Pasir Laut Logistics / BG-Demo – Negotiation
Callcompleted
Pasir Laut Logistics · 16 Jan 2025 10:45
Rajesh Kumar asked to fix the 56,000 subscription price for two years and committed to sign by end of February. BG-Demo agreed to hold year two at year-one level; the order form was to follow the call.
What was said
What this says
As at Fri 9 Oct 2026Rajesh Kumar asked to fix the 56,000 subscription price for two years and committed to sign by end of February. BG-Demo agreed to hold year two at year-one level; the order form was to follow the call.
What happened: Rajesh Kumar, COO, said the proposal looked good and asked for a two-year price lock. Owen Tallis said this is not standard, then agreed to hold the subscription at year-one level for year two.
Customer view: Rajesh wants budget certainty and does not want a mid-contract price surprise. He committed to sign by end of February so the customer can go live in March.
Commercial: Year one totals 56,000 including the one-off implementation. From year three, standard renewal pricing applies, so the price change is deferred rather than removed.
Watch: Mei Xin Lim asked about adding connectors during implementation. Tom Ashdown said late additions may push the timeline, and the full system list is due on signing. Signing is with Rajesh or the finance director, who has not been on the call.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Tom Ashdown sends the order form after the call with the year-two price hold written in.
- Rajesh Kumar reviews the terms, takes them to the finance director and signs by end of February.
- Mei Xin Lim sends the full list of systems on signing, before the onboarding call.
Risks
As at Fri 9 Oct 2026- The year-two price hold sets a precedent outside the standard terms and defers the move to list price to year three.
- Connectors not listed upfront could push the March go-live.
Opportunities
As at Fri 9 Oct 2026- Signing by end of February secures a new customer with go-live in March.
- The full connector list from Mei Xin's team may show scope beyond the proposal.
Transcript
Tom AshdownMorning, Rajesh, Mei Xin. Tom Ashdown here, and Owen Tallis is on the line. How are we getting on?
Rajesh KumarMorning, Tom. We've reviewed the proposal. Looks good overall, but I want to lock in a couple of things.- Tom AshdownSure, fire away.
- Rajesh KumarThe 56,000, can we fix that for two years? So we lock in 56,000 now, and if you change your pricing, it doesn't affect us until year three.
Owen TallisWhat's the next dated step for you? Are you looking to sign by a certain date?- Rajesh KumarWe'd like to sign by end of February, so we can go-live in March.
- Owen TallisOkay. So two-year price lock, we don't typically do that. The standard is your price is fixed for year one, and year two is the list price at renewal. But what we can do is commit to a discount in year two, something like we'll hold your price at year-one level if you sign by a certain date. What's the thinking?
- Rajesh KumarWe just want certainty. We budget annually, and if your price goes up, that's a surprise mid-contract. We'd rather know now what we're paying for two years.
- Tom AshdownI hear that. Owen, what if we lock the subscription at year-one level for year two as well? That's two years of pricing certainty.
- Owen TallisThat's possible. But I need to know: are we locking implementation too? That's a one-off, so it doesn't renew, but I want to make sure we're on the same page.
- Rajesh KumarNo, implementation's one-off in year one. We're talking about the subscription for years one and two.
- Owen TallisRight. So the subscription at the same level for both year one and year two, plus the one-off implementation in year one. The total in year one is 56,000. From year three onwards, standard renewal pricing applies.
- Rajesh KumarExactly. And we commit to you: we sign by end of February, so you have certainty too.
- Tom AshdownThat works for us. I'll put that in the order form. Anything else?
Mei Xin LimOne thing, what happens if we need to add connectors during the implementation? Does that delay go-live?- Tom AshdownIf it's a new connector you didn't mention in the onboarding call, we can add it but it might push the timeline a bit. Better to get me a full list of every system you use upfront so we build it all at once.
- Rajesh KumarMei Xin's team are pulling that list together. We'll send it as soon as we sign.
- Tom AshdownPerfect. So we're locked on the price, and Rajesh is committing to sign by end of February. I'll send the order form tonight, and once you sign, we'll get you on the onboarding call with Hannah.
- Owen TallisWho's signing on your side?
- Rajesh KumarThat's me or our finance director. I'll take it to them.
- Owen TallisGreat. Tom's sending the order form after we hang up. Read it, make sure the terms match what we just said, 56,000 year one, same subscription price year two, the implementation one-off. Any changes, ping Tom before you sign. Okay?
- Rajesh KumarGot it. Thanks, Owen, Tom.
- Tom AshdownCheers, Rajesh. Mei Xin, catch you on the onboarding call.
- Mei Xin LimCheers.