Quabbin Clinical Research / BG-Demo – Negotiation
Callcompleted
Quabbin Clinical Research · 5 Mar 2026 17:15
Negotiation call with the CFO, who signs after security and sourcing reviews with no completion date. He wants annual and implementation figures separate, quarterly billing in writing, and commitments in the contract.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call with the CFO, who signs after security and sourcing reviews with no completion date. He wants annual and implementation figures separate, quarterly billing in writing, and commitments in the contract.
What happened: Jordan Pike brought Owen Tallis, VP Sales, at Gregory Tanaka's request. Gregory confirmed he signs, but only after information security and sourcing finish.
Customer view: Gregory asked for the annual cost. Owen said the £149k total includes the one-off implementation fee and the order form will show the annual subscription as its own line.
Commercial: Owen said any discount applies to the first term only and ends at the first renewal. Gregory said he would rather know the renewal position now, and will consider quarterly billing.
Watch: The 23 Mar 2026 target close stands as a working date. Gregory has no completion date for the reviews and will not decide today.
Themes
As at Fri 9 Oct 2026Theme
Price structure and signature path
Importance
renewal
Sentiment
neutral
Voice
decision-maker
Who was there
BG-Demo
CRMmade from
Them
CRMmade from
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan Pike sends a revised order form draft with separate lines and the quarterly option.
- Gregory sends the open items list from security and sourcing.
- Jordan and Owen Tallis confirm the first-term discount position in writing.
Risks
As at Fri 9 Oct 2026- Security and sourcing reviews have no completion date, so the 23 Mar 2026 target close is exposed.
- Gregory will not decide until he has the revised documents, and expects annual and implementation figures to match the order form.
- Any first-term discount ends at the first renewal, when the subscription moves to list.
Opportunities
As at Fri 9 Oct 2026- Gregory is open to quarterly billing, which suits his cash position, if offered in writing alongside annual.
- Per-connector live-within commitments in the order form answer his wish for contract-based commitments.
Transcript
Jordan PikeHi Gregory. Thanks for joining. I've also brought Owen Tallis, our VP Sales, as you asked for someone senior on the commercial side.
Owen TallisHello Gregory. Good to meet you properly. Thanks for the time this evening.
Gregory TanakaHello. Before anything else: have the draft documents been revised? I want to talk about invoices and how they will line up.- Jordan PikeYes. Here's the agenda, and I'll watch the clock, we have about half an hour. First, the commercial structure. Second, anything in the terms you want changed. Third, the dated path to signature.
- Owen TallisLet me start with where the deal stands against the date. Target close is 23 Mar 2026. That is our working date, not a hope. Gregory, who signs on your side?
- Gregory TanakaI sign. After information security and sourcing have completed their reviews. Not before.
- Owen TallisUnderstood. Where are those reviews?
- Gregory TanakaUnder way. I do not have a completion date I can give you.
- Jordan PikeTo be transparent, Gregory, we've sent written answers and I've offered a call with their team. If anything is blocking them, tell me and I'll deal with it directly.
- Gregory TanakaI will ask them for a list of open items. Then I will send it to you.
- Jordan PikeThat would help a lot.
- Gregory TanakaNow price. What's the annual cost? The proposal gave a single figure.
- Owen TallisRight, so let me be precise. The deal total is £148,750. That includes the one-off implementation fee. It is not the annual subscription on its own. The order form will show the subscription as its own line, and that line is the annual number.
- Gregory TanakaThen send me the detail. I need the annual figure and the implementation figure separately, and I need them to match the order form.
- Owen TallisYou'll have both on separate lines, in the order form itself. Executed copy governs, always.
- Gregory TanakaIs there flexibility on the total?
- Owen TallisSome, yes. Any discount applies to the first term only, and it has a ceiling. Let's not discount twice, so whatever we agree, it ends at the first renewal and the subscription moves to list. I'd rather say that now than surprise you later.
- Gregory TanakaThat is clear. I would rather know the renewal position now.
- Jordan PikeAnd that's the right instinct for audit too. Everything written down, dated.
- Gregory TanakaPayment terms. When would the first invoice be issued, and for what?
- Owen TallisSubscription is annual, billed in advance, on the standard terms in the master agreement. Implementation is invoiced separately, as a fixed fee. Quarterly billing is possible on request.
- Gregory TanakaI will consider quarterly. It suits our cash position with sponsor milestones. Put both options in writing.
- Jordan PikeWill do. Annual in advance, and quarterly, side by side.
- Owen TallisOne thing on my list. Connector commitments. Jordan will put a live-within commitment against each connector in the order form. That's what holds us accountable once you've signed.
- Gregory TanakaGood. I do not discuss product. Meredith will speak to that. But I do want commitments to be in the contract and not in emails.
- Owen TallisAgreed. Contract, not emails.
- Jordan PikeLet me recap. One, I send a revised order form draft with subscription and implementation on separate lines, plus the quarterly option. Two, you send the open items list from security and sourcing. Three, Owen and I confirm the discount position in writing, first term only. Four, we keep 23 Mar 2026 as the target and I flag early if it moves.
- Gregory TanakaThat is correct. I will not decide today. I will review the documents.
- Owen TallisFine. What's the next dated step? I'd like the revised draft with you by end of this week, and your open items back next week. Does that work?
- Gregory TanakaThat works.
- Jordan PikeThanks, Gregory. Thanks, Owen. I'll get that out tomorrow.
- Gregory TanakaThank you. Goodbye.
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