Brannock Medical Supplies / BG-Demo – Negotiation
Callcompleted
Brannock Medical Supplies · 26 Mar 2024 12:00
On the 26 Mar 2024 negotiation call, Owen Tallis said the proposal figure is final for the first term, with no second discount. Finance Director Andrew Pickering accepted the principle, wants renewal pricing in writing, and aims to sign before 12 Apr 2024.
What was said
What this says
As at Fri 9 Oct 2026On the 26 Mar 2024 negotiation call, Owen Tallis said the proposal figure is final for the first term, with no second discount. Finance Director Andrew Pickering accepted the principle, wants renewal pricing in writing, and aims to sign before 12 Apr 2024.
What happened: Priya Raman brought in Owen Tallis, who confirmed he signs off commercial terms. Andrew asked where there is room on fifty-three thousand eight hundred pounds, implementation included, and Owen said there is none.
Customer view: Andrew called the answer candid but would not agree a future price rise on a call. He asked for the renewal position in writing and for continuity of contact.
Commercial: Owen said discounts apply to the first term only and renewal is priced on the list then in force. Quarterly billing is being considered and does not change contract value.
Watch: Andrew signs as finance director and would go to his board only if terms changed materially. Helen Varley will not call it done until it is signed.
Themes
As at Fri 9 Oct 2026Theme
First-term price negotiation
Importance
neutral
Sentiment
mixed
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Priya Raman to send the order form by the end of that week, with the renewal position stated.
- Andrew Pickering to review it in the week after receipt and aim to sign before 12 Apr 2024.
- The customer to send the purchase order reference with the signed form.
Risks
As at Fri 9 Oct 2026- Andrew will not accept a future price rise on a call, so the renewal price wording could stall signature.
- Signature depends on his review of the order form, and any material change would go to his board.
Opportunities
As at Fri 9 Oct 2026- Quarterly billing would suit Paula Rennie's cash flow and can be offered without changing contract value.
Transcript
Priya RamanHello, everyone. Andrew, Helen, welcome. I've got Owen Tallis with me today, our VP Sales, as I mentioned.
Owen TallisHello. Good to meet you both. Priya, where does the deal stand against the date?- Priya RamanWe're working to Friday 12 April 2024 for signature. The proposal went over a couple of weeks ago, and this call is to settle terms, with Paula here for the payment side.
Andrew PickeringThank you. May I first ask Mr Tallis to confirm his role, and what authority he has on the terms?- Owen TallisOf course, Andrew. I lead the account executives, and I sign off commercial terms, including any exceptions. So if something needs a decision, I can make it or tell you plainly that I can't.
- Andrew PickeringI appreciate the directness. Then, to the point. The figure in the proposal was fifty-three thousand eight hundred pounds, implementation included. I have considered it in the round and I would like to understand where there is room.
- Owen TallisStraight answer. The fifty-three thousand eight hundred is where we landed already. It's the all-in figure for the first term, implementation included. There isn't a second round of discount behind it, and I'd rather say that than leave you hoping.
- Andrew PickeringI see. And is that reduction a feature of the first term only?
- Owen TallisYes. Discounts apply to the first term only. At renewal the subscription is priced on the list in force then. Let's not discount twice. But I'd also say you'll see that clearly stated in the order form.
- Andrew PickeringThat is candid, and I appreciate it. I would, however, like that in writing, particularly the position at renewal. I am not in a position to agree a future price rise on a call.
- Owen TallisYou won't be asked to. The order form states the first term. What follows at renewal is set by the price list at that point, and you'll be told ahead of time, with notice.
Helen VarleyCan I just add, from operations? Whatever we agree, I want the implementation not to slip. If the contract is signed on the date, the account managers should be seeing trust data soon after.- Priya RamanAgreed, Helen. Once it's signed, we start straight away, and the implementation consultant will contact Sunita for access. To keep momentum, we'd want the access ready before kickoff.
- Andrew PickeringMight I raise the question of the account manager? I have said before that I have seen suppliers change their people. Priya, you have been our contact. Will you be?
- Priya RamanThrough signature and the start, yes. Then Marcus Bell, as your customer success manager, owns adoption and the quarterly reviews. It's in the order form.
- Owen TallisAnd I'm a name above Priya if anything needs escalating. Who signs on your side, Andrew?
- Andrew PickeringI will sign, as the finance director. I would take it to our board only if the terms changed materially.
Paula RennieHello, can I come in? It's Paula from accounts payable. I need to understand how the invoices will arrive, because we'll process them and I don't want it to land in the wrong queue.- Owen TallisHello, Paula. The implementation is a fixed fee and invoiced on its own. The subscription is invoiced annually in advance, unless you ask for quarterly, which we can do on request. Terms are thirty days.
- Paula RennieQuarterly would suit us better for cash flow, but I'll let Andrew decide. And will each invoice carry a purchase order number, if we send one?
- Priya RamanYes, we'll quote whatever reference you give us on each invoice. Just send it with the signed order form.
- Andrew PickeringQuarterly billing. That is a point I would wish to consider. Would that alter the total?
- Owen TallisIt doesn't change the contract value, only the timing. I'll confirm in the order form so there's no doubt.
- Andrew PickeringThen I think I can say the principle is acceptable, subject to reading the document. Priya, you will send the order form?
- Priya RamanBy the end of the week, with the first term, the split between implementation and subscription, the named contacts and the payment options all set out.
- Owen TallisAnd what's the next dated step on your side, Andrew? So I can hold the date.
- Andrew PickeringI will review it in the week after receipt and revert with comments. If it is acceptable, I would aim to sign ahead of Friday 12 April 2024.
- Helen VarleyGood. I'll tell the account managers it's on track, but I won't say it's done until it's signed.
- Priya RamanBrilliant. Thank you all. Owen, anything to add?
- Owen TallisNo. Thanks, all. Speak soon.
- Andrew PickeringKind regards to you all.
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