Ouseburn Media / BG-Demo – Negotiation
Callcompleted
Ouseburn Media · 11 Aug 2023 11:30
Mike Hedley, Managing Director, asked for about a fifth off year one and faster support. Nell Ashcombe agreed the discount on the condition that year two returns to full price, and deferred Premium support.
What was said
What this says
As at Fri 9 Oct 2026Mike Hedley, Managing Director, asked for about a fifth off year one and faster support. Nell Ashcombe agreed the discount on the condition that year two returns to full price, and deferred Premium support.
What happened: On 11 Aug 2023 Mike Hedley, Managing Director, joined Erin Milburn to negotiate. He called the year-one price of twenty-five and a half thousand not insignificant and asked for about a fifth off.
Commercial: Nell Ashcombe, Chief Executive Officer, agreed a discount bringing it to just over twenty thousand, which she called the limit on first-year discounts. Year two returns to full price unless renegotiated, and Mike accepted that.
Customer view: Mike said a small team cannot afford the brain going down and asked for something faster than four business hours. Nell pointed to Premium support as an add-on but suggested starting on standard.
Watch: Premium support was not priced on the call. The evidence does not show whether the order form was signed.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown to send the order form with the discounted price the same day.
- Mike and Erin to review with their team and finance, then confirm they are ready to sign.
- Nell Ashcombe to discuss Premium support pricing separately if the customer asks.
Risks
As at Fri 9 Oct 2026- Year two reverts to full price, so the first renewal will be a price conversation after a discounted first term.
- Mike's concern about a small team and downtime may resurface if there is an early support problem on standard Starter response times.
Opportunities
As at Fri 9 Oct 2026- Premium support add-on: Mike and Erin both showed interest, and Erin asked what it costs.
- Delivering live within the committed four weeks builds the value case for renewal.
Transcript
Tom AshdownMorning, Mike, Erin. Thanks for joining.
Mike HedleyMorning. Thanks for the time. I've had Erin walk me through the proposal. It looks solid, but I've got a couple of things I want to discuss.
Nell AshcombeSure. What's on your mind?- Mike HedleyThe pricing. Twenty-five and a half thousand in year one. That's not insignificant. Is that negotiable?
- Nell AshcombeIt depends what you're looking for. What would make sense for you?
- Mike HedleyWe'd like to see the first year at a discount, maybe a fifth off. Get a chance to prove it works before committing to the full price.
- Nell AshcombeOK. A substantial discount on the whole package, so implementation and subscription, brings it to just over twenty thousand. That's our limit on first-year discounts.
- Mike HedleyCan you do that?
- Nell AshcombeI can. On the condition that year two you're back to full price unless you want to negotiate again.
- Mike HedleyThat works for us. What else, Erin mentioned the support is four business hours on Starter?
- Tom AshdownThat's right. Most technical issues, we get back to you within four hours during business days.
- Mike HedleyWe're a small team. If the brain goes down, that matters. Could we have something faster?
- Nell AshcombeThe faster option is our Premium support, one-hour response time. That's an add-on. I'd suggest we start with standard and if you hit a problem, we can add it.
Erin MilburnWhat does Premium cost?- Nell AshcombeWe can talk about that separately. But let's get you live first. You might find you don't need it.
- Mike HedleyFair enough. So we've got the discount, we've got support. Is there anything else that needs to happen before we sign?
- Tom AshdownI'll update the order form with the discounted price and send it over. You review with your team, check with finance, and let me know you're good to go.
- Mike HedleyOnce we sign, when do you start?
- Nell AshcombeWithin a couple of days. We'll get your Snowflake set up and your data loaded. First check-in is probably early next week.
- Erin MilburnAnd the four weeks is firm?
- Nell AshcombeThat's the target. It depends on your IT getting the credentials to us quickly and you being available for the twice-weekly check-ins. But yes, we've committed to that.
- Mike HedleyGreat. I think we're good. What do we do now?
- Tom AshdownI'll update the order form with the discount and send it over today. You review with your team and let me know when you're ready to sign.
- Erin MilburnThanks. I think this is really going to help us.
- Nell AshcombeI think so too. We'll get you live and we'll check in with you throughout. You won't be left hanging.
- Mike HedleyCheers, Nell. Cheers, Tom.
- Tom AshdownCheers, Mike. Speak soon.