Telok Blangah Payments / BG-Demo – Negotiation
Callcompleted
Telok Blangah Payments · 1 Aug 2025 09:30
Suresh Pillai, who signs, called the Growth proposal above his team's expectation. A one-off versus recurring split and a ledger sample are the levers. The signing target stays Fri 15 Aug 2025.
What was said
What this says
As at Fri 9 Oct 2026Suresh Pillai, who signs, called the Growth proposal above his team's expectation. A one-off versus recurring split and a ledger sample are the levers. The signing target stays Fri 15 Aug 2025.
What happened: On 1 Aug 2025 Sophie Ling hosted a negotiation with Owen Tallis, Suresh Pillai and Hui Min Tan. Owen asked for a dated next step.
Customer view: Suresh said fifty-six thousand is a stretch against the board's line, and he signs. Hui Min wants a clear split of one-off and recurring costs for finance.
Commercial: Owen held the Growth proposal and declined to discount twice. The lever is a sample on the customer's own data, which Sophie had not yet sent.
Watch: The signing target stays Fri 15 Aug 2025, with a reset at the Monday review if it slips. The sample is limited to the ledger, and a connector order can change after signing within tier limits.
Themes
As at Fri 9 Oct 2026Who was there
BG-Demo
Them
Follow-up
Next steps
As at Fri 9 Oct 2026- Sophie Ling to send the one-off versus recurring breakdown and the sample plan by the end of the week.
- Hui Min Tan to send the connector order and the owner name.
- Owen Tallis to reset the date at the Monday review if signing slips.
Risks
As at Fri 9 Oct 2026- The price is above what Suresh's team expected and the board may resist it.
- The sample had not yet been given, so the main non-price lever was late.
- The signing date of Fri 15 Aug 2025 may slip.
Opportunities
As at Fri 9 Oct 2026- A ledger-only sample on a copy of the customer's data could give Suresh a reason for the board.
Transcript
Owen TallisHi Sophie, Suresh, Hui Min. Owen here, I'll keep it tight. Where does this stand against the date?
Sophie LingHi Owen. We're a couple of weeks from the expected close, and the team's broadly aligned on scope.
Suresh PillaiHello Owen. Before we talk dates, I want to talk about the number. Fifty-six thousand is above what my team had pencilled in.- Owen TallisUnderstood. What number did your team have in mind, Suresh?
- Suresh PillaiI'd rather not give you that. Let's just say it's a stretch against the board's line.
- Owen TallisFair. Then let's be clear what's on the table. The proposal is fifty-six thousand on Growth. Let's not discount twice. What else would move the decision for you?
Hui Min TanA clearer split on what's one-off and what recurs would help. Our finance team needs to see that before the board does.- Owen TallisThat's reasonable, and Sophie will send it. Who signs? Suresh, is that you?
- Suresh PillaiYes, I sign. The board sees it in the pack, and I need a good reason for them to say yes.
- Owen TallisThen the reason is the connectors you've already named, the ledger and the CRM, running on your own data before you commit to the rest. Sophie, did we give them a sample?
- Sophie LingNot yet. I'd planned to, it's on my list for this week. Sorry, I should have done it already.
- Owen TallisDo it this week. It's the one lever we have that isn't price.
- Suresh PillaiThat's helpful. And if we slip past the date?
- Owen TallisThen we slip. I'd rather that than a deal sitting on a hopeful close date. What's the next dated step? Give me a date.
- Sophie LingThe next dated step is the breakdown and the sample plan by the end of this week, then a call with Hui Min on the connector order.
- Owen TallisGood. We keep the signing target at Friday 15 August 2025 and see if it holds. If it doesn't, we reset at the Monday review.
- Hui Min TanSounds fair. I'll get you the connector order.
- Suresh PillaiFine. Send me the one-line summary, and I'll look at it with my team.
- Owen TallisThanks, all. I'll stay out of the detail from here. Sophie, go and get it over the line.
- Sophie LingWill do, thanks Owen.
- Sophie LingRight, shall we wrap? I'll send the breakdown, the sample plan and the trial answer.
- Hui Min TanYes, and the owner name when I have it. Sorry, the sample, does it need our data loaded or can you use a copy?
- Sophie LingA copy is fine, but we'd need your sign off on the scope first.
- Suresh PillaiKeep the sample to the ledger, Hui Min.
- Owen TallisGood call, Suresh. Keep it narrow.
- Hui Min TanOkay. Ledger only. Thanks everyone.
- Suresh PillaiThank you. Speak soon.
- Owen TallisThanks, all. Speak soon.
- Hui Min TanSorry, one last thing. If the sample goes well, is the connector order fixed or can we change it after signing?
- Sophie LingYou can change the order after signing, within the connector limits on the tier. I'll write that out so it's clear.
- Hui Min TanGreat. Thanks Sophie.
- Sophie LingThanks Hui Min. Speak soon.