I’ll also add this: the startup charging less made my job as their internal champion HARDER. We never adopted the salesforce solution but by signing up for it, we put a pause on wider adoption of startup’s product. Non-tech ppl often equate higher price with better software.
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Understanding spending limits is a big part of enterprise sales... selling a product someone can put on a credit card and expense is a good way to get in... lots of $10 subscriptions turn into an enterprise deal down the line
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This is surprising untrue with large enterprises. The sales process to make the transition to budgeted is a wholely different one and if you don't have the sales and sales support people (legal, compliance, billing, etc) it's not going to happen.
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That's dwarfed by two zeroes some of the things I've seen sat unused in enterprises.
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Why buy one when you can buy two at twice the price...and fund three PMs at $300/hr
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Charging less can often lower the “perceived value” of your product. This is a mistake many startups and small companies make. If you want to penetrate a market or a client, offer a deal or special bundle. Don’t lower the base price. Make the client feel they got a great deal.
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I know a few people that would love to sell them products they don't plan on using.
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You have no idea how much money ive seen spent on ssl certificates. Not even EV.
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Ever seen seven fig?
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