Bubbly Creek Logistics / BG-Demo – Negotiation
Callcompleted
Bubbly Creek Logistics · 25 Mar 2026 16:00
Owen Tallis joined Jordan Pike to negotiate with Brent Olson and Dana Pulaski. Brent said the number is too high for the board and asked about renewal pricing. The signature target is 10 Apr 2026, pending finance and the board.
What was said
What this says
As at Fri 9 Oct 2026Owen Tallis joined Jordan Pike to negotiate with Brent Olson and Dana Pulaski. Brent said the number is too high for the board and asked about renewal pricing. The signature target is 10 Apr 2026, pending finance and the board.
What happened: Brent said the number is too high for the board and wanted movement or a clear reason it is not negotiable. Owen held that the first-term discount was already offered, so anything further must come with something back.
Customer view: Brent said a firmer implementation plan helps less than a discount. Dana said a firm connector date matters more to operations than the fee.
Commercial: Brent asked what year two looks like and was told first-term discounts end at renewal and prices move to the new list. Owen promised the arithmetic in the order form.
Watch: Brent signs, but finance must approve the order form first and the board comes before implementation starts. The security questionnaire is with IT, due back by the end of the week.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Jordan Pike sends the order form to Brent's finance team the same day.
- Jordan Pike sets a security review date and shares it with Brent and Dana.
- Jordan Pike targets the signed order form by Friday 10 April 2026, with Owen Tallis as escalation point.
Risks
As at Fri 9 Oct 2026- Brent Olson says the headline number is too high for the board and a firmer plan helps him less than a discount.
- Signature depends on finance approval and the board meeting, so the 10 Apr 2026 target could slip.
- Learning that renewal prices rise could harden his price position.
Opportunities
As at Fri 9 Oct 2026- Dana Pulaski, the champion, values a firm connector date more than the fee, so a written implementation plan has weight with operations.
- The connector list, including dispatch, is agreed and the security questionnaire is moving.
Transcript
Owen TallisAfternoon all. Owen here. Jordan, where are we against the date?
Jordan PikeHi Owen, afternoon. Good question. Brent and Dana are both here, and we're aiming to sign by Friday 10 April 2026.- Owen TallisGood. And what's the next dated step?
Brent OlsonHi Owen, Brent. I'm glad someone's keeping track of the date, because I'm not.- Owen TallisThat's why I'm here. Brent, what's your position on the number?
- Brent OlsonHonestly, the number is too high for the board. I need to see movement, or a clear reason why it isn't negotiable.
- Owen TallisRight. Let's not discount twice. Jordan has already offered the first-term discount, so anything further has to come with something back. Jordan, what did you propose?
- Jordan PikeI proposed a firmer implementation plan, not a lower price. We'd commit to the dates in writing, and I'd want the order form back by Friday 10 April 2026.
- Owen TallisGood. Brent, does a firmer plan help you?
- Brent OlsonIt helps me less than a discount would. The board sees the headline number, not the implementation plan.
Dana PulaskiCan I come in on that? Our operations side needs the connectors live quickly. A firm date would matter more to us than the fee.- Owen TallisGood, Dana, that's useful. Let me be direct. Who signs for you?
- Brent OlsonI sign. But finance has to approve the order form first.
- Owen TallisThen the next step is finance. Jordan, get the order form to Brent's finance team now, so they've got time before Friday 10 April 2026.
- Jordan PikeUnderstood. I'll send it today. Dana, are you happy with the connector list we agreed?
- Dana PulaskiYes, we're fine with it. Dispatch is confirmed.
- Brent OlsonBefore we commit, what about the price at renewal? I'm not signing unless I know what the second year looks like.
- Owen TallisThat's a fair question. First-term discounts end at renewal, and renewal prices move to the new list. I'd rather you hear that from me now than from a letter next year.
- Brent OlsonSo the price goes up.
- Owen TallisAt renewal, yes. That's standard for accounts signed on the older list. I'll put the exact arithmetic in the order form, so there's no surprise.
- Jordan PikeTo be transparent, I'd rather be clear about that now too.
- Owen TallisSorry, I was on another call. Go on. Where are we on the security review?
- Jordan PikeThe security questionnaire is with our solutions engineer, and it's moving.
- Brent OlsonIT has the questionnaire. They'll send it back by the end of the week.
- Owen TallisGood. Then we're on track. Jordan, put the security date into the plan. We don't want a security review on the day we're meant to be signing.
- Jordan PikeAgreed. I'll set a date and share it with Brent and Dana.
- Dana PulaskiSorry, I'm back. Can we confirm the start date? I'd like to know if implementation starts before or after the board meets.
- Owen TallisAfter. Board approval first, then we sign, then we start. Don't put it in the plan before that.
- Brent OlsonAgreed. I'd rather not commit before the board.
- Owen TallisFine. Last thing. Who owns this deal on our side?
- Jordan PikeI do, with you as the escalation point. Dana's our champion.
- Owen TallisGood. Brent, you're the signatory. Jordan, the next dated step is the signed order form by Friday 10 April 2026. Let's make that date real.
- Brent OlsonOkay. Thanks, Owen.
- Owen TallisThanks, Brent. Jordan, keep the pipeline honest.
- Jordan PikeQuick recap. Order form sent today, security date by end of week, finance review, and a signature target of Friday 10 April 2026. Did I miss anything?
- Dana PulaskiNo, that's it. Thanks, Jordan.
- Brent OlsonAgreed. Speak soon.
- Owen TallisThanks, all. Speak soon.
- Jordan PikeThanks, everyone. Talk soon, bye.