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Indeed. I operate a B2B SaaS company as well. We also said “no” a lot in our first 5 years. It wasn’t worth the overhead. But as we grew and our processes matur
by leesalminen 6y ago
Indeed. I operate a B2B SaaS company as well. We also said “no” a lot in our first 5 years. It wasn’t worth the overhead. But as we grew and our processes matured we started talking to enterprises. Turns out that we’d already figured out most of what they wanted/asked for at that point.
We have a list price on the website and also a “contact us” enterprise plan over a certain size. Once an enterprise ends up in that funnel, everyone involved knows multiple zeroes are being added to the TCO. It’s never been a problem for us.
Larger orgs really will pay significantly more just to have their hands held.
- goatherders 6y agoYup. I worked for a hosting company once that added a zero to the price of service for an NBA team that wanted a 12 hour SLA instead if a 24 hour SLA. Another NBA team bought the highest priced of solutions i offered and told me as they were signing, "we know the least expensive option was probably overkill for our needs, but it is important that we have your full attention."
- nitrogen 6y agoI have been occasionally "in the room" for conversations where a contract between an enterprise and a vendor is being discussed. I was initially surprised that enterprise buyers specifically wanted per-X billing, to ensure that the vendor was equally incentivized to maximize X as the buyer was. But it makes sense.
- stevoski 6y ago> We also said “no” a lot in our first 5 years. It wasn’t worth the overhead. OP here. I'm grateful to hear that you also said "no" a lot. I do sometimes feel like I'm declining a lot of additional revenue, so it makes me feel more confident about what I'm doing to hear that you did the same for a few years.