B-Viz
Jordan Pike

Sloane Kittery Software / BG-Demo – Negotiation

Callscheduled

Sloane Kittery Software logo Sloane Kittery Software · 19 Oct 2026 16:30

Who was there

BG-Demo

Them

Call prep

As at Fri 9 Oct 2026

First conversation with Lisa Marchand, the CFO and economic buyer. The £28k Starter proposal stalls without an ROI case for finance and a DPA review for legal. The CRM expected close is 6 Nov 2026.

Context: Nothing is signed. The 15 Sep 2026 proposal offers Starter at £22k a year plus £6,000 implementation. On the 18 Sep 2026 call, finance asked for an ROI and payback case, and the answer then gave no figures.

Approach: Jordan Pike leads, and Owen Tallis holds the negotiation position. Open with the problem Nate Feldman described: three customer success managers covering about eighty customers who build QBRs by hand. Then show hours saved and payback against the £28k first-year figure. Confirm where the DPA stands.

Watch for: Lisa has no conversation on record, so her priorities are unknown. Listen before pitching. Any discount applies to the first term only, at most 20%, and ends at renewal. Do not let the conversation drift to Growth unless she raises extra sources or support needs.

AI · claude-opus-5-5 · as at Fri 9 Oct 2026

Booked

Updated 9 Oct 26
Date2026-10-19
Time16:30
Typenegotiation
Statusscheduled

Transcript

No transcript: the call is scheduled and not recorded.

BG-Demo is a fictional company; every organisation and person here is invented. B-Viz is the tool. Data as of Fri 9 Oct 2026. Help & Support

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DataRecords
Organisations300
People at customers1,880
BG-Demo staff records (in post and leavers)65
Calls2,593
Email threads3,882
Support tickets1,502
Documents1,582
Deals403
Invoices365
Events49
News items147

Data as of Fri 9 Oct 2026. Text marked AI was written by the AI from the records listed in its made-from link; an AI output that cannot cite its evidence is refused and the previous text kept. Where two systems disagree (for example a contract and the CRM), the key facts show both values and mark the difference.

BG-Demo is a fictional company: every organisation, person and figure here is invented for this demonstration. B-Viz is the tool that reads its data.

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