Ovenden Software / BG-Demo – Negotiation
Callcompleted
Ovenden Software · 26 Apr 2024 16:30
On 26 Apr 2024 BG-Demo negotiated a Growth order form with Ovenden Software at £52k total, implementation included. Duncan Greenwood signs, Louise Sutcliffe needs Growth, and the split and connector list were still unconfirmed.
What was said
What this says
As at Fri 9 Oct 2026On 26 Apr 2024 BG-Demo negotiated a Growth order form with Ovenden Software at £52k total, implementation included. Duncan Greenwood signs, Louise Sutcliffe needs Growth, and the split and connector list were still unconfirmed.
What happened: On the 26 Apr 2024 call Tom Ashdown and Owen Tallis negotiated a Growth order form with Louise Sutcliffe and Duncan Greenwood. The target was an order form signed by 10 May 2024.
Customer view: Louise said the lower tier would not let her team see tickets against usage across teams. Duncan, who signs, asked for the reasoning again.
Commercial: The deal stands at £52k on Growth, implementation included, so it is not a yearly price. The first term discount applies to the first term only and does not return at renewal.
Watch: Tom did not confirm the split, the connector list or the Growth renewal list price. The evidence does not show whether the order form was signed.
Themes
As at Fri 9 Oct 2026Theme
Growth order form negotiation
Importance
neutral
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- Tom Ashdown sends the order form, price split, discount wording and security pack by Friday, copying Owen Tallis and Duncan Greenwood.
- Tom confirms the Growth renewal list price so Owen can put it in the forecast by Monday.
- The order form is to be signed by 10 May 2024.
Risks
As at Fri 9 Oct 2026- The price split between implementation and subscription, and the exact connector list, were not confirmed on the call.
- Louise asked for the security questions to be answered before signing, which could delay the signing target.
- The first term discount does not return at renewal, so the renewal price will need a clear value case.
Opportunities
As at Fri 9 Oct 2026- Louise's need to see tickets against usage across teams gives a clear case for the Growth tier.
- The held-back first term discount gives Tom room to close if Louise stays satisfied.
Transcript
Tom AshdownHiya Louise, good afternoon. Can you hear me alright? Yeah? Brilliant. How's your week been?
Louise SutcliffeHi Tom. Yeah, you're clear. Busy, to be honest. Month end, and the payroll export broke again on Tuesday.- Tom AshdownOh, not the export again. Is it sorted or are we still in the saga?
- Louise SutcliffeMostly sorted. Our support lead reckons it's the same cause as last time, so at least we're not chasing something new.
- Tom AshdownGood, that's something. Right, Owen's coming over from another call, he'll be a minute. Duncan, have you managed to get on?
Duncan GreenwoodI'm here. Sorry, I was on mute. I'd been looking for the right tab. Hello.- Tom AshdownNo bother, Duncan. What I'd like is to get everything agreed on this call if we can, and get something in the diary for the signing.
Owen TallisI'm here, sorry. Right, where are we against the date? Tom, what's the next dated step?- Tom AshdownThe next dated step is the order form goes over this week and we get it signed by 10 May 2024. I'm fairly comfortable with that. The price side isn't quite where we talked about, I'll be honest.
- Owen TallisRight. Say the number.
- Tom AshdownSo the deal's sitting at £51,600 on the Growth package. That's the total on the deal, implementation included, so it's not a yearly price. I want to confirm the split with you before I say more, Owen. I'm not going to quote it off the top of my head.
- Owen TallisFine. Make sure the split's on the page. Louise, you're happy with Growth? Not the lower one?
- Louise SutcliffeHonestly, yes. We looked at the lower one and it doesn't let us see tickets against usage across the teams. That's the whole reason we're doing this.
- Duncan GreenwoodI'd like the reasoning again, to be honest. I'm the one signing, so I want to know what I'm signing for.
- Tom AshdownOf course. Louise's team sees ticket volume set against what people are actually using, by team. So when the timesheet side throws up a problem, they can tell if it's a few people or everyone. That's what Growth gives you that the smaller one doesn't.
- Duncan GreenwoodAnd the payroll integration's in as well?
- Tom AshdownIt is, yeah. I want to be careful there. I'll check the exact connectors on the order form and send you the list, rather than reeling it off from memory.
- Owen TallisLet's not discount twice. Have we already given the first term discount?
- Tom AshdownNot yet. I've held it back for this call. I think we can get there with a smaller one, but I want Louise happy first.
- Owen TallisThen the discount's first term only, and it doesn't come back at renewal. Say that clearly in the order form.
- Tom AshdownYep, I'll put it in the email. Leave that with me.
- Duncan GreenwoodWho's signing from our side?
- Owen TallisDuncan, I'd assume you. Tom, is that the plan?
- Tom AshdownThat's the plan. Duncan signs, and Louise is day to day. The paperwork's the bit I'll keep on top of, I'm not having it slip.
- Tom AshdownSorry, bear with me, I'm pulling up the draft order form on my other screen.
- Duncan GreenwoodTake your time. Louise, is the implementation on the same page?
- Louise SutcliffeI think it's page two. It's the one-off line, then the subscription line under it.
- Tom AshdownYes, page two. There's the implementation line and then the subscription line, and the total is the deal figure. I'll read it back properly in the email so nobody's guessing.
- Louise SutcliffeGood. Can we also get the security questions done before signing? Our IT people will ask.
- Tom AshdownYep, the same security pack as last time, I'll send it this week. Owen, you happy with that?
- Owen TallisRenewal. Tom, what's the Growth list at renewal? I need it for the forecast.
- Tom AshdownI'd need to confirm that properly, Owen. I'm not going to guess it now. I'll put it in the email.
- Owen TallisFine, but I want it in the forecast by Monday.
- Tom AshdownMonday's fine. Leave that with me as well.
- Duncan GreenwoodIs there anything in the security pack I should worry about?
- Louise SutcliffeNothing new as far as I know. Mostly the same answers, just updated for the new people in IT.
- Duncan GreenwoodRight. Good.
- Owen TallisOkay, let's close. Next dated step, order form by end of the week, signed by 10 May 2024. Tom, send the split, the discount wording and the security pack, and copy me in.
- Tom AshdownWill do. I'll send it by Friday and chase you Thursday.
- Duncan GreenwoodSend it to me directly as well, not only to Louise.
- Tom AshdownWill do, Duncan. Thanks for making the time, I know you're busy.
- Duncan GreenwoodRight. Cheers.
- Louise SutcliffeThanks Tom. Bye all.
- Owen TallisCheers. Bye.
- Tom AshdownRight, bye all, speak soon.
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