Tamar Crossing Freight / BG-Demo – Negotiation
Callcompleted
Tamar Crossing Freight · 2 Oct 2026 11:00
Negotiation on a Starter proposal. Finance Director Sarah Northcott wants something under twenty-five; Owen Tallis offered up to 20% off the subscription for the first term only. BG-Demo wants a decision by the end of October.
What was said
What this says
As at Fri 9 Oct 2026Negotiation on a Starter proposal. Finance Director Sarah Northcott wants something under twenty-five; Owen Tallis offered up to 20% off the subscription for the first term only. BG-Demo wants a decision by the end of October.
What happened: On 2 Oct 2026 Owen Tallis and Sophie Ling took Jason Pengelly and Sarah Northcott through the Starter proposal: one team, fifteen users, four connectors, with implementation at £6,000. Owen quoted twenty-eight thousand pounds all-in for year one.
Customer view: Jason described Tamar Crossing Freight as a lean operation and asked for the price to come down. Sarah asked how BG-Demo responds if a data feed stops and whether the CRM, phone and accounting systems would all fit.
Commercial: Owen offered up to 20% off the subscription in the first term only, with list price in year two and no multi-year deals. Sophie confirmed Starter terms: first response within 4 business hours, 99.5% availability, a 5% service credit and implementation in 4 weeks.
Watch: Jason will align Sarah on the numbers and come back, and Sophie will send an updated proposal. The evidence does not show whether the discount closes the gap to Sarah's figure or whether the customer has replied.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Sophie Ling to send an updated proposal showing the discount option and the timeline.
- Jason Pengelly to align Sarah Northcott on the numbers and come back to BG-Demo.
- BG-Demo is looking for a decision by the end of October.
Risks
As at Fri 9 Oct 2026- The customer wants a lower first-year cost than the figure quoted, and the discount applies to the first term only.
- Returning to list price in year two may meet resistance at the first renewal.
- No decision was made on the call and the customer has not yet responded.
Opportunities
As at Fri 9 Oct 2026- Closing a Starter order by the end of October, with the discount as the lever.
- One connector slot is left after CRM, phone and accounting, which could take email or a helpdesk tool.
Transcript
Sophie LingMorning, Jason, Sarah. Thanks for getting on. Owen's joined us from our sales team to talk through the proposal details.
Jason PengellyGood morning. Yes, let's dig into the numbers.
Owen TallisI'll be brief. You're looking at Starter: one team, fifteen users, four connectors. That's twenty-eight thousand all-in for year one.
Sarah NorthcottRight. And that breaks down how?- Owen TallisImplementation is six thousand. Your annual subscription sits on top of that. Total is twenty-eight thousand for the first year.
- Jason PengellyHmm. We were hoping to get that down a touch. We're a lean operation.
- Owen TallisWhat's the budget you're working with?
- Sarah NorthcottWe'd prefer something under twenty-five if possible.
- Owen TallisI can help there. First term only, we do offer up to twenty per cent discount on the subscription. But I need to be clear: that's for year one; year two you're back to list.
- Jason PengellySo you can move on the price, but you won't for multiple years?
- Owen TallisMulti-year deals aren't how we work. Annual renewal is the model. But if you're signed up for year one with a discount, and then you renew at list, that works for us.
- Sarah NorthcottAnd what are your service levels? If something goes wrong, a data feed stops, how quickly do you respond?
- Sophie LingOn Starter, we aim for a first response within four business hours. Availability is guaranteed at 99.5 per cent.
- Sarah NorthcottAnd if you miss that?
- Sophie LingYou'd get a service credit, five per cent of one month's fee.
- Jason PengellyFair enough. And the connectors: we've got a CRM, a phone system, an accounting system. Will it handle all three?
- Sophie LingFour connectors included on Starter, so yes, CRM, phone, accounting, and you've got one slot left for something else if you need it. Email, a helpdesk tool, whatever matters to you.
- Jason PengellyOkay. And the implementation, how long is that?
- Sophie LingFour weeks for Starter. We commit to having all your connectors live and the brain working by the end of that period.
- Sarah NorthcottWhen would you need a decision?
- Owen TallisEnd of October would be good for us. Gives us time to schedule your implementation, make sure we're lined up.
- Jason PengellyWe can work with that. Let me align Sarah on the numbers and I'll come back to you.
- Sophie LingPerfect. I'll send an updated proposal showing the discount option and the timeline. Any other questions before we wrap?
- Sarah NorthcottI think that covers it for now.
- Owen TallisCheers, Sarah, Jason. Speak soon.