Pellegrin Hart Benefits / BG-Demo – Negotiation
Callcompleted
Pellegrin Hart Benefits · 23 Apr 2026 17:00
Negotiation on the £62k Growth order form with the CFO and Controller present. Payback was not quantified and no price movement was promised. Gary Pellegrin will sign if the form reaches him early next week; target 12 May 2026.
What was said
What this says
As at Fri 9 Oct 2026Negotiation on the £62k Growth order form with the CFO and Controller present. Payback was not quantified and no price movement was promised. Gary Pellegrin will sign if the form reaches him early next week; target 12 May 2026.
What happened: Gary Pellegrin, who signs, asked for the figure and the payback. Allison Pereira had no clean number and framed it as protecting renewals.
Customer view: Gary pressed on payback and asked whether there is room on the price. He said he does not pay early and does not sign multi-year without a reason.
Commercial: Victor Nunes wants two lines on the order form, subscription and implementation, with thirty-day terms. Owen Tallis made no promise on price and will come back to Jordan Pike before the end of the week.
Watch: Ethan's security review is to run in parallel with the paperwork. Allison still needs a go-live before open enrollment, and no date was given.
Themes
As at Fri 9 Oct 2026Theme
Growth order form terms
Importance
renewal
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Owen Tallis to tell Jordan Pike before the end of the week whether there is any movement on price.
- Jordan Pike to send Gary Pellegrin and Victor Nunes the order form with two lines and thirty-day terms.
- Jordan Pike to run Ethan's security review in parallel with the paperwork.
Risks
As at Fri 9 Oct 2026- Payback on the £62,000 is not quantified, and the CFO wants it.
- Security review by Ethan could delay the close if it is not run in parallel.
- Any price movement is unconfirmed and applies to the first term only.
Opportunities
As at Fri 9 Oct 2026- Close on the Growth order form targeted for 12 May 2026, with a review of actual usage at the first quarterly review.
Transcript
Jordan PikeHi everyone, can you hear me okay? I've got Allison, Gary, and Owen's on from our side too. Victor, I think you're coming in now.
Allison PereiraLoud and clear. Hi Jordan, hi Owen.
Owen TallisHello all. Audio's fine this end.
Victor NunesSorry, hi, I'm here. Took me a minute to find the right link.- Jordan PikeNo problem at all. Here's where we are. One-line agenda: we settle scope and price on the Growth order form, and we agree what has to happen for Gary to sign. We've got about forty minutes, so I'll keep an eye on the clock.
Gary PellegrinCan I start with the number? What's the figure?- Jordan PikeSure. It's £62,000. That's the all-in figure for Growth, so the one-off implementation is included in that, plus the subscription for the first year.
- Gary PellegrinSixty-two, implementation included. Okay. And what's the payback?
- Allison PereiraCan I jump in on that, Gary? What I'd put down is, one, my team stops opening four systems to prepare for one employer client. Two, we see renewals coming before they land on us. Three, before open enrollment, please, we're not working a backlog because we can see tickets and calls by client in one place.
- Gary PellegrinI've heard the story, Allison. I'm asking how long until it's paid for.
- Allison PereiraFair. I don't have a clean number yet, to be transparent. What I can say is one lost employer client costs us more than a good part of this, so I'd frame it as protecting renewals.
- Owen TallisIf I can add something. We'd rather you judge it on your own data than on our claims. The demo ran on your tickets and calls, and in the first quarterly review Hollie will sit down with Allison and show what's actually being asked. If the questions aren't being asked, you'll see it.
- Gary PellegrinMm. That's reasonable. How many seats are we using today?
- Jordan PikeToday it's none, because you're not live. Growth covers the number of users we scoped, and we'd start with your client-service leads and add from there. Allison, you know the team better than I do.
- Allison PereiraLeads and the operations people first. Then the rest of client service once we've proved it works. Monica would be the admin.
- Jordan PikeGreat. Victor, I'd like to bring you in, because I think the order form shape matters to you.
- Victor NunesYes. Two things. First, is that sixty-two one invoice? Second, what are the payment terms? I need them on the form.
- Jordan PikeGood question. The subscription is annual, billed in advance, and the implementation is a one-off fixed fee. We can show those as two lines on the order form, so your books see the set-up separately from the subscription.
- Victor NunesTwo lines is what I'd want. And the terms?
- Owen TallisThirty days from invoice. Standard for us. If you wanted quarterly billing instead of annual in advance, we can do that on request, but I'd want that decided before the form goes out, not after.
- Gary PellegrinThirty days is fine. I'll say now, I don't pay early. Thirty days means day thirty.
- Owen TallisUnderstood, and that's what the form says. Nobody's asking for early.
- Victor NunesRight, that's simple enough. What about a purchase order? We sometimes need one referenced on the invoice.
- Jordan PikeSend it over when you have it and we'll reference it. If it comes after the form is signed, that's fine too, we just need it before we invoice.
- Victor NunesOkay. I'll flag it internally.
- Gary PellegrinLet me ask the harder one. Is there any room on the sixty-two?
- Owen TallisI'll be straight with you, Gary. I'm not going to promise movement. Anything we do applies to the first term only, and I don't like discounting twice, so I want to be sure the number we land on is one you can stand behind at renewal as well.
- Gary PellegrinI'd rather know the real number now than be surprised in a year.
- Owen TallisExactly that. So here's what I can do. If you can give me a signature date, I'll go back and look at whether there's anything to offer, and I'll come back to Jordan before the end of the week.
- Jordan PikeAnd our working close date is 12 May 2026. Gary, is that still realistic from your side? What would make this a yes?
- Gary PellegrinSend me the order form with the two lines Victor wants, and the terms as discussed. If it's with me early next week, 12 May 2026 holds.
- Owen TallisWho signs on your side? You, Gary?
- Gary PellegrinI sign. Victor reviews first.
- Owen TallisGood. That's the next dated step, then. Form to you and Victor, you review, you sign.
- Gary PellegrinOne more. Multi-year. Is there any advantage to that?
- Owen TallisThere could be, but I wouldn't push it. Start with one year, see the use, and we talk at renewal.
- Gary PellegrinGood. I don't sign multi-year without a reason, and I don't have one yet.
- Allison PereiraCan I raise security? Ethan's not on today, but he's going to want to look at how this sits in our Snowflake account, and I don't want that to hold up the close.
- Jordan PikeTo be transparent, there's no reason to hide anything there. It runs inside your own Snowflake account, and we'll send Ethan whatever he needs. We can run his review in parallel with the paperwork so it doesn't sit on the critical path.
- Allison PereiraPerfect. And on timing, before open enrollment, please. I can't promise my clients a date I haven't checked.
- Jordan PikeUnderstood, and I won't give you a go-live date today that I can't stand behind. Once you've signed, our implementation team and Hollie will plan it with you, and you'll have a real schedule.
- Allison PereiraThat works.
- Jordan PikeLet me read back what I have. One: the order form with two lines, subscription and implementation, total £62,000. Two: thirty-day terms, annual in advance, no multi-year. Three: Owen comes back to me before the end of the week on whether there's any movement. Four: Ethan's security review runs in parallel. Five: target signature 12 May 2026. Did I miss anything?
- Victor NunesThe purchase order reference, if we have one.
- Jordan PikeYes, thanks Victor. Six. That's all of it.
- Gary PellegrinFine. Send me the form.
- Owen TallisThanks all. Gary, good to talk properly. We'll turn it round quickly.
- Allison PereiraThanks everyone. Talk soon.
- Jordan PikeThanks, everyone. Speak soon.
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