Pelton Grange Care / BB-Demo – Negotiation
Callcompleted
Pelton Grange Care · 2025-07-31 14:00
Barry Coxon said £44k was above budget. Owen Tallis offered about five per cent off for year one only, and Barry accepted. Order form to be updated, with phased connectors and signature expected early the next week.
What was said
What this says
Current to 13 Oct 26Barry Coxon said £44k was above budget. Owen Tallis offered about five per cent off for year one only, and Barry accepted. Order form to be updated, with phased connectors and signature expected early the next week.
What happened: On 31 Jul 2025 Owen Tallis joined Lewis Kerr to negotiate. Barry Coxon asked for forty to forty-one thousand against the Growth price of forty-four thousand.
Commercial: Owen offered forty-one thousand eight hundred pounds for year one, about five per cent off, with £12k implementation. Year two renews at forty-four thousand, and Barry confirmed those terms.
Customer view: Barry accepted but said the team is quite stretched. Lewis agreed to phase the connectors, starting with CRM and helpdesk.
Watch: Customers were told forty-four thousand from year two. The v2 Growth list is £50k for a first renewal on or after 1 Jul 2026, so the renewal conversation needs care. The evidence does not show the executed order form.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Owen Tallis to send the updated order form with the discounted subscription, £12,000 implementation and phased approach that afternoon.
- Lewis Kerr to follow up on Monday and agree the phased connector plan with the implementation lead.
Risks
Current to 9 Oct 26- The year-one discount ends at renewal, and the customer expects forty-four thousand from year two when the v2 Growth list is £50,000.
- Barry Coxon says the team is stretched, so a heavy implementation could damage early adoption.
Opportunities
Current to 9 Oct 26- Phased connectors starting with CRM and helpdesk give a lighter route to early value and a path to add accounting.
- Delivering visible value in year one supports the renewal and later extra users or connectors.
Transcript
Lewis Kerr NoneBarry, Lindsay, thanks for making time. Owen's here from the sales side to discuss the terms.
Owen Tallis NoneHi both. I understand pricing is a concern. Where do you want to land?
Barry Coxon NoneForty-four thousand is above our budget. We'd like to get to around forty to forty-one thousand.- Owen Tallis NoneGrowth tier is forty-four thousand. We do offer first-year discounts. What if I take it to forty-one-eight hundred, that's about a five per cent discount?
- Barry Coxon NoneFor how long?
- Owen Tallis NoneFor year one, locked in. After that, it renews at the standard rate, which is forty-four thousand.
Lindsay Pallister NoneSo we get a discount in year one and then pay full price after?- Lewis Kerr NoneRight. But by year two you'll have built dashboards, trained your teams, and should be getting real value. At that point, the investment is justified.
- Barry Coxon NoneI'll accept that. But I need the implementation to be efficient, we're quite stretched.
- Lewis Kerr NoneWe can phase the connectors. Start with your CRM and helpdesk, add accounting a few weeks in. Keeps your team's load down.
- Owen Tallis NoneEight weeks total, but we flex within that window.
- Lindsay Pallister NoneWhen would we be live?
- Lewis Kerr NoneEight weeks from signature. So if you sign early August, you're live end of September.
- Barry Coxon NoneThat timing works. Let me just confirm, forty-one-eight hundred year one, forty-four thousand year two onwards. Forty users, eight connectors.
- Owen Tallis NonePlus twelve thousand implementation. So fifty-three-eight hundred first year all-in.
- Barry Coxon NoneAnd you'll do phased onboarding?
- Lewis Kerr NoneAbsolutely. I'll work with Laura, our implementation lead, to stagger the connectors. Won't all be dropped on you in week one.
- Owen Tallis NoneI'll update the order form with these terms: forty-one-eight hundred annual subscription, twelve thousand implementation, phased approach. You'll have it this afternoon.
- Barry Coxon NoneGood. We can turn around and sign early next week.
- Lewis Kerr NonePerfect. I'll get it over today and follow up Monday.
- Owen Tallis NoneCheers, both. Speak soon.
- Lindsay Pallister NoneCheers.