Do you know how much they were paying in license fees?

They were paying around $3.9 million in licensing per year. They are paying us £6.5 million.

How much were they paying?

They were paying overall about $7 million a year. But the problem with the $7 million was that it was complicated for them. It was very time-consuming because they had to manage the data center, ensure the servers were up to date, ensure all the security and OS updates were current—they had to do all of that, which was all IT. IT said it was a pain. You could see they were sitting there thinking it was difficult. The IT department felt that way, but they also had the skills. What they were worried about was having to reskill, which would take time. That is where it became a concern, and I understand that makes sense.

Were these always concessions on your end? You mentioned extending the deal, which is win-win for both parties—you get more visibility and they get a better price. But getting down to £6.5 million, were they pushing as a big client?

They pushed at every stage. They were very hard negotiators. They brought in procurement, and the HR director told us, "Just remember, when you talk to procurement, give them 10%, and you will be all right. Otherwise, they are going to ask for much more." Procurement asked for ridiculous discounts—they wanted 25%. I laughed internally but maintained composure. It was a very hard negotiation because procurement kept saying, "We can simply stay with what we have." I thought, "No, you won't," but they were playing all the tricks. It was really fun, but they were playing every negotiation tactic.