Duddingston Payroll / BG-Demo – Negotiation
Callcompleted
Duddingston Payroll · 2 Jan 2025 12:45
Pre-sale negotiation on 2 Jan 2025 for Growth. The deal total is £52k. Finance Director Fraser Moncrieff, who signs, did not decide on the call. Quarterly billing and a first-term discount are open, with a signing target of 6 Jan 2025.
What was said
What this says
As at Fri 9 Oct 2026Pre-sale negotiation on 2 Jan 2025 for Growth. The deal total is £52k. Finance Director Fraser Moncrieff, who signs, did not decide on the call. Quarterly billing and a first-term discount are open, with a signing target of 6 Jan 2025.
What happened: Priya Raman brought in Owen Tallis, VP Sales, to settle terms. The open item was the commercial paper, with a hold date of 6 Jan 2025.
Customer view: Lorna Cairns wants client managers to see queries, deadlines, calls and fees in one place. She asked that no employer's data is shared with another and was satisfied by the Snowflake answer.
Commercial: Owen said £52k is the deal total, Growth subscription for the first year plus implementation, not the annual price. Fraser asked whether price scales with about nine hundred employers; Owen said it is priced by tier. Discount is possible on the first term only.
Watch: Morag Galbraith asked for quarterly billing and a price difference. Owen would not commit on the call and promised a written answer the next day. Fraser said he is not hostile but needs to reread the paper. The evidence does not show whether it was signed.
Themes
As at Fri 9 Oct 2026Theme
Growth order form terms
Importance
neutral
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 Tallis to send Morag Galbraith the written quarterly-billing answer and the revised order form the next day.
- Priya Raman to mark up changes from the draft and name both account owners in the email.
- Fraser Moncrieff and Morag to review, with a call on Monday 6 Jan 2025 if anything is left.
Risks
As at Fri 9 Oct 2026- Fraser Moncrieff did not commit on the call and wants Morag Galbraith's view on invoicing before signing.
- The 6 Jan 2025 hold date could lapse and reopen discount terms with the VP Sales.
Opportunities
As at Fri 9 Oct 2026- Lorna Cairns's client-manager use case matches the Growth demo, giving a clear value story.
- A quarterly billing option on the order form could ease the customer's mid-year budget.
Transcript
Priya RamanHello, hello. Can everyone hear me alright?
Lorna CairnsAye, we can hear you fine. Good afternoon.
Fraser MoncrieffAfternoon. Morag's just joining, she's got the paperwork open.
Morag GalbraithSorry, one second, my camera's being awkward. Right, I'm here. Happy new year, everybody.- Priya RamanHappy new year! Hope you all got a proper break. So Owen is with me today, Owen Tallis, our VP Sales. He looks after pricing and terms, so I thought it was easiest to have him on the line rather than ping-pong emails.
Owen TallisAfternoon, all. Thanks for making time so early in the year. I know it's a short week for most people.- Fraser MoncrieffWhat's changed since the last call?
- Priya RamanGood question, and let me recap, because it's quite short. We're on Growth, you've seen the demo on your own client data, Lorna's team were happy with it, and the proposal went over before the break. The one open item is the commercial paper. If we can get this over the line by Monday 6 January 2025, we keep the start date we talked about and Callie can book the kickoff. Happy to make this easy.
- Fraser MoncrieffRight. And the number on the proposal. Remind me what that is.
- Owen TallisIt's £51,600 all-in. That's the Growth subscription for the first year and the implementation fee together. So it's the deal total, not the annual price. I'd rather be clear on that now than have it surprise Morag at invoice stage.
- Morag GalbraithThanks, that's helpful. So the implementation is inside that figure. Will it appear as a separate line on the order form?
- Owen TallisYes. Two lines. The one-off implementation, fixed fee, and the annual subscription. You'll see them split so you can book them properly.
- Fraser MoncrieffWhat's that per client?
- Priya RamanPer client, as in per employer you look after?
- Fraser MoncrieffAye. About nine hundred employers. I need to know the cost doesn't grow ahead of the client base. It's priced per tier, not per employer, I take it?
- Owen TallisCorrect. It's the tier, not the employer count. Growth covers several teams, a set number of users and a set number of connectors. If you add employers, the price doesn't move. If you add users or connectors beyond the tier, that's an add-on, and we'd quote it separately.
- Fraser MoncrieffFine. And I'd divide that by nine hundred myself. Lorna, does that feel sensible against what the client managers get out of it?
- Lorna CairnsIt does. The point for me is the client managers seeing the whole picture. Queries, deadlines, calls, fees, all in one place. At the moment they're opening four or five things before they ring an employer. So when's their pay date, has the client been told, they can answer that straight away.
- Priya RamanThat's exactly the use case, Lorna, and it's what we built the demo around.
- Lorna CairnsAye. One thing I'll say, though. We never share one employer's data with another. I need to be sure that's how it's set up.
- Owen TallisIt runs inside your own Snowflake account, so the data never leaves your environment. How access is split between client managers is something you control, and Callie will walk your admin through it during implementation.
- Lorna CairnsGood. Then I'm comfortable. Fraser, that's my side.
- Fraser MoncrieffMm. Payment terms. What are they?
- Owen TallisThirty days from invoice. Subscription is annual in advance as standard, but if quarterly suits your cash flow, we can do that on request. Just say.
- Morag GalbraithQuarterly would be easier for us, honestly. We're mid-year on the budget. Is there a price difference?
- Owen TallisI'd need to check that before I say anything on a call. Let me come back to you in writing. What I won't do is promise something I can't put on the order form.
- Priya RamanAnd that's the sort of thing we can settle this week, to keep momentum. Owen, can you have that to Morag by tomorrow?
- Owen TallisTomorrow, yes. Morag, I'll send it direct.
- Morag GalbraithPerfect, thank you.
- Fraser MoncrieffDiscount. Is there any room?
- Owen TallisSome, on the first term only. Not beyond. I'd rather say that upfront, because I don't want to give you a lower first year and then have an awkward conversation at renewal. Let's not discount twice. If we agree something, it comes with a signing date attached.
- Fraser MoncrieffThat's reasonable. What date?
- Priya RamanIf it's signed by Monday 6 January 2025, we can hold it. After that I'd have to go back to Owen.
- Fraser MoncrieffI can't decide on this call. I need to read it again and I'll want Morag's view on the invoicing. But I'm not hostile to it.
- Owen TallisUnderstood. Who signs on your side?
- Fraser MoncrieffI do.
- Owen TallisGood. Then what's the next dated step? I'd suggest the revised order form goes to you tomorrow, you and Morag review over the weekend, and we speak Monday morning if there's anything left.
- Morag GalbraithWeekend's optimistic, but we'll try. Could you flag anything that's changed from the draft, so we're not rereading the whole thing?
- Priya RamanOf course. I'll mark up the differences in the email, nothing hidden.
- Lorna CairnsAnd once it's signed, who's looking after us? I'd like to know who rings us when something's wrong.
- Priya RamanI'm your contact through signature, and then Daniel Okafor looks after you as customer success. He'll be introduced properly at kickoff.
- Fraser MoncrieffWho owns our account at your end now? Put it in the email, please.
- Priya RamanWill do. Me on the commercial side, Daniel after that. Both names, in writing.
- Fraser MoncrieffGood. Then I think we're done for today.
- Priya RamanBrilliant. So to recap: Owen sends the quarterly answer and the revised order form tomorrow, you review, and we aim to sign by Monday. Thank you all, speak soon.
- Lorna CairnsThanks, all. Bye now.
- Owen TallisThanks, everyone. Cheers.
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