Eccup Software / BG-Demo – Negotiation
Callcompleted
Eccup Software · 5 Apr 2024 12:45
Negotiation call on 5 Apr 2024. The CFO wants usage evidence and the subscription and implementation shown separately before signing. He would not commit to the twenty-second target date.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on 5 Apr 2024. The CFO wants usage evidence and the subscription and implementation shown separately before signing. He would not commit to the twenty-second target date.
What happened: Owen Tallis and Tom Ashdown took Vincent Ackerley and Sunita Rana through the Growth proposal. Vincent said he would not decide on the call.
Customer view: Sunita confirmed that £54k includes the one-off implementation, while her budget line covers only the annual cost. Vincent asked what Eccup would lose by not buying and wanted year one and year two side by side.
Commercial: Owen said any discount applies to the first term only, with the second year at list. Sunita asked for quarterly billing, which Owen said is available on request.
Watch: Vincent asked about stopping after year one and liked the answer of usage case first, then renew. Marcus Bell would run that renewal conversation.
Themes
As at Fri 9 Oct 2026Theme
Growth price and budget negotiation
Importance
neutral
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- Tom Ashdown to send the usage view from Marcus Bell on Monday, Tuesday at the latest.
- Tom to send Owen Tallis the revised proposal first, with the split, two-year columns and quarterly billing noted.
- Sunita Rana to send questions by the end of the following week if the proposal reaches her by Wednesday.
Risks
As at Fri 9 Oct 2026- Vincent would not commit to the twenty-second signing date and said it may slip.
- The £53,800 total bundles implementation with the subscription, which does not match Sunita's annual budget line.
- Vincent wants usage evidence on similar Growth accounts before signing and has not yet seen it.
Opportunities
As at Fri 9 Oct 2026- A clear split of subscription and implementation, with year one and year two columns, answers the budget concern.
- Quarterly billing on request may ease Sunita's cash position and help close the deal.
Transcript
Tom AshdownHello, hello. Can you hear us all right? Afternoon, Vincent, afternoon, Sunita.
Vincent AckerleyYes, clear enough. Good afternoon.
Sunita RanaHi both. Hi Owen. Sorry, I'm eating a sandwich, I'll be on mute when I'm not talking.- Tom AshdownNo drama, it's gone quarter to one, you've earned it. How's your week been? Friday feeling yet?
- Sunita RanaMonth end crept up on us, so not really. Next week will be calmer.
Owen TallisThanks for making the time. I'll keep this tight. Tom's told me where we've got to, but I'd like to hear it from you. Where do you stand against the twenty-second? That's the date we pencilled for signing.- Vincent AckerleyBefore that, can I ask about usage? What do your customers on Growth actually do with it day to day? Because what would we lose if we didn't buy it?
- Tom AshdownFair question. In a nutshell, the teams who get most from it are the ones reading tickets, renewals and product usage side by side. Which is exactly what Holly told us you want to do per care provider. I won't throw a usage figure at you from memory, but I can have Marcus, he's our customer success manager, send you a view of how similar accounts use it.
- Vincent AckerleyThat would help. I'd want it before anything is signed. Let's not rush.
- Owen TallisUnderstood. So that's one dated step. Tom, can that go over early next week?
- Tom AshdownLeave that with me. Monday if Marcus is about, Tuesday at the latest.
- Sunita RanaCan I come in on the numbers? I've got the proposal open. The total on the page is fifty-three thousand eight hundred. I need to be sure what that covers.
- Tom AshdownYes. So that's the fifty-three eight all-in, £53,800, and that includes the one-off implementation. It's not the annual subscription on its own. I'll send you the split in writing so you're not working it out from a call.
- Sunita RanaRight, that's what I suspected. Our budget line is for the annual cost, and the setup would sit somewhere else. So I need the two shown separately.
- Owen TallisThat's easy to do. Order form will show the subscription and the implementation as two lines. Who signs on your side?
- Vincent AckerleyI do, in the end. But I'd want Sunita comfortable with the budget first, and I'm not going to decide on a call.
- Owen TallisOf course. Nobody's asking you to.
- Sunita RanaOn price, is there any room? I'm not trying to be difficult, I just have to ask.
- Owen TallisYou should ask. There's some flexibility on the first term, and only the first term. I'll be straight: it's not something we repeat at renewal, so let's not discount twice. If we move on the first year, the second year is at list. I'd rather you knew that now.
- Sunita RanaOkay. That's helpful to know. Vincent, I think that's a sensible way to look at it.
- Vincent AckerleyMm. Is it in the budget, though? That's what I keep coming back to. I'd want to see the first-year cost and the cost after that, side by side.
- Tom AshdownI can do that. Two columns, year one and year two, nothing hidden. I'll check the exact wording with Owen before it goes out, so I don't quote you something I'll have to take back.
- Owen TallisSend it to me first, Tom. I'd like to see it before it goes.
- Tom AshdownWill do.
- Sunita RanaPayment terms. Can we pay quarterly rather than all upfront? It would help our cash position.
- Owen TallisQuarterly is available on request. Standard is annual in advance, thirty-day terms. I'll note the request and confirm it in the proposal. I'm not going to promise anything beyond that until I've looked at it properly.
- Sunita RanaThat's fine, thank you.
- Vincent AckerleyAnd if we wanted to stop after the first year? Hypothetically.
- Tom AshdownThen you'd stop. It's an annual term, there's a renewal conversation ahead of the end date, and nobody gets surprised. Marcus would run that with you, and he'd bring the usage with him, so you'd be deciding on evidence.
- Vincent AckerleyThat's the answer I was hoping for. Usage case first, then renew. Good.
- Owen TallisRight. So let me play it back. Tom sends the usage view from Marcus early next week. Tom sends the revised proposal with subscription and implementation split out, year one and year two, quarterly billing noted. I check it first. Then you take it to your side, and we aim for the twenty-second. What's the next dated step from your end?
- Sunita RanaI can have my questions to you by the end of next week, if the proposal is with me by Wednesday.
- Tom AshdownWednesday works. Let's get something in the diary for after that, a short call to go through your questions.
- Vincent AckerleyFine by me. I'd rather not commit to the date today, though. If it slips a few days, it slips.
- Owen TallisUnderstood. I'd just rather we keep the twenty-second as the target and tell each other early if it's moving.
- Vincent AckerleyAgreed.
- Tom AshdownBrilliant. Thanks both. Have a good weekend, Sunita, and go easy on the month end.
- Sunita RanaHa, I'll try. Thanks, everyone. Bye.
- Owen TallisCheers, bye.
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