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I would definitely get them signed up . . . But for 50% off I would get an ok to use their logo on your website and marketing materials, be used as a case stud

by saluki 11y ago

I would definitely get them signed up . . . But for 50% off I would get an ok to use their logo on your website and marketing materials, be used as a case study, get quotes/reviews to use from their CTO/CEO, etc . . . also note they can not disclose a discounted rate and maybe spell out that the discount will reduce 10% each year, and also that plans/pricing can change in the future. As long as their subscription to your SaaS won't cause any profit loss with the discount I think it's a win win. As far as strategy can you add plans or plan levels that will protect you from absorbing their high use of your SaaS or put in place a growth in price as they grow use your SaaS more? Sounds like a win win, as long as you're not losing money on their subscription. I'm definitely more likely to sign up for a SaaS if I see a big name logo using it. Congrats, good luck.

pm24601 11y ago
Agreed. Unless you get something from the business (like saluki suggested), why offer a discount? See what happens if you say "no". I bet that the person asking for a discount is testing to see if you will sell against yourself. Anytime the subject of discount/price comes up a good sales person should go back to the question of product/customer need fit. I would point out that the price helps keep your company in business so the product will continue to be available to satisfy their needs. Then be willing to broach the question with the customer about how important your product is to them. If the product is not valuable at the original price, then is it really of critical importance? Are they looking for the low cost solution or a quality solution? Suggest that they try: X, Y,....? If you are talking to a purchasing manager, the last thing the purchasing managers want to have to do is explain how come a vendor is refusing the big startup's business.

by saluki 11y ago

pm24601 11y ago

Agreed. Unless you get something from the business (like saluki suggested), why offer a discount? See what happens if you say "no". I bet that the person asking for a discount is testing to see if you will sell against yourself. Anytime the subject of discount/price comes up a good sales person should go back to the question of product/customer need fit. I would point out that the price helps keep your company in business so the product will continue to be available to satisfy their needs. Then be willing to broach the question with the customer about how important your product is to them. If the product is not valuable at the original price, then is it really of critical importance? Are they looking for the low cost solution or a quality solution? Suggest that they try: X, Y,....? If you are talking to a purchasing manager, the last thing the purchasing managers want to have to do is explain how come a vendor is refusing the big startup's business.