Menlo Quay Medical / BG-Demo – Negotiation
Callcompleted
Menlo Quay Medical · 5 Dec 2025 15:30
Negotiation call on a Growth proposal at £62k all-in with implementation. The CFO signs only after quality review. Target signature was 12 Dec 2025. No go-live date was given.
What was said
What this says
As at Fri 9 Oct 2026Negotiation call on a Growth proposal at £62k all-in with implementation. The CFO signs only after quality review. Target signature was 12 Dec 2025. No go-live date was given.
What happened: Matteo Ricci restated that no decision was due and the target was a signed order form by 12 Dec 2025. The £62k deal amount includes the one-off implementation and is not an annual price.
Customer view: Orla Mannion wants B-Viz to find and join complaint records, not replace the log. Declan Hession challenged the number and said he signs nothing until quality has reviewed it.
Commercial: Owen Tallis said any movement applies to the first term only and ends at renewal. Eoin Burke asked for implementation and subscription as separate lines and payment terms in the order form itself.
Watch: No go-live date was offered because engineering had not agreed one. Quality and security reviews by Niamh and Colm sit on the path to signature.
Themes
As at Fri 9 Oct 2026Theme
Growth order form 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 the revised order form with separate implementation line and payment terms early the following week.
- Owen Tallis confirms the first-term position before the order form goes out.
- Orla Mannion gets Niamh and Colm the order form and security material for review.
Risks
As at Fri 9 Oct 2026- Signature depends on quality and security reviews finishing before the 12 Dec 2025 target.
- The CFO is pressing on price, and any first-term movement ends at renewal.
- No go-live date was committed because engineering has not agreed one.
Opportunities
As at Fri 9 Oct 2026- Growth tier fits the complaints, key accounts and distributor teams needing one view per account.
- Running inside the customer's own Snowflake account answers the data handling concern.
Transcript
Matteo RicciGood afternoon, everyone. Can you all hear me? I can see Orla and Declan, and I think Eoin is just joining.
Eoin BurkeHere, yes. Sorry, the link took a minute. Afternoon.
Owen TallisAfternoon all. Owen here, I'm in with Matteo today. The last call ran over, so apologies if I'm a touch out of breath.
Declan HessionAfternoon. Audio's fine. What decision is needed today?- Matteo RicciFair question, and I would rather be clear at the start. No decision today. Let me restate the timeline as I understand it. We are aiming for a signed order form by Friday 12 Dec 2025, and today is Friday 5 Dec 2025, so we have one week. This call is to settle the commercial shape so that you have something proper to review.
- Declan HessionGood. Then walk me through the shape.
- Matteo RicciSo, Growth tier, which is what Orla's team, the key accounts people and the distributor team need, so that each hospital and each distributor is seen as one account. The deal amount is £62,000. That is the all-in figure, with the one-off implementation included. It is not an annual price, and I want to be careful about that, because I know it is the first thing people compare.
- Declan HessionRight. So what's the annual cost?
- Matteo RicciThe subscription is the annual part and the implementation is the fixed fee on top. Let me confirm that split in writing, line by line, rather than quote it from memory on a call.
- Declan HessionPlease do. And does that match the proposal we saw?
- Matteo RicciIt matches the proposal in scope. The only thing I am changing in the order form is the wording on the connectors, which Orla asked about.
Orla MannionYes, thanks, Matteo. My concern is simple. Which account, which lot? When a complaint comes in from a hospital, my team has to pull the distributor history, the earlier complaints and the emails together. Today that is three or four systems and a lot of copying.- Matteo RicciAnd that is exactly what we showed on your own data in the demo. What does your regulator need to see, Orla? Because I would like the order form to reflect that and not just the product.
- Orla MannionThat every complaint is logged, traceable and closed with evidence. I won't have anything that sits outside the complaint process. B-Viz would be for finding and joining the records, not for replacing the log.
- Matteo RicciUnderstood, and that is how it works. It reads from the log, it does not become the log.
- Declan HessionI'm going to challenge the number. I don't accept a list price without a conversation. Is there room?
- Owen TallisDeclan, I'll take that one. Short answer, yes, a little, on the first term only. That's how we work. Any movement applies to the first year and ends at renewal, and I would rather say that now than have you find it in a year.
- Declan HessionThat's honest. So the figure in the order form would be a first-term figure.
- Owen TallisWhere we adjust, yes. And let's not discount twice. Matteo has already reflected what we can do in the sixty-two, so I'll check exactly where that sits before anyone gets a revised number.
- Declan HessionSend it over and I'll look.
- Eoin BurkeCan I come in on invoicing? Matteo, what's the billing pattern? Annual in advance?
- Matteo RicciAnnual in advance is the standard, with thirty-day terms. Quarterly is possible on request. Is that something your side would prefer?
- Eoin BurkeAnnual is probably fine, but I'd like the implementation invoiced separately from the subscription, so the two lines are clean for audit.
- Matteo RicciThat is sensible. I will show them as separate lines in the order form, so your records and the contract agree.
- Declan HessionEoin, anything else on the money side?
- Eoin BurkeOnly that I'd want the payment terms stated in the order form itself, not just in the master agreement. Then I'm not cross-referencing two documents.
- Owen TallisFine by us. Matteo, put that in.
- Matteo RicciNoted. Let me confirm that in writing as well.
- Declan HessionNow the part I can't skip. I don't sign anything until quality has reviewed it. Orla, who from your side looks at the data handling?
- Orla MannionNiamh in quality systems, and Colm for security. I'll ask them to read the order form and the security material this week. I can't commit budget without you, Declan, so that sits with you, but I can get the reviews moving.
- Matteo RicciThank you. I would rather you heard this from me now: BG-Demo runs inside your own Snowflake account, so the data stays with you. Colm will want to see exactly what that means, and I will send it in a form he can read.
- Declan HessionAnd when would we be live? Orla will ask me.
- Matteo RicciI will not give you a date today, because engineering has not agreed one with me, and I do not commit what they have not committed. I will bring you a proper plan with the order form.
- Orla MannionThat's fair. I'd rather have a real date later than a hopeful one now.
- Owen TallisGood. So, what's the next dated step? And who signs?
- Declan HessionI sign, once quality is content. I won't decide on this call.
- Matteo RicciUnderstood. So Matteo sends the revised order form, with the separate implementation line and the payment terms, early next week. Owen confirms the first-term position before it goes. Orla gets Niamh and Colm the material, and Declan reviews after quality has had a look. The target stays Friday 12 Dec 2025.
- Declan HessionThat works. Thank you both.
- Orla MannionThanks a million, everyone. Talk soon.
- Eoin BurkeCheers all.
- Owen TallisThanks, all. Speak soon.
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