Pendle Valley Academies / BG-Demo – Negotiation
Callcompleted
Pendle Valley Academies · 17 Jun 2025 11:00
Pendle Valley's CFO asked to bring the Growth all-in figure closer to 50,000 for year one. Owen Tallis said a discount is possible if they move fast, for year one only. Signature is targeted for 11 Jul 2025.
What was said
What this says
As at Fri 9 Oct 2026Pendle Valley's CFO asked to bring the Growth all-in figure closer to 50,000 for year one. Owen Tallis said a discount is possible if they move fast, for year one only. Signature is targeted for 11 Jul 2025.
What happened: Negotiation on the Growth proposal. Mohammed Hanif confirmed the 56,000 figure covers implementation and the first-year subscription, then asked for about 50,000.
Customer view: Mohammed and Amanda Holt are keen and the July date works for them. Amanda said standard support would be fine, so Premium support is not being pursued now.
Commercial: Owen said any discount applies to year one only and renewal would be at the then-current list price. The evidence does not show an agreed discount figure or an executed order form.
Watch: The CFO is price-sensitive and has been told renewal will be at list, so the first renewal needs a value case.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Sophie Ling to send the order form and a summary to Mohammed and Amanda by the end of the week.
- Owen Tallis to confirm the year-one discount level, aiming for signature by 11 Jul 2025.
Risks
As at Fri 9 Oct 2026- The CFO needs the year-one price justified, and the discount ends at renewal when list price applies.
- No order form is shown as signed, so the deal is still open.
Opportunities
As at Fri 9 Oct 2026- Premium support could be offered later as an add-on if needs grow.
- A first-year value case can support the move to list price at renewal.
Transcript
Sophie LingHi Mohammed, Amanda. Thanks for getting on. Owen here is our VP Sales. We wanted to make sure we address any questions or concerns about the Growth proposal before we finalize things.
Mohammed HanifRight. I've reviewed the document. The 56,000 figure is all-in, yes? That's implementation and the first year subscription?
Owen TallisThat's correct. It's 56,000 all-in for implementation and your first-year subscription combined. After year one, you'd renew at the annual subscription rate.- Mohammed HanifAnd that's the list price? No room for adjustment?
- Owen TallisFor the first year, we can work with discounts on the subscription side. What were you thinking?
- Mohammed HanifWe're keen, but I'd need to bring the all-in closer to 50,000 for this year to make it easier to justify.
- Owen TallisThat's a solid ask. Let me be honest, we don't usually discount new deals that heavily. But given the July deadline, we can look at it seriously if we move fast.
Amanda HoltThat's helpful. The July date works for us.- Owen TallisGood. And just to be clear: any discount applies to year one only. When you renew, you'd be at the current list price, which may adjust over time.
- Mohammed HanifUnderstood. What about support? If something goes wrong, what's the response time?
- Sophie LingYou get quarterly business reviews and standard support with response times of one business hour for priority issues. That's included in Growth.
- Mohammed HanifOkay. And if we wanted premium support, a dedicated engineer or something?
- Owen TallisThat's an add-on available on Enterprise and above, or you can add it as a standalone. But with Growth, you'd have a CSM who knows your account well. Let's see how that goes for a year.
- Amanda HoltI think that's reasonable. We'd probably be fine with the standard support.
- Mohammed HanifFair enough. What about contract length?
- Sophie LingAnnual contracts with a 30-day notice if you want to cancel. Renewal happens at the end of the term, we'll remind you well in advance.
- Mohammed HanifOkay. So if I've got this right: the price works for us if we can move forward, quarterly check-ins, forty users, eight connectors, and we can cancel with 30 days' notice after the first year?
- Owen TallisSpot on. And we'll get you an order form by the end of the week, ready for your signature.
- Amanda HoltGreat. We'll review it and get it back to you.
- Sophie LingPerfect. I'll email you both a summary and the order form. If there are any questions, just ping me. Otherwise, we're aiming to get this signed by 11 Jul 2025.
- Mohammed HanifSounds good.
- Owen TallisThanks, both of you. Speak soon.