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good article on topic: https://training.kalzumeus.com/newsletters/archive/enterprise_sales https://training.kalzumeus.com/newsletters/archive/enterpris... it'

good article on topic: https://training.kalzumeus.com/newsletters/archive/enterprise_sales https://training.kalzumeus.com/newsletters/archive/enterpris... it's not just that they are price insensitive, but you can use trigger words (auditing, apis, slas) to segment them into a higher tier since they have to have certain services provided.

cmdkeen 11y ago
Pro tip - along with auditing add permissions and security. For example Github charge twice as much for 50 repositories on the Organisation plan as the personal. One of the downsides of many startup types never having worked in a traditional enterprise place is they don't appreciate the features that will move you from the "small team in the company using" plan to the "whole department / company" custom plan where you're charging hundreds of dollars per user.