Stainmore Haulage / BB-Demo – Negotiation
Callcompleted
Stainmore Haulage · 2023-10-30 09:30
Owen Tallis joined the 30 Oct 2023 call after Tom Ashdown sent the order form. Glenys Routledge asked about invoicing and add-ons; Ronald Hetherington said they would sign the next day. The call does not show it was signed.
What was said
What this says
Current to 13 Oct 26Owen Tallis joined the 30 Oct 2023 call after Tom Ashdown sent the order form. Glenys Routledge asked about invoicing and add-ons; Ronald Hetherington said they would sign the next day. The call does not show it was signed.
What happened: Owen Tallis, VP Sales, joined because the order form was already sent. Glenys Routledge, the bookkeeper, asked the finance questions.
Commercial: Subscription is £20k annual in advance and the £6,000 implementation is invoiced at kick-off. Owen said monthly billing is possible at the same annual price, split into twelve.
Terms: One-year term, renewing automatically unless either side gives notice 90 days before the end. Availability is 99.5%, with four connectors and 15 users included.
Watch: Ronald said they would sign the next day, but the call does not show a signed order form. The renewal owner should diarise the 90-day notice.
Themes
Current to 9 Oct 26Who was there
BB-Demo
Them
Follow-up
Next steps
Current to 9 Oct 26- Tom Ashdown to confirm the signed order form from Ronald Hetherington and set the kick-off for the following week.
Risks
Current to 9 Oct 26- The call does not show the order form was signed, only that Ronald intended to sign the next day.
- Automatic renewal with a 90-day notice window needs to be diarised so the renewal conversation starts in time.
Opportunities
Current to 9 Oct 26- Glenys asked about adding users or connectors mid-year, and Owen said they would be pro-rated, so growth beyond 15 users or four connectors is an upgrade conversation.
Transcript
Owen Tallis NoneRonald, Shirley, Glenys, Owen Tallis here, VP of Sales. Tom's sent over an order form but I wanted to jump on a quick call to make sure we've covered everything. Where do you stand?
Ronald Hetherington NoneWe're keen to do this, but Glenys here has a couple of questions on the finance side.
Glenys Routledge NoneYeah, just want to clarify the invoicing. Tom mentioned quarterly if we want, but what's the standard?- Owen Tallis NoneAnnual in advance is standard, you'd pay the £19,500 subscription at the start of the year. The implementation fee, £6,000, we invoice on kick-off.
- Glenys Routledge NoneAnd if we want monthly, how much extra?
- Owen Tallis NoneWe can do monthly at the same annual price, just split into twelve. But that means twelve invoices, so there's admin on both sides. Annual's cleaner if you can do it.
- Glenys Routledge NoneRight. And the implementation, is that phased or up front?
Tom Ashdown NoneAll up front. We invoice it on day one, work starts immediately.- Ronald Hetherington NoneThat's fine. Anything else, Glenys?
- Glenys Routledge NoneJust want to make sure there are no hidden costs. What if we add more users or connectors mid-year?
- Owen Tallis NoneWe'd pro-rate it. If you add two users in June, we invoice you for six months on those add-ons. No surprises.
- Ronald Hetherington NoneOkay. One-year term, any other conditions?
- Owen Tallis NoneOne year's the term. Renews automatically unless either of us says otherwise ninety days before it ends. Availability's 99.5%, four connectors included, fifteen users. If those limits are exceeded, we talk about an upgrade. Standard stuff.
Shirley Bowman NoneAnd what about training? Do we get help once it's live?- Tom Ashdown NoneYeah, absolutely. Callie, our implementation person, will hand everything over in the last week of the project. We'll do a walkthrough of the interface, answer questions, make sure your team can run it.
- Ronald Hetherington NoneAlright. When can you send the order form?
- Tom Ashdown NoneAlready sent it, Ronald. It's in your inbox. I can walk through it now if you want?
- Ronald Hetherington NoneCan Glenys just review it? Glenys?
- Glenys Routledge NoneYeah, happy to review. But if it's standard, we don't need to hold it up. Send it back signed and we'll get the implementation going.
- Owen Tallis NoneBrilliant. Can you get a signature from Ronald and send it back by end of week? Then we kick off implementation the week after.
- Ronald Hetherington NoneWe'll do it tomorrow. That fair?
- Tom Ashdown NoneMore than fair. I'll get everything ready to kick off next week. Thanks, all.
- Ronald Hetherington NoneCheers, Tom. Cheers, Owen.