Kilcolgan Payments / BB-Demo – Negotiation
Callcompleted
Kilcolgan Payments · 2025-07-31 09:30
Negotiation call on 31 Jul 2025. Lewis Kerr and Owen Tallis proposed Starter at £25k for the first year. The CFO said pricing looks reasonable and asked for single figures, ready to sign by the fifteenth.
What was said
What this says
Current to 13 Oct 26Negotiation call on 31 Jul 2025. Lewis Kerr and Owen Tallis proposed Starter at £25k for the first year. The CFO said pricing looks reasonable and asked for single figures, ready to sign by the fifteenth.
What happened: Negotiation call on 31 Jul 2025 with Clodagh Fitzgerald, Diarmuid Kenny and Maeve Doherty. Owen Tallis joined Lewis Kerr to close.
Customer view: Diarmuid said the pricing looks reasonable and asked about headroom on the first-year number. He would be ready to sign by the fifteenth if he saw single figures.
Commercial: The proposal is £20k subscription plus £6,000 implementation, £25k in total. Owen said first-term discounts are at most twenty per cent on the annual portion, and a twelve-month term under the MSA.
Watch: This is a proposal, not executed paper. Lewis told them they would pay standard list after year one, so the first renewal moves to list pricing and a discount ends.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Lewis Kerr to come back with a discounted single figure by the next day, within the twenty per cent first-term limit.
- Lewis Kerr to send the order form with BB-Demo's best price position, copying Maeve Doherty, for signature.
Risks
Current to 9 Oct 26- The customer's readiness to sign depends on a discounted single figure that Lewis had not yet confirmed.
- The discount applies to the first term only, so the first renewal moves to list price and the customer may feel an increase.
Opportunities
Current to 9 Oct 26- A signed Starter order form would start the four-week implementation and open the subscription renewal cycle.
Transcript
Lewis Kerr NoneMorning. Is everyone on? Clodagh, Diarmuid, Maeve, can you all hear me?
Clodagh Fitzgerald NoneWe can, yes. All three of us here.- Lewis Kerr NonePerfect. Owen's joined from the sales team so we can lock down the contract. Before we dive in, how's the week been?
Diarmuid Kenny NoneBusy, but good. Looking forward to getting this sorted.- Lewis Kerr NoneGood stuff. So we've put together a proposal for the Starter tier for your client services team. Fifteen users, four connectors to your core systems. The all-in cost including the implementation is £24,525 for the first year, which breaks down as £19,500 for the annual subscription and a one-off implementation fee of £6,000. That's four weeks of our team helping you go live.
Maeve Doherty NoneWhen you say all-in, that's everything? No surprises after that?- Lewis Kerr NoneNo surprises. Just the one invoice in August when you sign, for the full amount. The annual piece renews each year. And after year one, you'd get the standard list price unless something changes.
- Clodagh Fitzgerald NoneThat's clear. Diarmuid, is that what you wanted to understand?
- Diarmuid Kenny NoneIt is. The pricing looks reasonable. Is there any headroom on the first-year number at all?
Owen Tallis NoneWe can look at that. First-term discounts are at most twenty per cent on the annual portion. What would move the needle for you?- Diarmuid Kenny NoneI'd need to see single figures really. If you can do that, we'd be ready to sign by the fifteenth.
- Lewis Kerr NoneLet me see what I can do and I'll come back to you by tomorrow. But let's assume we can work something out there. Assuming we sign mid-August, what would the implementation timeline look like?
- Clodagh Fitzgerald NoneYes, that's the other thing we wanted to pin down.
- Lewis Kerr NoneRight. So Laura, our implementation consultant, would lead that. You'd have a kickoff call within a week of signature, probably early September, and then we'd run a series of sessions to build out your connectors. Four weeks from signature to live is the standard.
- Maeve Doherty NoneAnd we're comfortable with that. How does the contract itself work?
- Owen Tallis NoneStandard terms under our MSA. Twelve-month term, renewal 29 August next year. Let me know if there's anything you'd want to flag and we'll talk it through.
- Clodagh Fitzgerald NoneI think we're good on that front. I'll get my team to sign off and we can move pretty quickly once you come back with the discount.
- Lewis Kerr NoneI'll send the order form today with our best position on price. Maeve, I'll cc you. Just send it back signed and we'll be off to the races.
- Diarmuid Kenny NoneCheers. Speak soon.
- Lewis Kerr NoneThanks, all. Speak soon.