approvals.
- Nigel FerrisThe clients come first, Zoe. Always.
- Zoe KendrickI know, Nigel, I know. That's why I'm asking.
- Nigel FerrisNow, Priya, last time there was talk of a bit of movement on the figure. Where are we with that?
- Priya RamanHappy to be straight about it. Owen, do you want to take that one?
- Owen TallisSure. Nigel, I'd like to hold to the number on the proposal. Any discount we do is first term only, and I'd rather not discount twice. Where we can be flexible is how you pay and when you start, and we've just done the first of those.
- Nigel FerrisFair enough. I respect a straight answer. I'd rather pay a fair price and have the thing work.
- Owen TallisThat's the right way round, in my view.
- Nigel FerrisOne more thing, and then I'll leave the detail to these two. The regulator's always sniffing about. Our client data, does it stay ours?
- Priya RamanIt does. The brain is built and run inside your own Snowflake account, so the data stays in your environment. Nothing is copied off to us to sit in someone else's system.
- Nigel FerrisGood. That's all I need to know. I don't need the how.
- Trevor MayhewMm. From my side, procurement-wise, I'd want the order form and the master agreement in front of me before Nigel signs anything. Is the agreement standard?
- Owen TallisStandard master agreement, and the order form sits under it. Priya sends both to you tomorrow.
- Priya RamanFirst thing tomorrow, with the quarterly payment on it and the two lines split out, as Trevor asked.
- Trevor MayhewRight. I'll read the finance terms and come back to you by Wednesday. If there's nothing odd, I'll say so.
- Owen TallisWednesday works. Who else needs to see it before Nigel?
- Zoe KendrickJust me, and I'll read it on the train. Short emails, please, if there's anything to say, I'm in back-to-back things all week.
- Nigel FerrisGive me a ring when it's ready, Priya. Don't send me a pile of pages, I won't read them. Ring me, tell me it's right, and we'll do it.
- Priya RamanHappy to make this easy. I'll ring you Thursday with the summary, and you sign once Trevor's happy.
- Owen TallisLet me read it back so nobody's guessing. Order form and agreement to Trevor tomorrow. Trevor's comments by Wednesday. Priya rings Nigel on Thursday. Signature by Friday 8 November 2024. Anything I've missed?
- Trevor MayhewThat's what I have.
- Zoe KendrickSame. And once it's signed, who do we hear from first?
- Priya RamanYou'll get introduced to Marcus Bell, who looks after customer success, and he'll set up the kickoff with the implementation side. I'll make sure that's not left hanging.
- Zoe KendrickLovely. Thank you both.
- Nigel FerrisThank you, Owen, Priya. Regards to everyone. Speak Thursday.
- Owen TallisThanks, Nigel. Cheers, all.
- Priya RamanBye for now, everyone. Best, Priya, and speak soon.
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