Tannahill Systems / BG-Demo – Negotiation
Callcompleted
Tannahill Systems · 23 Feb 2023 15:15
Tannahill pushed for a lower year one price. Nell Ashcombe held 23,550 as her best number and offered an additional user pack at no cost for the first year. Moira Sinclair wanted to sleep on it.
What was said
What this says
As at Fri 9 Oct 2026Tannahill pushed for a lower year one price. Nell Ashcombe held 23,550 as her best number and offered an additional user pack at no cost for the first year. Moira Sinclair wanted to sleep on it.
What happened: Moira, Kenny and Linda Gourlay asked for a substantially lower price, citing a new vendor and the need to see the return first. Nell held 23,550 as the floor for year one all-in.
Customer view: Kenny said they would feel better committing if they could see the ROI more clearly. Moira said they were moving the right way but wanted time.
Commercial: Nell offered an additional user pack at no cost for the first year instead of a lower price, and said she would send an updated order form the next day. A two-year commitment was raised by Linda but did not change the number.
Watch: The customer still wants a price reduction and an ROI case. No signature was agreed on the call.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Nell Ashcombe to send an updated order form including the user pack the day after the call.
- Moira Sinclair to review the order form and decide whether to sign.
Risks
As at Fri 9 Oct 2026- The customer wants a lower price and an ROI case, and has not committed.
- A free first-year user pack may create an expectation of discounting at renewal.
Opportunities
As at Fri 9 Oct 2026- The extra user pack could lead to paid additional users if the team grows beyond its initial scope.
Transcript
Nell AshcombeRight, afternoon all. Thanks for the feedback on the proposal. I take it you've got some questions about the price.
Moira SinclairYeah, we've had a look and it's a lot for year one. Linda's been crunching numbers for us, and we're wondering if there's any room for movement.
Linda GourlayHi Nell. So looking at the cost, we're trying to justify it against the benefit. What if we came in lower?- Nell AshcombeHow much lower are you thinking?
- Linda GourlayMaybe substantially lower? We're a new vendor for you and we need to see the return first.
- Nell AshcombeI hear you. But 23,550 is a fair price. We're implementing properly, four weeks of setup, training your whole team.
Kenny LockhartThe thing is, we'd feel better committing if we could see the ROI more clearly.- Nell AshcombeI get that. It's a fair question. I can move on this, I can offer a discount: but 23,550 is my best number for year one, all-in.
- Moira SinclairSo 23,550 is really your floor?
- Nell AshcombeThat's right. That's what the implementation and first year cost.
- Linda GourlayWhat if we commit longer, like two years?
- Nell AshcombeTwo-year deals don't really change the math, the setup is still a month of work. But I can find you some flexibility on the number.
- Moira SinclairThat helps, but we'd need more.
- Nell AshcombeWhat would make this work for you?
- Linda GourlayIf you could come down from the 23,550, that would help us justify it. And maybe throw in something extra?
- Nell AshcombeOK, here's what I can do. I'll hold the 23,550 but throw in an additional user pack, so if you grow beyond your initial team, you get extra capacity at no cost for the first year. Real value-add for you.
- Kenny LockhartThat's helpful. Could work.
- Moira SinclairLet me sleep on it. But I think we're moving the right way.
- Nell AshcombeGood. I'll send you an updated order form with the user pack included. That should be tomorrow. Have a read, and we can sign if it lands for you.
- Moira SinclairCheers, Nell.
- Nell AshcombeCheers. Speak soon.