How did you price your first enterprise deal?
Pre-seed, B2B workflow tool, two pilots ending next month. Both want an annual contract and I have no idea where to anchor.
Anchor on what the pilot proved, not on your costs. We showed each buyer the hours saved per seat, priced at roughly 10% of that, and opened at $24k a year. Both closed around $19k.
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Send the annual proposal before the pilot ends, while the champion is still excited. If they push on price, trade the discount for a case study or a logo on your site instead of just cutting.
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Ask your champion what they can sign without procurement. Coming in just under that limit took our sales cycle from three months to three weeks.
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