Kronfeld Assekuranz / BB-Demo – Negotiation
Callcompleted
Kronfeld Assekuranz · 2026-02-16 09:45
Andreas Krämer and Martina Engel said fifty-nine-five was above budget. Owen Tallis offered up to twenty percent off year one, about forty-seven-five all-in, and Martina said that figure supports the business case.
What was said
What this says
Current to 14 Oct 26Andreas Krämer and Martina Engel said fifty-nine-five was above budget. Owen Tallis offered up to twenty percent off year one, about forty-seven-five all-in, and Martina said that figure supports the business case.
What happened: Owen Tallis joined Matteo Ricci to negotiate. The customer said the number was higher than budgeted and questioned whether it needed all four connectors in year one.
Customer view: After the discount offer Andreas said it was better, and Martina said the business case works at forty-seven-five and asked for it in the order form.
Commercial: The discount is first term only and year two moves to list. Matteo quoted forty-four thousand at current pricing, but the price book shows £50k for Growth under the v2 list for new business from 1 Dec 2025, so the year-two figure needs checking.
Watch: A revised order form is an open draft. The evidence does not show it was signed.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Owen Tallis revises the order form the same day, with the year-one discount and list-price renewal stated.
- Andreas Krämer and Martina Engel review and reply by Friday.
- Matteo Ricci confirms the year-two list price against the price book before the order form goes out.
Risks
Current to 9 Oct 26- The customer budgeted less for this category, so price sensitivity may return at the first renewal when the discount ends.
- The year-two figure quoted on the call may differ from the v2 list price, which could cause a dispute later.
- The customer already doubted needing all four connectors in year one, so adoption may be thin.
Opportunities
Current to 9 Oct 26- Martina said the business case works at the discounted figure, so a signature looks close.
- Andreas asked about adding connectors later, which leaves room for add-on sales.
Transcript
Owen Tallis NoneMorning, Andreas and Martina. Owen Tallis, VP Sales at BB-Demo. Matteo's asked me to jump on to talk through the commercial terms. Where are we?
Andreas Krämer NoneWe're interested. Fifty-nine-five is, it's a material commitment. We wanted to understand if there's any flexibility on pricing.- Owen Tallis NoneFair question. What's the constraint: is it budget, or are you looking for a different scope?
Martina Engel NoneA bit of both. The number is higher than we budgeted for this category. And we're not sure if we need all four connectors year one.- Owen Tallis NoneOkay. So if you scoped to, say, three connectors instead of four, that would bring the cost down. What else would help?
- Andreas Krämer NoneIf the overall number came down a bit: not asking for the world, but if you could move on price for a commitment, we'd be in.
- Owen Tallis NoneI can offer a modest discount on the first year if you're signing for twelve months with a commitment to renew at list price. That's how we do it, discount on the first term, then standard pricing.
- Martina Engel NoneHow much of a discount are we talking?
- Owen Tallis NoneI can go up to twenty percent on the first year. That brings you down to about forty-seven-five, all-in.
- Andreas Krämer NoneThat's, that's better. But does that include all four connectors?
- Owen Tallis NoneYes. Full Growth tier: forty users, four connectors, eight-week implementation.
- Martina Engel NoneAnd year two?
- Owen Tallis NoneYear two is list price at renewal. No discount after the first term.
- Andreas Krämer NoneWhat's list price year two?
Matteo Ricci NoneSubscription only, so no implementation. The annual subscription is forty-four thousand at current pricing.- Martina Engel NoneSo forty-seven-five year one, then forty-four next year?
- Matteo Ricci NoneThe discount is year one only. Year two is list subscription price at the time of renewal, could be slightly higher if we've moved pricing, but you'll get notice.
- Andreas Krämer NoneOkay. And if we want to add connectors later?
- Owen Tallis NoneYou can add them anytime. They're billed at list price, separately from the subscription.
- Martina Engel NoneAlright. So at forty-seven-five year one, we can make the business case. Can you put that in the order form?
- Owen Tallis NoneI'll revise the order form today. Should be in your inbox by lunchtime.
- Andreas Krämer NoneGood. We'll review and get back to you by Friday.
- Owen Tallis NonePerfect. Any questions on the terms, just call. Otherwise, I'll follow up Friday if I haven't heard from you.
- Martina Engel NoneThanks, Owen.
- Andreas Krämer NoneCheers.