Kempenland Distributie / BG-Demo – Negotiation
Callcompleted
Kempenland Distributie · 17 Nov 2025 12:45
Negotiation call on 17 Nov 2025. Wim asked for 10 to 15 per cent off the £56k; Owen Tallis offered eight per cent on the first term only, with renewal at list. Lien accepted and asked when to sign.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on 17 Nov 2025. Wim asked for 10 to 15 per cent off the £56k; Owen Tallis offered eight per cent on the first term only, with renewal at list. Lien accepted and asked when to sign.
What happened: Owen Tallis joined Matteo Ricci to settle terms with Wim Goossens and Lien Verstraete. Wim asked for ten to fifteen per cent off the first year.
Customer view: Wim said the team loves the product and thanked BG-Demo for the flexibility on price. Lien said the offer works for them.
Commercial: Owen offered eight per cent off the first term as the maximum, with renewal at the current Growth list price and no discount. Matteo confirmed the implementation is included and add-ons are charged separately.
Watch: This is a verbal agreement. The evidence does not show an executed order form, and the renewal at list will be a step up from the discounted first year.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Matteo Ricci to send the order form with the eight per cent discount to Wim and Lien.
- Owen Tallis to ensure a project plan is sent once the order form is signed.
Risks
As at Fri 9 Oct 2026- Renewal at list with no discount means a price step-up after the first term, which could prompt a value question.
- The evidence does not show that the order form was signed after this call.
Opportunities
As at Fri 9 Oct 2026- Wim asked about adding users or connectors in year two, which points to later add-on or upgrade interest.
Transcript
Matteo RicciHi Wim, Lien, thanks for the time today. I've got Owen Tallis on the call, he's our VP Sales. We're talking through the final terms before you sign. Where do things stand?
Wim GoossensWe love the product. The team's excited. But we'd like to discuss price. The £56,000, is there room to move on that?
Owen TallisLet me ask first: what kind of discount were you thinking?- Wim GoossensWe were hoping for ten to fifteen per cent off the first year.
- Owen TallisOK. So the Growth list is £56,000. We can do a modest discount on the first term. I can offer eight per cent off. That's the maximum for first year, and the renewal goes back to list. Fair?
Lien VerstraeteThat helps. But we're also wondering: we understood the implementation was included, right?- Matteo RicciYes, the eight-week implementation, the initial training, all of that is in the price. No separate fee.
- Wim GoossensGood. And the renewal date, what happens after the first twelve months?
- Owen TallisYear two, you renew at the current Growth list price with no discount on the subscription. We refresh the data nightly, we handle support. It's a twelve-month term renewable every year.
- Wim GoossensWhat if we want to add more users or connectors in year two? Can we do that at renewal?
- Matteo RicciYes, absolutely. You can add additional users or connectors anytime, including at renewal. We charge for those add-ons separately.
- Owen TallisSo to confirm: eight per cent discount on the first year. The renewal's at list. You get forty users, up to eight connectors, the implementation, quarterly check-ins. Are we there?
- Lien VerstraeteThat works for us. When do we sign?
- Matteo RicciI'll update the order form with the discount and get it to you today. You can sign and we'll kick off the implementation.
- Owen TallisOnce it's signed, we'll get you a project plan. Matteo's your main contact; he'll run the engagement.
- Wim GoossensPerfect. Thanks for the flexibility on price.
- Owen TallisOur pleasure. Let's make this successful.
- Matteo RicciI'll get the paperwork over within the hour, Wim, Lien. Speak soon.