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Do you feel differently about a big deal if it comes in stages? A big deal is less of a big deal when it's a shorter term paid pilot, and even in that case som
by tedmiston 9y ago
Do you feel differently about a big deal if it comes in stages? A big deal is less of a big deal when it's a shorter term paid pilot, and even in that case some of the other downsides mentioned like slow process still play a role, but on the flip side this can be a means of funding product development…
Is it sensible to turn your head at a big deal asking the company for a smaller one as opposed to avoiding them entirely?
- akharris 9y agoDepends on what it takes to close each section of the deal, and what you're working on in the interim.
- devmunchies 9y agoSo the land and expand model? Up-selling seems less risky than going all in up front.
- tedmiston 9y agoSort of but on a smaller time scale. Like after a demo or proof of concept, getting a paid pilot that isn't a full deal but enough that you bring in some $ from it. The pilot is usually one-off or recurring for a few months vs longterm recurring revenue.