Renewal terms and the discount
Email thread Kelbrook Mutual Insurance · exec
Malcolm Hebden asked Owen Tallis to keep the five per cent first-term discount. Owen said no, as discounts apply to the first term only. Malcolm accepted list price, subject to board approval of a second two-year term.
What was said
What this says
As at Fri 9 Oct 2026Malcolm Hebden asked Owen Tallis to keep the five per cent first-term discount. Owen said no, as discounts apply to the first term only. Malcolm accepted list price, subject to board approval of a second two-year term.
Ask: Malcolm wanted the same five per cent discount for a second two-year Growth term and a statement of what the renewal commits Kelbrook to. He set it against the current £56k subscription.
Customer view: He accepted the answer and said he was content to proceed at list price. He cannot sign before board approval but expects no difficulty, given Rebecca's team's use of the product.
Next: Tom Ashdown is to send the written figure with its base and full-term dates.
The thread
Updated 9 Oct 26Messages
Malcolm Hebden 11 Nov 2025 11:42Dear Owen, Thank you for your note last week on the renewal. I have been through it with our finance team and wanted to put one question to you directly, so that I can take a clear position to the board. When we signed the Growth order form in January 2024, we had a discount of five per cent on the two-year term. Our intention is to commit to a second two-year term when the current one ends on 16 Jan 2026. Would you be willing to keep the same five per cent for that second term? Members' money, not ours, is what we are spending, so I would like to ask for it plainly before we go further. I would also be grateful if you could confirm what the renewal commits us to, and for how long, over the full term, please. Our current annual subscription is £55,800 and I would like to see the new figure set against that base. Rebecca and her team continue to speak well of B-Viz, which makes this an easier conversation than it might have been. Malcolm Hebden
Owen Tallis 11 Nov 2025 14:24Malcolm, Thanks for asking plainly, and for the kind words about the team. Short answer: no. Our discounts apply to the first term only, so the five per cent you had from 17 Jan 2024 does not carry into a second term. I would rather say so now than let you build a board paper on it. We try not to discount twice. What I can offer is clarity on the rest. The renewal would be on the current list price for Growth, for a second two-year term, with the same 80 licensed users. Tom will put the figure in writing against your £55,800 base, with the term dates beside it, so you can see the full-term commitment and the change in one place. What's the next dated step on your side? If the board meets before the end of the year, tell us and Tom will have the paperwork with you in good time ahead of 16 Jan 2026. Thanks, Owen- Malcolm Hebden 11 Nov 2025 16:33Owen, Thank you, that is a clear answer and I appreciate it. I understand the position on the first term and I am content to proceed at list price. Please ask Tom to send the written figure with its base and the full-term dates as you describe. I will take it to the board as soon as I have it. As ever, I cannot sign a multi-year commitment ahead of their approval, but I do not expect difficulty given the use Rebecca's team is making of the product. Kind regards, Malcolm Hebden