Feldmoching Software / BG-Demo – Negotiation
Callcompleted
Feldmoching Software · 14 Jan 2026 14:30
Negotiation of a proposed Growth deal at £62k total, including implementation. Finance wants a written split and EU wording in the order form. First-term movement is open. Signature is targeted for 30 Jan 2026.
What was said
What this says
As at Fri 9 Oct 2026Negotiation of a proposed Growth deal at £62k total, including implementation. Finance wants a written split and EU wording in the order form. First-term movement is open. Signature is targeted for 30 Jan 2026.
What happened: Matteo Ricci restated that £62k is the whole deal value with implementation included, not the yearly subscription. Florian Wimmer asked for it in writing, split into its parts.
Customer view: Katharina Huber made the business case: one view of tickets, usage and renewals for about three thousand installer businesses. She could not give a retention figure, and Florian accepted a hypothesis for now.
Commercial: Florian said £62k is above what he had pencilled. Owen Tallis offered only a first-term concession, tied to signing by the date given, with list price from the second term. Quarterly invoicing is undecided.
Watch: The EU data region must be in the order form itself. Florian signs, and does not accept changes by email. The outcome of the signing is not shown in this call.
Themes
As at Fri 9 Oct 2026Theme
Growth deal price negotiation
Importance
upsell
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- Matteo Ricci sends a revised proposal splitting implementation and subscription, with EU wording and data terms attached.
- Owen Tallis and Matteo confirm in writing whether any first-term movement is possible.
- Katharina sends Florian an hours estimate with its source, and Matthias tells BG-Demo annual or quarterly invoicing.
Risks
As at Fri 9 Oct 2026- The CFO finds £62,000 above his expectation and wants every figure sourced in writing.
- The EU data region must appear in the order form, or the CFO will not sign.
- Katharina Huber has no retention figure to support the business case yet.
Opportunities
As at Fri 9 Oct 2026- Growth sale with the EU region written into the order form and 40 users to start.
- Add-ons for more users or connectors could follow after the first quarter.
Transcript
Matteo RicciHello, hello. Can everyone hear me all right? Good afternoon, Katharina, Matthias. Florian, I see you are just joining.
Katharina HuberGood afternoon, Matteo. Yes, clear on our side. Matthias is here with me, and Florian is coming in now.
Florian WimmerAfternoon. Apologies, the previous meeting overran. Can we start with the numbers?
Owen TallisHi everyone, Owen Tallis. Sorry, I was hunting for the link. Matteo, where does the deal stand against the date?- Matteo RicciThank you, Owen. Let me restate the timeline so we are all on the same page. We are aiming to have the order form signed by Friday 30 January 2026. Today is about scope, price and the paper. After the call I send the order form and the data terms in writing, your side reviews them, and then we sign. Florian, you asked for the numbers first, so let me give them plainly.
- Matteo RicciThe deal as proposed is Growth, and the total is £62,000. That is the whole deal value, with the one-off implementation included. It is not the yearly subscription on its own, and I would rather say that clearly now than have it confuse Matthias later.
- Florian WimmerUnderstood. Please send it in writing, split into its parts. I do not accept a figure without a source.
- Matteo RicciOf course. Let me confirm that in writing: one line for the implementation, one line for the annual subscription, and the total underneath. You will have all three on one page.
Matthias GruberThat would help. We have to book the implementation separately from the subscription. And what are the payment terms?- Matteo RicciThe subscription is invoiced annually in advance, with thirty-day terms. If you would prefer quarterly, we can do that on request. The implementation is a fixed fee, so there are no surprises there.
- Matthias GruberQuarterly might be easier for us this year. I will check with Florian and come back.
- Florian WimmerAnnual is fine if the price is right. What does that do to retention, though? Katharina, the business case was yours.
- Katharina HuberYes. My team looks after about three thousand installer businesses in Germany and Austria. Today a renewal conversation means opening the ticketing tool, the usage reports and the CRM separately. Which installer, which version, how much have they used? With Growth, customer success and our support colleagues would see tickets, usage and renewals together. That is how we would spot an installer going quiet before they cancel.
- Katharina HuberI cannot give you a retention figure today, Florian. What I can say is what the usage says would finally be in one place.
- Florian WimmerFine. A hypothesis, not a number. I accept that for now.
- Owen TallisThat's fair. Our job in the first months is to give you a number you can defend. Matteo, what's the next dated step on the paper?
- Matteo RicciBefore the dates, one point from Katharina's side, I think. The data.
- Katharina HuberYes, thank you. The EU region is not negotiable for us. Customer data stays in the EU, and we need it documented. Not promised on a call, documented.
- Matteo RicciUnderstood, and I would rather you heard it from me clearly. B-Viz is built and run inside your own Snowflake account, so where the data lives follows the region you choose. I will state the EU region in the order form itself, not in an email.
- Florian WimmerIs this in the contract?
- Matteo RicciIt will be. Let me confirm that in writing, with the wording, so your security colleagues can read it before anyone signs.
- Florian WimmerGood. I do not sign changes by email. If it is not in the order form, it does not exist for me.
- Owen TallisAgreed, and that's how we prefer it. Who signs on your side?
- Florian WimmerI do. Matthias prepares, Katharina confirms scope, I sign.
- Matthias GruberOn users, just so I have it right. How many people are covered under Growth?
- Matteo RicciForty users and eight connectors. If you grow beyond that, there are add-ons for more users and more connectors, but I would not size for that today.
- Katharina HuberForty is enough to begin with. Customer success and the support team, and a few people from finance for the renewals view. We can look again after the first quarter.
- Florian WimmerNow the price. £62,000 is above what I had pencilled. Is there any movement?
- Owen TallisLet's not discount twice, Florian. What Matteo showed you is the current list plus the implementation. If we move, it applies to the first term only, and it comes with something from you, namely signature by the date Matteo gave.
- Florian WimmerA first-term concession only. Not a permanent price.
- Owen TallisCorrect. From the second term you pay the list. I would rather say that now than have it come as a surprise at renewal.
- Florian WimmerMm. Please put that in writing as well, whatever you decide. What does that do to our cost per customer? That is what I will be asked.
- Katharina HuberIf I may, Florian. We would be comparing it with the hours my team spends reconciling by hand before each renewal round. I will send you a rough estimate of those hours, with the source.
- Florian WimmerPlease do. With the source.
- Owen TallisI'll look at what is possible and Matteo will come back to you in writing. No promise today, but you will have an answer well before the date.
- Matteo RicciTo summarise so nobody leaves with a different version. One: I send a revised proposal with the split between implementation and subscription, and the EU region wording. Two: Matthias tells me whether you prefer annual or quarterly invoicing. Three: Katharina sends the hours estimate to Florian. Four: Owen and I confirm in writing whether there is any first-term movement. Five: Florian reviews the order form and signs on paper, aiming for Friday 30 January 2026.
- Florian WimmerAcceptable. Send the order form with the data terms attached, not separately.
- Matteo RicciTogether, yes. Grazie a tutti. Thank you all.
- Katharina HuberThank you, Matteo, Owen. Viele Grüße.
- Owen TallisThanks, everyone. Speak soon.
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