Harrowden Foods / BB-Demo – Negotiation

Rajesh Mistry, who signs, meets Lewis Kerr and Owen Tallis to negotiate the Growth renewal on 5 Jan 2027 and the £8,000 planner add-on. He wants usage proof in writing, and the renewal price is not yet confirmed in writing.

Context: Rajesh decides on written usage, not enthusiasm. The executed MSA leaves the renewal price to written confirmation from BB-Demo. The 12 Oct 2026 renewal calls were booked before this one, so check what came out of them first.

Approach: Lewis leads and Owen backs the commercial position. Open with the agreed usage table for September 2026: 58 active users and 1900 questions asked against 60 licensed users.

Then reconcile that table with the fourteen active users quoted at the 22 Sep 2026 QBR. After that, put the renewal price and the planner add-on on one end date.

Watch for: scope wording. In the 15 Jun 2026 call, Rajesh understood an add-on differently from Owen's description, so state exactly what the twenty planner users include.

Settle internally, before the call, the gap between contracted ARR of £58k and the invoiced run rate of £54k.

AI · claude-opus-5-5 · 14 Oct 2026