Mossbrook Data Partners / BG-Demo – Negotiation
Callcompleted
Mossbrook Data Partners · 1 May 2026 14:45
Negotiation of a £1,260 Starter expansion for Mossbrook, expected to close 5 May 2026. Femi is content if scope is written down; Owen may offer a small reduction if signed by Tuesday. Referral process raised separately.
What was said
What this says
As at Fri 9 Oct 2026Negotiation of a £1,260 Starter expansion for Mossbrook, expected to close 5 May 2026. Femi is content if scope is written down; Owen may offer a small reduction if signed by Tuesday. Referral process raised separately.
What happened: Owen Tallis and Sophie Ling met Femi Adeyemi, Joanna Platt and Mark Heywood. The expansion is a separate order form under the master agreement, ending with the main term on 28 Aug 2026.
Customer view: Femi said the number is not the worry and asked for the reason to be clear. Joanna said the expansion fixes most of the onboarding queue, and Femi accepted steady usage with a clear reason.
Commercial: £1,260 is the deal amount for the expansion term, not an annual rate. Mark confirmed the main subscription is £20k a year and payments are up to date.
Watch: Owen promised to confirm any reduction to Sophie that day. The evidence does not show whether it was signed. Renewal pricing was kept separate for Marcus.
Themes
As at Fri 9 Oct 2026Theme
Starter expansion negotiation
Importance
upsell
Sentiment
positive
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Owen to confirm any reduction to Sophie on 1 May 2026, and Sophie to send the revised order form to Femi and Mark.
- Femi and Mark to read the order form and sign by 5 May 2026.
- Joanna to send the follow-up note, partner list and baseline figure early the following week.
Risks
As at Fri 9 Oct 2026- Usage is concentrated in a handful of regular users, so Femi may question the value of expanding.
- The informal referral arrangement is a risk for both sides if volume grows.
- Renewal pricing is unresolved, and Femi wants to hear about it before it is put in front of him.
Opportunities
As at Fri 9 Oct 2026- The expansion adds headroom on Starter and should shorten the client onboarding queue.
- A formal partner arrangement could bring further referred clients.
Transcript
Sophie LingHello, hello. Can you hear me all right? I think I'm coming through a bit quiet on my side.
Joanna PlattLoud and clear here. Afternoon, Sophie. Femi's just getting his camera going, he's in the other room.
Femi AdeyemiAfternoon, all. Sorry, I'm here. The laptop decided to update itself right as I sat down, which is always a good use of everyone's time.- Sophie LingHa, don't worry, we've all had that. Owen's joining too, he said he'd be a minute or two. Oh, there he is.
Owen TallisAfternoon, everyone. Owen Tallis, VP Sales. Sorry, I was finishing something. Thanks for making the time on a Friday. Hopefully this one is quick and painless.- Femi AdeyemiGood to put a face to the name, Owen. Before we start, Sophie, how did the last referral go? The one we sent over a couple of weeks ago.
- Sophie LingYes, good question. They had the first session with our solutions team, and they were happy with it. They're a Snowflake shop, so it fitted. I'll send you and Joanna a note on where they are. I don't want to say too much before they've decided.
- Joanna PlattThat's the one I was going to ask about, so thanks. I'll want a follow-up date on it, Sophie. I don't like leaving a referral hanging.
- Sophie LingUnderstood. I'll put a date in the note. Mark, hello, I haven't met you yet, have I? I've only seen your name on the invoices.
Mark HeywoodAfternoon, Sophie. Mark Heywood, I look after finance here. Joanna asked me to listen in because the expansion will land on my desk. I'll mostly keep quiet and ask the dull questions at the end.- Owen TallisThe dull questions are my favourite, Mark. Right, let me set out where we are, and then Sophie can fill the gaps. We have the expansion on a Starter subscription at Mossbrook. The proposal went across, and the open deal on our side is for £1,260. The expected close is 5 May 2026, which is Tuesday. So what I want from this call is simple: can we get to a yes by then, and what's the next dated step if not?
- Femi AdeyemiThat's a fair way to put it. I'll be honest, the number isn't what's worrying me. £1,260 is small against what we get from the platform. My question is the same as always: what's in it for the client, and how do we both know it's working?
- Joanna PlattCan I jump in with the practical side? So we're on the Starter plan, fifteen users, and the way we use it is a bit unusual. It isn't one team in one company. It's our consultants, and they go into our clients' environments. So the limits bite differently for us than for a normal customer.
- Sophie LingRight, and that's why we scoped the expansion the way we did. The proposal is meant to give you headroom without moving you off Starter onto Growth. Is that still how you read it, Joanna?
- Joanna PlattYes, mostly. Let me say what the client needs on day one, because that's what drives it. When we onboard a new client onto B-Viz, we want their data connected in the first week, not the third. Right now we're queuing. One client waits while we finish another. That's the pain.
- Owen TallisOkay. And is the queue the thing the expansion fixes, or is it a nice-to-have?
- Joanna PlattIt fixes it. Or fixes most of it. I'd rather say that than oversell it to Femi.
- Femi AdeyemiI appreciate that. Because if we say to a client that it will be quick and then it isn't, that's my name on it, not yours.
- Sophie LingWhich is exactly why I'd like it written down. What you get, from when, and what you don't get. I don't want anyone assuming the expansion changes the Starter limits beyond what the order form says.
- Femi AdeyemiPut it in the agreement. Yes. That's all I ask, really. I won't sign something I haven't read, and I'd rather read a short clear page than a long vague one.
- Owen TallisFair. You'll get a short page. Sophie, can you confirm that the order form for the expansion is a separate document and not a rewrite of the main one?
- Sophie LingSeparate. It sits under the existing master agreement, so nothing in your main contract moves. The Starter term you signed on 29 Aug 2025 stays as it is, and the expansion would run alongside it.
- Mark HeywoodCan I ask the first dull one now? When you say alongside, does it end when the main term ends? Our main contract finishes on 28 Aug 2026, as I have it.
- Sophie LingYes, that's the idea. Co-terminous, so it ends on the same day as your main term, 28 Aug 2026. That way you aren't managing two renewal dates. The renewal itself is 29 Aug 2026.
- Mark HeywoodGood, that's what I'd hoped. Two dates would annoy me. And the £1,260, is that for the period up to the end of August, or is it a yearly figure?
- Owen TallisCareful on that one. £1,260 is the deal amount in our system, the total value of this expansion for the term it covers. I'd not call it an annual price. Sophie, is that right?
- Sophie LingYes. It's the total for the expansion over the period it runs. It isn't an annual rate. If we extended it at renewal, that would be a conversation then, and Marcus would lead it.
- Mark HeywoodFine. I'll note it as the total for the period. That helps me with how I book it.
- Femi AdeyemiMarcus is your customer success manager, isn't he? Marcus Bell. I'd like him on the next call if we get to renewals. I have a few things to say about how the partner arrangement fits into that.
- Owen TallisAbsolutely. I wouldn't overrule or pre-empt Marcus on renewals anyway. That's his conversation, and he knows your account better than I do. Today is about the expansion.
- Sophie LingAnd Femi, to be clear, I'm not going to bring renewal pricing into this by the back door. It's a separate topic, and you'll get a proper walk-through before anything is put in front of you.
- Femi AdeyemiGood. I do like to hear that before, not after. I've been caught out by that in other places.
- Joanna PlattCan we go back to how we know it's working? Femi asked, and I'd like us to agree something concrete. Let me suggest a few things. One, the time from a client signing to their first data being live. Two, how many of our consultants are using it in a normal week. Three, whether tickets from our side are going down.
- Owen TallisI like the first one, it's measurable. What's your baseline today, roughly? Doesn't need to be exact.
- Joanna PlattRoughly, it depends on the client, but the queue adds days. I'd have to check the real figure with the delivery team before I put a number on it. I'd rather bring it to you next week than guess on a recording.
- Sophie LingThat's sensible. Next week is fine. And on usage, I can pull what we see on our side, but I'd treat it as a starting point. Marcus can walk you through it properly.
- Femi AdeyemiCan I ask about usage, actually? I looked at the numbers Joanna's team shared. Not many people are active in a given week. My worry is that we're expanding something we aren't fully using.
- Joanna PlattIt's a fair worry, Femi, and I'd rather deal with it here. The people who use it are the ones doing the client onboarding, so it's concentrated. The rest of the consultants dip in. It isn't a big group, but they're the ones who matter for the queue.
- Owen TallisThat's useful, and it's honest. I'd rather you told me that than that everyone's logging in daily. Sophie, does that match what you've seen?
- Sophie LingIt does. The pattern is a handful of regular users, and a slight rise on the previous quarter. Nothing dramatic. I'd say it's steady rather than growing fast, and I'd rather say that plainly.
- Femi AdeyemiSteady is acceptable. Steady with a clear reason for the expansion is acceptable. Steady with no reason is not.
- Joanna PlattThe reason is the queue. I'll write it into the follow-up so it's on paper. Who owns this, us or you? I think the answer is that we own the onboarding plan and you own making the platform side smooth.
- Sophie LingThat's how I'd split it. You own the client plan and the order of onboarding. We own the set-up, the connectors and any tickets that come out of it. I'll put that in the summary too.
- Owen TallisOn tickets, I did see there were a couple recently. Is anything open that should worry us before we ask you to sign?
- Joanna PlattOne of them was marked as high priority, and that was us being cautious more than anything. It was a sync question on one client's source. It got sorted. I'd not hold up the expansion for it.
- Sophie LingI've looked at both, and I agree. Response was within what Starter promises. I'll still ask the support team to confirm it's closed so nobody is surprised.
- Owen TallisGood. Let's not sign anything with an open question hanging off it. Mark, you had a dull question. Go on.
- Mark HeywoodThanks. Payment terms. On the main contract we pay on thirty days, and I'd expect the same for the expansion. And will it come as a separate invoice, or added to the next one?
- Sophie LingSeparate invoice, thirty-day terms, same as the main contract. Our billing team would raise it once the order form is signed. I'd rather it was a clean line so you can match it to the order form.
- Mark HeywoodThat's what I'd want. And the main subscription, just so I have it right, is £19,500 a year, which is what we've been invoicing, yes?
- Sophie LingYes, £19,500 a year, in line with the order form and with what you've been invoiced. Nothing has changed there, and you're up to date on payments, which I should thank you for.
- Mark HeywoodGood, it matches my records. I'm comfortable with the money side as long as the paperwork says what you've just said.
- Femi AdeyemiOwen, may I ask something a bit more direct? Is there any room on the price? I'm not trying to squeeze you. It's a small figure. But we've sent you work, and I'd like the partnership to feel two-way.
- Owen TallisIt's a reasonable ask, and I'd rather you asked than wondered. Let me be straight about it. Any discount I can offer applies to the first term only, so for this expansion, inside the term it runs. And I have to keep it modest. What I won't do is promise a discount that carries into the next term. Let's not discount twice.
- Femi AdeyemiI understand. I wouldn't want you to promise something you can't keep. So within this term, is there anything you'd be willing to do?
- Owen TallisLet me think about how to answer. I'd prefer to give you something that isn't just a number. If the expansion is signed by Tuesday, I'm happy to look at a small reduction on the £1,260 for this term and put it on the order form, in writing. I'd want to confirm the exact amount with Sophie after the call, not invent one now.
- Sophie LingAnd to be clear for Mark, whatever we agree would be on the order form itself. It wouldn't be a side email.
- Femi AdeyemiGood. That's what I meant by putting it in the agreement. And if it's signed by Tuesday, that's workable. I'd need to read it first, though.
- Owen TallisOf course. So here's the sequence. Sophie sends you a revised order form, with the reduction if we agree it, and the scope written out. You read it. Who signs at your end?
- Femi AdeyemiI do. I signed the Starter contract and the partner arrangement, so it's me. Mark will look at the finance wording first.
- Mark HeywoodYes, send it to both of us. I can turn it round quickly if the numbers match what we've said today. Over the weekend I won't be looking, so Monday is realistic.
- Sophie LingMonday works. Then Femi has Monday and Tuesday to sign, ahead of the 5 May 2026 date. If anything needs changing, tell me by Monday lunchtime and I'll turn it around the same day.
- Owen TallisThat's a dated step, I like that. Sophie sends today or first thing Monday?
- Sophie LingI'll aim to send it this afternoon, once I've confirmed the reduction with you. If it slips, it's Monday first thing at the latest.
- Owen TallisFine. I'll give you my answer on the amount before the end of today, so you're not waiting on me.
- Joanna PlattWhile we're all here, can I raise the referral side? The partner arrangement. I know it's not the topic, but Femi mentioned it and I don't want it to get lost.
- Femi AdeyemiGo on. I'd rather we flagged it than let it drift.
- Joanna PlattWe've been the first implementation partner and sent clients your way. What I want is a clear view of what happens after we refer a client. Who talks to them, who owns the relationship, and who gets told when something goes wrong. At the moment it's a bit informal, and I think that's a risk for both of us.
- Sophie LingI agree, and I think that's a fair criticism. In practice it's been me and you on messages, which works at this volume but won't if there are more referrals.
- Owen TallisLet me add a view. I'd like it handled as its own conversation, not tacked onto the expansion. If I mix them, the expansion sits waiting on something unrelated. But I do want it on the list. Joanna, can you send me what you'd want written down?
- Joanna PlattYes, bullets, with dates. I'll have it to you early next week. I'd like us to meet on it properly, with Marcus there as well.
- Femi AdeyemiI'd support that. And I'd say again, I'm not referring a client for a fee alone. If the arrangement ever feels like it pushes us to, I'd want to change it. The client has to come first.
- Owen TallisThat's the right instinct, and it's good for us too. A client who's badly served by us and badly served by you is no use to anyone.
- Sophie LingAgreed. I'll book something with Marcus once Joanna's note is in. Not before, otherwise we'll be talking in the abstract.
- Joanna PlattPerfect. Okay, back to the expansion then, because I think there's one more thing. Can we confirm what happens on day one, once it's signed? Does it switch on straight away or is there a setup?
- Sophie LingIt would be live after signature. I'd want our solutions team to check the configuration with you, so it's not just a flag turned on. Probably a short session, and I'd say within a few days of signing.
- Joanna PlattA few days is fine as long as it's booked. Can you give me a name for that, so I know who to chase?
- Sophie LingI'll be the first point of contact, and I'll loop in Marcus for the set-up. I don't want to name someone who then turns out not to be free.
- Owen TallisThat's right, don't promise a person. Promise an owner. Sophie, you own it until Marcus picks up the adoption side.
- Mark HeywoodQuick one from me. If we later decide not to continue the expansion at renewal, does it just fall away, or do we need to cancel it separately?
- Sophie LingIt would fall away at the end of the term unless it's renewed, because it's tied to the same end date. But I'd put that sentence in the order form so there's no argument later.
- Mark HeywoodGood. That's the one I'd want in. Thank you.
- Femi AdeyemiI'm reasonably content. Can I check I've understood the shape of things? The scope in writing, a modest reduction for this term if we sign by Tuesday, co-terminous with the main term, thirty-day invoice, a short setup session soon after. And renewals handled separately with Marcus.
- Owen TallisThat's it exactly. Only caveat is the reduction: I'll confirm the amount to Sophie today, and she'll put it in the form. If I can't offer one, I'll tell you straight away, not on Tuesday.
- Femi AdeyemiThat's more than fair. Thank you. And thank you for being clear about what you can't do. It makes it easier to trust the rest.
- Owen TallisAppreciated. Anything else from anyone? Joanna, Mark?
- Joanna PlattJust that I'd like to write the follow-up myself, with the three measures I mentioned. Let's write that down. I'll send it after the order form so it doesn't muddy the contract.
- Sophie LingGood idea, keep it separate from the contract. I'll add the baseline question once you have the figure from your delivery team.
- Mark HeywoodNothing more from me. I'll wait for the form.
- Femi AdeyemiOne last point, and it's a small one. If the form arrives and something in it differs from what we said today, I'll ring you rather than email. Is that all right?
- Sophie LingPlease do. That's better for me too. I'd rather fix it in two minutes than have a back and forth over days.
- Owen TallisRight. Recap of who does what. Sophie: revised order form to Femi and Mark, today or Monday first thing. Me: confirm the reduction to Sophie before end of today. Femi and Mark: read it, sign by Tuesday 5 May 2026. Joanna: follow-up note and the partner list early next week. Did I miss anything?
- Joanna PlattOnly the baseline figure from our delivery team. That's mine too, next week.
- Owen TallisAdded. Thanks, Joanna.
- Femi AdeyemiThen I think we're done. Thank you, all. It was a useful call, and shorter than I feared.
- Sophie LingThanks everyone. Have a good weekend, and I'll be in touch this afternoon.
- Joanna PlattSpeak soon. Cheers, both.
- Mark HeywoodThanks all. Bye now.
- Owen TallisCheers, everyone. Enjoy the weekend.
- Femi AdeyemiGoodbye.
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