Fernhollow Software / BG-Demo – Proposal
Callcompleted
Fernhollow Software · 24 May 2023 09:15
Giles Brockway, Chief Executive, heard the proposal for a Starter tier and a deal total of £26k. He wants a small one-team rollout, and the breakdown, security note and renewal answer by the end of the week.
What was said
What this says
As at Fri 9 Oct 2026Giles Brockway, Chief Executive, heard the proposal for a Starter tier and a deal total of £26k. He wants a small one-team rollout, and the breakdown, security note and renewal answer by the end of the week.
What happened: Nell Ashcombe gave the £26k deal total and said it is not a yearly subscription. Juliet Ambler said the scoped tier is Starter, for one team.
Customer view: Giles asked whether the figure is annual and what happens if they add people in a year. He wants a small, measured rollout with a date to decide whether it is worth it.
Commercial: Nell would not promise terms on the call and will answer the add-people question in the note. The evidence does not show a decision or a signature.
Watch: Giles wants the breakdown, the security note and the renewal answer by the end of the week before he makes a call. His finance director will ask the annual question.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Nell Ashcombe to send the written breakdown of the £25,500 figure by the end of the week.
- Nell Ashcombe to send the security note and the renewal answer, including the question on adding people.
- Juliet Ambler to put the agreed success test and decision date in the note.
Risks
As at Fri 9 Oct 2026- The figure is a deal total and Giles asked whether it is annual, so unclear pricing could stall the decision.
- Giles does not want to buy something the company will outgrow, and BG-Demo has not yet answered how added users would be handled.
Opportunities
As at Fri 9 Oct 2026- A successful one-team Starter rollout could grow if the team's workload grows, as Juliet suggested.
- The account managers have been asking for it, with three questions already gathered.
Transcript
Nell AshcombeMorning, Giles. Thanks for finding the time, I know your diary's full.
Giles BrockwayMorning, Nell. I've got about half an hour before the board pack, so let's keep it sharp.
Juliet AmblerMorning. Sorry, I'm on the bad wifi again. Can you hear me?- Giles BrockwayJust about. Juliet, you're on the proposal because you've done the work, so tell me what I'm buying.
- Nell AshcombeThat's fair. What do you need to leave with today, Giles?
- Giles BrockwayRight, give me the number and what's in it. I'll decide on the rest after that.
- Nell AshcombeThe number on our side against this is £25,500. That's the total deal value as it stands, and I'm not going to call it a yearly price, because that would be guessing.
- Giles BrockwayIs that annual, or is it all in one go?
- Nell AshcombeGood question, and I'd rather send you the breakdown in writing than answer from memory. What I can say today is that the figure is the deal total, not a yearly subscription.
- Giles BrockwayHmm. My finance director will ask that exact question, so I'll want it in writing before I sign anything.
- Nell AshcombeAgreed. You'll have it before the proposal goes anywhere.
- Juliet AmblerThe tier we've scoped is Starter. That's to start with, and it's one team.
- Giles BrockwayWhy Starter, and not something bigger? I don't want to buy something we'll outgrow in a year.
- Juliet AmblerBecause the team's workload is what we've looked at. If it grows, we'd talk about it, rather than buy for a future we can't see.
- Giles BrockwayFine. But I want to know what happens if we want to add people in a year. Do we renegotiate, or is it a new deal?
- Nell AshcombeThat's a conversation for later, and I'd rather not promise terms on a call. I'll put the question in the note and you'll get a straight answer.
- Giles BrockwayGood. I like straight answers. Juliet, is the team ready to take this on?
- Juliet AmblerYes. The account managers have been asking for it for months, and I've got three questions from them already.
- Giles BrockwayGood. Then I want the rollout to be small. One team, measured, and a date when we decide whether it's worth it.
- Nell AshcombeThat's a sensible shape. I'd say the test we agreed earlier is the right one: whether the questions get answered without anyone ringing Juliet.
- Giles BrockwayMeasure that, then. Juliet, put it in the note. And I want to see the security answer before anything else.
- Juliet AmblerIt's coming, Giles. Our technical team has asked for it in writing as well.
- Nell AshcombeIt is coming, in writing, and I'll make sure it's precise. Giles, anything else before you go?
- Giles BrockwayNo. Get me the breakdown, the security note and the renewal answer by the end of the week, and I'll make a call.
- Nell AshcombeDone. Speak soon, Giles. Thanks, Juliet.
- Juliet AmblerThanks, Nell. Bye, Giles.
- Giles BrockwayBye.