Proposal for Merriott Lyle: your questions
Email thread Merriott Lyle Distribution · sales
Malcolm Ridgway, CFO, asked for the annual subscription and one-off split and the full cost beyond the quote. He then said he is not yet persuaded on value and wants a debtor-days case in numbers for the board.
What was said
What this says
As at Fri 9 Oct 2026Malcolm Ridgway, CFO, asked for the annual subscription and one-off split and the full cost beyond the quote. He then said he is not yet persuaded on value and wants a debtor-days case in numbers for the board.
Ask: Malcolm wants the base figures behind the £146k total deal value and a written account of costs beyond the quote. After the one-page split he accepted the commercial breakdown was clear.
Customer view: unconvinced on value. He wants the case built on Merriott Lyle's own debtor days, with Deepa Chauhan pulling the data.
Next: BG-Demo must say what data it needs. Malcolm will look again before 14 Feb 2025.
The thread
Updated 9 Oct 26Messages
Lewis Kerr 6 Jan 2025 16:22Hello both, Further to the call, I attach the Enterprise proposal for Merriott Lyle, as discussed. To put a number on it, the total deal value is £146,500, plus VAT. That figure includes the one-off implementation fee as well as the subscription, and the schedule at the back splits the two. It is not an annual price, so please read it with the schedule alongside. The security review support and the connector commitments are set out in the same document. I'm aiming for a signature by 14 Feb 2025, and I'd rather you took the time you need than felt rushed. Happy to take questions by email or on a call. Kind regards, Lewis
Malcolm Ridgway 7 Jan 2025 09:46Lewis, I have read the summary page. I will read the schedule properly. Your figure is a total. What is the annual subscription, and what is the one-off? I need the base before I can judge anything. And the cost of that is? I mean everything beyond the quote: security review time, our own staff, any extras you expect us to buy later. Put it in writing. Malcolm Ridgway- Lewis Kerr 8 Jan 2025 11:13Malcolm, Understood, and fair questions. I don't quote from memory, so I have checked them against the proposal. The £146,500 is the total deal value, plus VAT, and it covers the one-off implementation fee and the subscription together. The split between the two is in the schedule, and I'll send a one-page version of that split today so you don't have to dig for it. On extras: the proposal lists what is included. Anything beyond that, such as more users or connectors, would be a separate quote that you would approve first. Nothing is added without your sign-off. Deepa, I'll keep you copied on the security review checklist, as that will fall mostly to your team. Kind regards, Lewis
- Malcolm Ridgway 10 Jan 2025 10:29Lewis, The one-page split is clear. Thank you. I am not yet persuaded on value. The case rests on credit control seeing disputes and calls before they chase an invoice. I want that case in numbers I can show the board, using our own debtor days as the base, not yours. Deepa will pull the data from her side. Send me what you need from us, and I will look again before 14 Feb 2025. Malcolm Ridgway