Pinecone Capital

Pricing negotiation. Prospect anchored low; rep held the line on the published tier but conceded on annual-in-advance terms. Two follow-ups outstanding: security review and legal redlines.

1. 02:00prospect

   We were thinking more in the $22K range, not $36.

2. 02:20rep

   …[4.2s pause]… I hear you. The list price is what it is — but let me ask about your payment terms. If we structured this as annual-in-advance, would that change the calculus?

3. 09:00prospect

   Annual-in-advance works for us if we can lock the rate for two years.

4. 09:20rep

   Deal. Let me get that on paper.

1. Anchor02:10
   Prospect opens at 40% below published tier
2. Terms10:00
   Rep concedes to annual-in-advance payment
3. Next steps16:40
   Security review + legal agreed