Moggill Creek Distributors / BG-Demo – Negotiation
Callcompleted
Moggill Creek Distributors · 23 Dec 2025 09:45
Moggill Creek's finance manager pressed on what the price does after year one. Owen Tallis said the first-term discount ends at renewal, so renewal is at list, and promised the exact figure in writing. Signing was targeted before month end.
What was said
What this says
As at Fri 9 Oct 2026Moggill Creek's finance manager pressed on what the price does after year one. Owen Tallis said the first-term discount ends at renewal, so renewal is at list, and promised the exact figure in writing. Signing was targeted before month end.
What happened: Lewis Kerr hosted the 23 Dec 2025 negotiation with Owen Tallis, who joined for the commercial side. Troy Henderson, Kylie Dwyer and Narelle Fitzpatrick attended for the customer.
Customer view: Narelle needs to forecast the price after year one, and Troy said he would rather not be surprised. Kylie asked for the value case, the time saving written down, in the same document before Troy signs.
Commercial: The deal is the Starter subscription with implementation included in the first-year figure and a first-term discount. Annual in advance was chosen. Owen was asked for the renewal difference and did not give a figure on the call.
Watch: The renewal price is an open question the customer is relying on BG-Demo to answer in writing. The evidence does not show whether the order form was signed.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Lewis Kerr to send the revised order form, including the value case, to Narelle and Troy by Friday.
- Owen Tallis to confirm the exact renewal price in writing.
- Narelle and Troy to review the order form so it is back before the end of the month.
Risks
As at Fri 9 Oct 2026- The customer wants the renewal price in writing and was given no figure on the call, so a late or surprising number could stall signing.
- Troy wants the time saving written down before he signs, so a weak value case could delay the deal.
Opportunities
As at Fri 9 Oct 2026- A clear value case and renewal price in the order form pack could close the Starter deal and set up a smooth first renewal.
Transcript
Lewis KerrMorning all, can everyone hear me? Owen's just joined, he's our VP Sales, so he's here to talk through the commercial side.
Owen TallisMorning. Sorry, I was on another call that overran. Right, where are we against the date?
Troy HendersonMorning Owen. I think we're close, but Narelle's got some questions on the money side.
Narelle FitzpatrickHi, yes. Sorry, I'm on mute, the line's been crackly. I just need to be sure what we're signing for and what happens to the price after year one.- Owen TallisGood. Let's start with the contract. Lewis, what's the twenty-eight?
- Lewis KerrIt's the Starter subscription for the first year, with the implementation included in that figure. The first term carries a discount, which I'll put on the order form.
- Narelle FitzpatrickOkay. So after the first year, does the price go up? I need to forecast that now.
- Owen TallisIt's a fair question. The first-term discount ends at renewal, so the renewal price is at list. I'll confirm the exact figure in writing, I don't want to guess it on a call.
- Troy HendersonRight, I'd rather not be surprised. So if it's a list price increase, what's the difference?
- Owen TallisLet's not discount twice. The renewal figure is what matters for your budget, and I'd rather give you the right number than a rough one.
Kylie DwyerCan we get the value case in the same document, though? Troy wanted to see the time saving written down before he signs.- Lewis KerrYes, I'll include that in the order form pack. Amara's going to own the usage numbers after go-live.
- Narelle FitzpatrickSorry, one more thing. The invoice is annual in advance, yes? Not quarterly by default?
- Lewis KerrAnnual in advance is standard. Quarterly is available on request, so tell me if you'd prefer that and I'll change the order form.
- Narelle FitzpatrickAnnual, I think. That makes it easier to get signed off.
- Troy HendersonAgreed. Owen, who signs on your side?
- Owen TallisI'll sign for BG-Demo once the order form is agreed. Troy, you'd sign for Moggill Creek. Is that right?
- Troy HendersonYes, that's me. So what's the next dated step?
- Owen TallisLewis sends the revised order form this week, Narelle and Troy review it, and we aim to have it back before the end of the month.
- Lewis KerrI'll get it to you by Friday. Narelle, if anything in the finance terms looks off, tell me straight away.
- Narelle FitzpatrickWill do. Thanks, that's helpful.
- Troy HendersonGood. Thanks everyone. Speak soon.
- Owen TallisThanks all. Talk soon.