Spaarnwoude Assurantiën / BG-Demo – Negotiation
Callcompleted
Spaarnwoude Assurantiën · 10 Mar 2026 14:00
Negotiation on the Starter order form draft. Maarten Zwart will sign as managing director. Billing, first-term discount and users were settled in principle, with signature aimed for early April.
What was said
What this says
As at Fri 9 Oct 2026Negotiation on the Starter order form draft. Maarten Zwart will sign as managing director. Billing, first-term discount and users were settled in principle, with signature aimed for early April.
What happened: Matteo Ricci shared the order form draft, with Owen Tallis joining for the commercial part. Anouk Bosman joined for finance. The draft is an open item, not executed paper.
Customer view: Maarten said he signs as managing director and wants the rules known now: "I do not like surprises at renewal". Anouk accepted GBP invoicing and preferred annual in advance.
Commercial: The deal sits at £28k on the record, with a subscription line and a one-off implementation fee. The first-term discount applies to the first term only, then list price.
Watch: Ilse Kuipers worried about paying for users who never log in. Owen promised a usage check at the first check-in. Signature is still to come.
Themes
As at Fri 9 Oct 2026Theme
Starter order form terms
Importance
renewal
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- Matteo Ricci to send the final order form marked as the one to sign.
- Matteo to send the service section page reference to Anouk Bosman and the security questions list to Joost and Ilse.
- Matteo to keep Owen Tallis posted on the signature date for the forecast.
Risks
As at Fri 9 Oct 2026- Signature is not yet in hand and the early April target is tight.
- Ilse is worried about paying for users who will not log in, which could become a value question at the first check-in.
- The first-term discount ends after the first term, so list price will apply at renewal.
Opportunities
As at Fri 9 Oct 2026- Additional users are available as an add-on if adoption exceeds fifteen.
- A clear, surprise-free price path now supports a smoother first renewal.
Transcript
Matteo RicciGood afternoon, everyone. Can you all see the document? I have shared the order form draft.
Maarten ZwartI can see it, yes. Good afternoon. Anouk is on too, I think.
Anouk BosmanHello, I am here. Sorry, I was on another call. Go ahead.
Owen TallisHello all. Owen Tallis, I am the VP Sales here, Matteo has asked me to join for the commercial part. Where does this stand against the date?- Matteo RicciGood to have you, Owen. We are aiming to sign early in April, so the timing is tight but workable if we settle the terms today.
- Owen TallisRight. Then let's be clear on the number before we talk about anything else. The deal sits at £28,000 on the record. Maarten, is that the figure you are comfortable with?
- Maarten ZwartIt is the figure I was told. I would like to see the breakdown, because I am not sure what is in it.
- Owen TallisFair. The breakdown is in the order form, which Matteo has on screen. Matteo, take us through it.
- Matteo RicciHappy to. There are two parts. There is the subscription for the Starter tier, which is annual, and there is the one-off implementation fee. The order form shows both, line by line, so nothing is hidden in a total.
- Anouk BosmanRight, and how does that get invoiced? We are not paying in euros, are we?
- Owen TallisPounds. Everything is invoiced in GBP, and you will want to sort the exchange side on your end. I know that is not what you want to hear.
- Anouk BosmanNo, it is not, but it is fine. I just need to know so I can tell our bank and our finance system.
- Matteo RicciThe subscription is billed annually in advance. Quarterly billing is available on request, and the terms are thirty days from invoice. Anouk, I will put those in the order form so there is nothing to chase later.
- Anouk BosmanGood. Annual in advance is simpler for us. We have fewer invoices to match.
- Owen TallisLet's not discount twice, though. Matteo, what has already been agreed on price?
- Matteo RicciThere is a first-term discount that has been discussed, capped at the standard level. It applies to the first term only. From the second term the list price applies, and I want Maarten to hear that clearly now rather than at renewal.
- Maarten ZwartYes, I would prefer that. I do not like surprises at renewal, and I would rather know the rules now.
- Owen TallisGood. Then we will not quote anything beyond the first-term discount. Who signs?
- Maarten ZwartI sign, as managing director. Ilse runs it day to day, but the signature is mine.
- Owen TallisThank you. What's the next dated step, Matteo?
- Matteo RicciOnce you are happy with the terms, the executed order form comes back to us, and I send the kickoff details the same day. I would like the executed copy before the start of April.
Ilse KuipersSorry, I have a question about the users. Are we still on the fifteen users?- Matteo RicciYes, fifteen users is the soft limit on Starter, and four connectors is the hard limit. If you need more users later, that is an add-on, and we can talk about it at the right time.
- Ilse KuipersGood. I was worried we were paying for people who will never log in.
- Owen TallisLet's make sure you are not. We will check usage at the first check-in. If the numbers say you are wrong, we fix it then, not now.
- Anouk BosmanAnd the service levels? Where do they sit in the order form? I did not find them on my first read.
- Matteo RicciThey are in the terms, under the service section. Starter has an availability commitment and a nightly refresh. I would rather you read them, Anouk, than take my word for it. I will send the page reference.
- Anouk BosmanThank you. I will read it tonight. Sorry, I need to check one thing in the draft, just a moment.
- Matteo RicciTake your time. While you look, Owen, shall we discuss the security questionnaire?
- Owen TallisStarter does not need the full security review, that is for Enterprise. Your IT manager may still ask questions, and Matteo will answer them in writing.
- Maarten ZwartJoost will ask. He always does. But I trust Matteo's answers, so that is fine.
- Matteo RicciThank you, Maarten. I would rather he asks now than after signature. Shall I send him the questions list today?
- Maarten ZwartYes, but send it to Ilse as well, so she is not surprised by it.
- Ilse KuipersThank you. That is helpful.
- Owen TallisRight, then let's wrap the commercial points. Matteo, the breakdown, the terms on billing, the first-term discount, and the questionnaire. Anything else on price?
- Matteo RicciNothing on price. I will not come back to you with a new number without Owen's sign-off, so you can rely on what we have said today.
- Anouk BosmanGood. Then Anouk can start the internal approval once the order form is final.
- Matteo RicciYes. I will send the final version after this call, marked clearly as the one to sign.
- Owen TallisGood. Thanks everyone. Matteo, keep me posted on the signature date. I need it for the forecast.
- Matteo RicciWill do. Thank you all for your time, and speak soon.
- Maarten ZwartThank you. Goodbye.
- Anouk BosmanGoodbye, and thanks for the clear answers.
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