# id: SALES-S
# title: Lumenstack pricing follow-up with Harrow Freight
# S0: Me — Daniel Okafor, Account Executive, Lumenstack
# S1: Renata Voss, Procurement Manager, Harrow Freight
# S2: Tomasz Brennan, Director of Engineering, Harrow Freight
S1: Hi Daniel, can you hear me? My headset's been acting up all week.
S0: Hey Renata, yep, I can hear you fine. Thanks for jumping on again so quickly.
S1: Of course. Sorry I'm a couple minutes late, I was stuck in the parking garage behind a delivery truck, which, working at a freight company, I guess I deserve.
S0: Ha, occupational hazard. Did you ever get the bathroom renovation finished? Last time you said the tiles were three weeks late.
S1: Don't get me started. Still waiting on the tiles. Anyway, Tomasz said he'll join around the halfway point, he's coming out of a sprint review.
S0: Perfect, that works. So let me just recap the proposal we sent over last Tuesday so we're all looking at the same thing.
S0: The Lumenstack Pro plan lists at $38 per seat per month, and that includes 2 terabytes of monitored data ingest a month across all your pipelines.
S0: Anything over that is billed at $0.40 per gigabyte, but based on what your team told us, you're sitting around 1.3 terabytes today, so you've got headroom.
S0: And the proposal was built on 45 seats on a 12 month term.
S1: Right. Okay, so I'll be straightforward with you. We have a quote from Cartograph, and they came in at $29 per seat per month for basically the same seat count.
S1: So there's a pretty big gap there, and I- I need to be able to explain to our CFO why we'd pay the difference.
S0: That's fair, and I appreciate you sharing the number. Does the Cartograph quote include ingest, or is that metered separately?
S1: Um, I believe it's metered separately. I'd have to double check, but I think it was 500 gigabytes included and then usage on top.
S0: Okay, so that's a meaningful difference at your volume. At 1.3 terabytes you'd be paying overage on Cartograph from day one.
S0: That said, I do have some flexibility on price, but it's tied to term length. On a 12 month term I can do 12% off list.
S1: 12% gets us to what, about 33 and change?
S0: $33.44 per seat. If you went to 24 months, I can take it to 18% off, which brings it to $31.16 per seat per month, locked for the full term.
S1: Hm. 24 months is a bigger commitment. Let me think about that while we sort out the seat count, because I actually need to fix something in the proposal.
S1: The 45 seats is wrong. That was a typo on our side when I sent the headcount over. It's 54, five four. We flipped the digits.
S0: Oh, good catch. So 54 seats, not 45. That changes the totals, I'll rework it.
S1: Yeah, it's the 38 data engineers plus the 16 analytics folks who are on call for the dashboards.
S0: Got it, 54. Oh, and it looks like Tomasz just joined.
S2: Hey, sorry, sprint review ran over. Tomasz here, director of engineering. Hi Daniel.
S0: Hey Tomasz, good to meet you properly. We were just at the part where Renata corrected the seat count to 54, and I'd put two pricing options on the table.
S0: 12% off on a 12 month term, or 18% off, so $31.16 per seat, if you commit to 24 months.
S2: Honestly, from the engineering side, 24 months is fine. We're not going to rip out observability after a year. The migration off our homegrown alerting alone is going to take a quarter.
S2: One product question while I'm here. The Pro plan covers the Snowflake and dbt connectors, right? Those are the two we actually care about.
S0: Yes, both are included in Pro, along with the Airflow integration. The only connector that costs extra is the mainframe one, and I don't think you need that.
S2: No, thankfully we retired the mainframe two years ago.
S1: Okay. If Tomasz is comfortable, then let's go with the 24 month term at the 18%.
S0: Great. So 54 seats at $31.16 for 24 months. That's roughly $20,190 per year.
S1: Now, on payment. Our standard is quarterly in arrears, we really don't love paying a full year upfront.
S0: I understand. The 18% on a 24 month deal is really built around annual upfront billing. Quarterly would pull that discount back down to around 15%.
S1: Hmm. What about quarterly, but in advance, not arrears?
S0: I can't do quarterly at the 18%, I'm sorry, that's a hard line from our finance team.
S1: Okay. Then annual upfront, but I want net 45 payment terms on the invoice, not net 30.
S0: Net 45 I can do. So annual upfront, invoiced once each year, net 45.
S1: Fine, let's settle on that.
S2: Can I jump in on timing? We'd originally talked about starting October 1st, but that's the week of our data center cutover, and nobody's going to touch onboarding that week.
S0: Would the middle of the month work better?
S2: October 15th. Let's make that the start date instead.
S1: Works for me, the 15th.
S2: The other thing, and this is a blocker for us, our security team needs your completed security questionnaire before legal will sign anything. We use the SIG Lite.
S2: And we'll need your DPA, plus the latest SOC 2 Type II report.
S0: No problem, we have a completed SIG Lite on file. I'll send the questionnaire, the DPA, and the SOC 2 report over by Friday.
S1: Speaking of onboarding, one thing I'd love to see is the onboarding package thrown in for free. Your proposal lists it at $6,000.
S2: That would help us a lot, honestly, with the migration.
S0: I hear you. I can't commit to that on this call. I'd need to take it to my manager, Jon, and see what's possible given we're already at 18%.
S1: Okay, but please do ask. It'd make this a much easier sell internally.
S0: I will. So, next steps. I'll send a revised order form with 54 seats, 24 months, 18% off, annual upfront, net 45, and an October 15th start, by Thursday end of day.
S1: And once I have that, I'll route it to our legal team. Joan Park in legal handles vendor contracts, she usually turns things around in five business days.
S2: I'll get our security team to review the SIG Lite as soon as it lands, so it doesn't hold up Joan.
S0: Perfect. Oh, one thing I should've asked. Tomasz, you mentioned the analytics team might grow next year?
S2: Yeah, we might add another 10 seats or so in the spring if the new BI team gets approved.
S1: Which raises something. If we add seats mid-term, do those get the same 18% rate, or are they at list?
S0: That's a good question. I honestly don't know how our deal desk handles mid-term adds on a multi-year contract. Let me find out.
S1: Okay, because that'll matter for the business case.
S0: I'll put it to our deal desk today and mention it in the email with the order form, but I can't promise an answer by Thursday.
S0: Anything else before we drop?
S2: Nope, that's it from me. I've got to run, we have a cutover dry run at three.
S1: Same. Talk soon, Daniel.
S0: Thanks both, talk soon.
