Larkspire Software / BG-Demo – Negotiation
Callcompleted
Larkspire Software · 8 Dec 2025 13:15
Larkspire's Chief Executive is fine in principle but will decide only after reading the final order form. He wants four connectors, fifteen seats and the price in writing, with signing aimed before Christmas.
What was said
What this says
As at Fri 9 Oct 2026Larkspire's Chief Executive is fine in principle but will decide only after reading the final order form. He wants four connectors, fifteen seats and the price in writing, with signing aimed before Christmas.
What happened: Sophie Ling hosted the 8 Dec 2025 negotiation with Owen Tallis. Rupert Haines signs, Ellie Marchant speaks for the customer side and Tessa Goring checks the paper.
Customer view: Rupert wants the split between subscription and implementation clear and no surprise cost for a fifth connector. Tessa confirmed the first-term discount ends at renewal.
Commercial: This is a Starter-shaped deal: four connectors, fifteen users as a soft limit and a six-monthly check-in. Ellie wants the helpdesk connector first, as a named milestone with a real date.
Watch: Rupert is away over the holiday, and Owen said a slip means early January.
Themes
As at Fri 9 Oct 2026Theme
Order form and connector scope
Importance
renewal
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- Sophie Ling to send the clean order form today to Rupert and Tessa, with fee, milestones, invoice dates and owners.
- Sophie to ask for the purchase order number and chase signing the day before the target date.
- Owen Tallis to book the signature call for early the following week.
Risks
As at Fri 9 Oct 2026- Rupert will decide only after reading the final paper, and he is away over the holiday, so signing before Christmas is not assured.
- Any fifth connector or price change would unsettle him, as he wants four connectors and fifteen seats fixed in writing.
Opportunities
As at Fri 9 Oct 2026- Ellie, as champion, says four connectors is the right number and the team has a ticket backlog the helpdesk connector should ease.
- Early delivery of the helpdesk connector, named as a milestone, can build confidence for the first renewal.
Transcript
Sophie LingHi everyone, can you all hear me? Okay, brilliant. Rupert, can you see the screen?
Rupert HainesLoud and clear. Sorry, I was on the wrong window for a minute.
Ellie MarchantHiya, good afternoon. Sorry, I'm in a corridor, the signal in this building is rubbish.
Owen TallisAfternoon all. Sophie, before we start, where does this stand against the date? Are we signing before Christmas or slipping?- Sophie LingWe're aiming for the twenty-fourth. That's the close date on the deal at the moment. Tessa's been through the paperwork, so I'll hand over to her.
Tessa GoringThanks Sophie. Mostly I wanted to check the order form before anyone signs. We've had two versions going round and I want to be certain which one is live.- Sophie LingFair. The one I sent last week is the current one. The earlier draft had the connector wording wrong, so please bin that one.
- Tessa GoringRight. And the figure on the deal, twenty-eight thousand pounds, is that the whole thing or is it the yearly price?
- Sophie LingIt's the total on the deal, implementation included. So I'd rather you didn't read it as the yearly figure. Owen can talk about the split.
- Owen TallisYes. The subscription and the implementation fee are separate lines in the order form. Tessa, the split is on page two, in the table with the milestones.
- Tessa GoringOkay, I see it. Thank you. I'd like the board pack to say exactly that.
- Rupert HainesCan I come in? I'm the one who has to sign, and I'm not comfortable with a number that doesn't split out clearly. Owen, who signs on your side?
- Owen TallisWho signs at your end is you, Rupert. On our side it's inside my authority, so we're not waiting on me. The question is whether you're happy with the terms.
- Rupert HainesHappy if the four connectors and the fifteen seats are in writing and the price holds. I don't want to find out in the new year that a fifth connector costs extra.
- Ellie MarchantCan I add a champion point? Four connectors is the right number for us. The helpdesk, the call recorder, the membership system and the finance feed. Anything more, we'd want to talk about properly.
- Sophie LingThat's exactly what's in the draft. Four connectors, fifteen users as a soft limit, and a six-monthly check-in.
- Owen TallisLet's not discount twice. We gave the first-term discount in the proposal. If Rupert wants anything else, it comes off the implementation, not the subscription.
- Tessa GoringMm. Just to be clear, the discount is first term only, yes? I don't want it coming back at renewal and surprising anyone.
- Owen TallisFirst term only. It's in the order form and it ends at renewal. No surprises on that.
- Rupert HainesGood. Owen, what happens if we don't sign before the twenty-fourth?
- Owen TallisYou start in the new year and the timeline slides a bit. Hamza's team has capacity from early January. What I don't want is a deal sitting on a hopeful close date. So what's the next dated step?
- Sophie LingI send the clean order form today, Tessa checks it, and Rupert signs ahead of the twenty-fourth. I'll chase the day before.
- Tessa GoringCan you put the implementation milestones in the same document? I'd like the fee and the timing together so the finance team can plan the invoice.
- Sophie LingYes. I'll add a section with fee, milestones and invoice dates, tied to signing rather than go-live.
- Ellie MarchantSorry, one more on support. If we sign, when do the connectors go live? We've got a backlog of tickets and I'd really like the helpdesk connected first.
- Owen TallisGood question. The order form has a live-within commitment for connectors. Hamza can give you the detail at kickoff, but the helpdesk goes first. We agree that now.
- Rupert HainesRight. I'm fine with it in principle. I want to see the final paper and then I'll decide. I can't do that on a call.
- Owen TallisUnderstood. Sophie sends it today. Can we get the signature call booked for early next week, so you're not rushing?
- Rupert HainesEarly next week works. Send it over and I'll read it at the weekend.
- Tessa GoringPlease send it to me as well as Rupert, so the figures match across both.
- Sophie LingWill do. Anything else before we wrap up?
- Ellie MarchantNothing from me, thanks. Sorry about the corridor.
- Owen TallisHold on, Sophie, I need to check one thing before we go. The renewal wording on the proposal may differ from the draft. Give me a minute, I'm pulling up the pipeline.
- Owen TallisRight, I'm back. Sorry, I had the pipeline open. The renewal wording matches, I was wrong. Sophie, it's fine.
- Sophie LingPhew. Okay.
- Rupert HainesSorry, I dropped for a second. Did I miss anything?
- Tessa GoringOnly the milestones. Sophie's adding them to the paper.
- Rupert HainesFine. Owen, are we sure about the twenty-fourth? I'm away over the holiday.
- Owen TallisWe're aiming for it. If it slips, it slips to early January, and we still keep the start date for the team. I'd rather be honest than have you signing in a hurry.
- Rupert HainesGood answer.
- Ellie MarchantI'd like the helpdesk connection in the paper as a named milestone, please. In writing, with a date that's real.
- Sophie LingYes, I'll put it in as a milestone with an owner on our side, that's Hamza.
- Owen TallisLet's name the owners in the paper too. Sophie for commercial, Hamza for delivery, Ellie for the customer side.
- Tessa GoringAnd I'll need the purchase order number before we invoice, if that's all right.
- Sophie LingOf course, I'll ask for it in the email.
- Owen TallisSorry, I was on mute. I've been talking to nobody for ten minutes.
- Rupert HainesWe heard nothing. Anyway, I think we're done.
- Sophie LingAgreed. Paper today, Tessa's check by end of day, Rupert's signature ahead of the twenty-fourth.
- Tessa GoringAnd the PO number.
- Sophie LingYes, PO number in the email.
- Owen TallisSorry, I had to take a call from the board. Anything else?
- Sophie LingNo, I think that's it.
- Owen TallisThanks all. Sophie, the paper today. Thanks, Owen.
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