Following up on our discovery conversation
Email thread Hollowmere Care Group · sales
After a discovery call, Matteo Ricci proposed Enterprise at a £150k total deal value including implementation. CFO Graham Rowntree wants a cost split, per-home monthly view and a break clause on the table first.
What was said
What this says
As at Fri 9 Oct 2026After a discovery call, Matteo Ricci proposed Enterprise at a £150k total deal value including implementation. CFO Graham Rowntree wants a cost split, per-home monthly view and a break clause on the table first.
Ask: Graham wants implementation and subscription split out with quarterly invoicing, a per-home per-month view for margin, and a break clause before going further. He leaves technology detail to Natasha Pryor.
Customer view: engaged but commercially guarded. Matteo stressed that £150k is not an annual price, and agreed to separate the fees and put break terms in the draft order form.
Next: Natasha has not replied in the thread, so the homes in scope are not confirmed. The 27 Mar 2026 decision target was a plan and the evidence does not show the outcome.
The thread
Updated 9 Oct 26Messages
Matteo Ricci 5 Feb 2026 10:25Dear Natasha, dear Graham, Thank you both for your time yesterday. Let me confirm in writing what I understood from the discovery call. - The aim is to see family and commissioner contact, incidents and fee invoices per home, in one place. - Natasha would like to start with the homes that raise the most questions from commissioners and the regulator. - Graham would like the cost and the term set out clearly, with quarterly billing and a break clause discussed before anything is signed. Our indicative scope is the Enterprise tier, with a total deal value of £150,500. I would rather you heard this from me now: that figure covers the one-off implementation as well as the subscription, so it should not be read as an annual price. I will split it out properly in the proposal. Our target for a decision is 27 Mar 2026, but that is a plan, not a commitment on either side. Best regards, Matteo
Graham Rowntree 6 Feb 2026 12:41Matteo, Thanks. Three points. 1. Please show the cost split as implementation (one-off) and subscription (annual), with the quarterly invoicing laid out. 2. I would like it expressed per home, per month, so I can see what it does to the margin. 3. A break clause needs to be on the table before we go further. I'm not in a position to discuss technology detail. Natasha will cover that side. Graham Rowntree, CFO- Matteo Ricci 9 Feb 2026 09:39Dear Graham, dear Natasha, Thank you, Graham. That is clear, and let me answer each point. - Cost split: the proposal will show the one-off implementation fee and the annual subscription separately, with quarterly invoicing, which we can offer on request. - Per home, per month: I will build that view with Natasha once she confirms the homes in scope, so the numbers reflect your actual footprint rather than my assumptions. - Break clause: let me confirm that in writing. I will include the terms we can discuss in the draft order form, so you can review them before any commitment. Because this is Enterprise, there will also be a security review, and I will keep your team close to that so nothing surprises you. Natasha, could we find 30 minutes this week to agree the homes to start with? Best regards, Matteo