Ardfinnan Freight Services / BB-Demo – Negotiation
Callcompleted
Ardfinnan Freight Services · 2025-01-22 12:30
On 22 Jan 2025 Brendan O'Mahony asked for ten per cent off the Growth subscription. Owen Tallis agreed for year one only. About fifty-one thousand all-in, order form to be signed by Friday and executed Monday.
What was said
What this says
Current to 13 Oct 26On 22 Jan 2025 Brendan O'Mahony asked for ten per cent off the Growth subscription. Owen Tallis agreed for year one only. About fifty-one thousand all-in, order form to be signed by Friday and executed Monday.
What happened: Brendan said the scope looked good but that fifty-six all-in was a significant commitment. He asked for ten per cent off the Growth tier rate.
Customer view: Grainne said the tool is valuable but they want the ROI to be clear, and coming in under budget helps justify it internally.
Commercial: Owen offered ten per cent off the subscription for year one, first term only, then full price at renewal, with implementation fixed at twelve thousand. Renewal is forty-four thousand a year.
Watch: Brendan signs as Finance Director but needs to loop in the COO. The renewal conversation will meet the end of the discount, and the ROI case should be proven early.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Brendan O'Mahony to sign the order form by Friday, with the COO copied.
- Lewis Kerr and Owen Tallis to execute on Monday.
- Hannah to contact the customer early the following week to start implementation.
Risks
Current to 9 Oct 26- The first-term discount ends at renewal, when the price returns to forty-four thousand a year.
- The COO still has to be looped in before signature.
Opportunities
Current to 9 Oct 26- Signature expected, with implementation starting straight after execution.
Transcript
Lewis Kerr NoneHi Brendan, Grainne, thanks for getting back to us. I've got Owen from our sales team on the call as well. We wanted to check in on where you're at with the proposal.
Brendan O'Mahony NoneYeah, we've reviewed it. The scope looks good, but I wanted to talk about the price. Fifty-six all-in is a significant commitment for us. Is there any room to move on that?
Owen Tallis NoneWhat are you thinking, Brendan? What would make this work for you?- Brendan O'Mahony NoneWe'd like a discount on the annual subscription, maybe ten per cent off the Growth tier rate.
- Owen Tallis NoneSo you're looking at a discount for year one. What's the business case on your side: is budget constrained, or is this about ensuring strong ROI?
Grainne Lynch NoneA bit of both. We think the tool is valuable, but we want the ROI to be clear. If we come in under budget, that helps us justify it internally.- Owen Tallis NoneFair enough. I can offer ten per cent off the subscription for year one, first term only, then full price at renewal. The implementation fee stays fixed. Does that work?
- Brendan O'Mahony NoneThat's fair. And the implementation fee is twelve thousand, right?
- Owen Tallis NoneThat's right. Implementation is fixed scope, twelve thousand, delivered in eight weeks.
- Brendan O'Mahony NoneOK. So with the discount, what's our all-in for year one?
- Lewis Kerr NoneWith ten per cent off the Growth subscription and the implementation fee, you're looking at roughly fifty-one thousand all-in for the first year. Then forty-four thousand per year at renewal.
- Grainne Lynch NoneThat works for us. Can you send the order form with those numbers on it?
- Lewis Kerr NoneAlready have. I sent it over this morning with the revised pricing. Should be in your inbox.
- Brendan O'Mahony NoneGood. I'll get my sign-off on it and we should be able to turn it around by Friday.
- Owen Tallis NonePerfect. Who's signing on your side?
- Brendan O'Mahony NoneI will, as Finance Director, but I'll need to loop our COO in, just formally.
- Owen Tallis NoneGood, can you get them copied on the order form? Then we can execute it Monday once everyone's signed.
- Grainne Lynch NoneWill do.
- Lewis Kerr NoneBrilliant. So to confirm: you'll get the order form signed by Friday, we execute Monday, and implementation starts straight after. Sound good?
- Brendan O'Mahony NoneSounds good.
- Owen Tallis NoneCheers Brendan, Grainne. Looking forward to working together. I'll let Hannah know to expect you, she'll be in touch early next week. Thanks.