Ellerby Dental Group / BB-Demo – Negotiation
Callcompleted
Ellerby Dental Group · 2025-03-26 10:15
Ellerby Dental Group likes the concept but is pausing on the annual cost. Andy Buckley asked for ten or fifteen percent off the whole package for year one. BB-Demo promised a revised number the next day.
What was said
What this says
Current to 14 Oct 26Ellerby Dental Group likes the concept but is pausing on the annual cost. Andy Buckley asked for ten or fifteen percent off the whole package for year one. BB-Demo promised a revised number the next day.
What happened: Negotiation on the Growth proposal with the CFO Vikram Sethi and Finance Manager Andy Buckley. Vikram called the concept strong and the need for visibility across practices real.
Customer view: Cost is the sticking point, with budget constraints this year. Vikram said the time saved does not quite justify the jump in year one.
Commercial: Andy asked for ten or fifteen percent off list as a start-up concession and said they would renew; Vikram preferred a discount on the total package. Discounts apply to the first term only, at most 20%.
Watch: Growth was confirmed at forty users and eight connectors, but the implementation was stated as both four weeks and eight weeks on the call. The security review for healthcare data is still to come.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Priya Raman and Owen Tallis to send a revised price to Vikram Sethi and Andy Buckley by close of business the day after the call.
- Priya Raman to send a formal proposal with the revised numbers, then arrange the security review for healthcare data.
Risks
Current to 9 Oct 26- Budget constraints this year could stall signature if the revised price stays too high.
- The CFO said the saving does not justify the jump in year one, so value must be made clearer.
Opportunities
Current to 9 Oct 26- Growth tier for multiple practices, with forty users, eight connectors and dashboards.
- A first-year discount may secure a customer that says it intends to renew.
Transcript
Priya Raman NoneVikram, Andy, great to have you both. So we've sent over a proposal for Growth, and I wanted to walk through the numbers and see if you had any questions.
Vikram Sethi NoneThanks, Priya. We had a look. I've got to say, the concept is strong, we do need better visibility across our practices, but the cost is what's making us pause.
Owen Tallis NoneFair enough. What's the concern, the overall cost or the structure?
Andy Buckley NoneThe annual figure, mainly. We're looking at budget constraints this year, and we want to know if there's any room to move.- Priya Raman NoneI hear you. Growth is the right fit for you: you've got multiple practices, you need dashboards, quarterly check-ins. But let me ask: when you look at the time you'll save not pulling reports manually, what does that mean to you?
- Vikram Sethi NoneIt's real, Andy alone spends a few days a month on it. But that doesn't quite justify the jump, not in year one.
- Owen Tallis NoneOK. So what would work for you as a first-year figure?
- Andy Buckley NoneWe were thinking maybe ten or fifteen percent off the list? We're long-term players, we'd renew, this is about getting started without too much of a shock.
- Priya Raman NoneI can work with that. Owen, what do you think?
- Owen Tallis NoneTen percent on the annual, or ten percent off the whole package?
- Vikram Sethi NoneTotal package would be better for us.
- Owen Tallis NoneRight. Let me be clear on what you need: Growth tier, forty users, eight connectors, four-week implementation, is that right?
- Vikram Sethi NoneYeah, that matches our practices. We'd want to go live sometime in April or early May.
- Priya Raman NoneThat's doable. Eight-week implementation gives us time, and we'd have you live before summer. Give me a moment to chat with Owen off the call and we'll come back with a number that works for you both.
- Andy Buckley NoneOK, that sounds fair. How long will you need?
- Owen Tallis NoneWe can move quick, let me just confirm with Priya and I'll get something over to you by close of business tomorrow.
- Vikram Sethi NoneThat's good. And assuming we can agree on price, what's the next step after that?
- Priya Raman NoneWe'll send a formal proposal with the revised numbers. You'll review, sign off, and we'll kick off implementation. We'll want to do a security review for healthcare data, standard stuff, but we move fast on that.
- Andy Buckley NoneGood. And if we sign in April, we'd still go live in May?
- Priya Raman NoneWe'd start the week after signature, so yeah, eight weeks from signature puts you live early summer.
- Owen Tallis NoneAny other questions before we go and crunch the numbers?
- Vikram Sethi NoneNot from me. This feels solid, just need to see the revised pricing.
- Priya Raman NoneBrilliant. We'll get that to you tomorrow, and let's reconvene next week to confirm. Sound OK?
- Andy Buckley NonePerfect. We'll look out for it.
- Owen Tallis NoneCheers, both. We'll be in touch tomorrow.
- Priya Raman NoneThanks, Vikram, Andy. Speak soon.