If your intial costs are very high, and that is causing the issue, just wrap people into a contract - maybe 6 months up front (with a 30 day trial) and then you

If your intial costs are very high, and that is causing the issue, just wrap people into a contract - maybe 6 months up front (with a 30 day trial) and then you can go month-to-month after that. It's becoming bad form to charge 'registration fees,' because everyone thinks that with IT you can do all of the paperwork for free. Especially in business-to-business when you're dealing with tightwads quite often. Figure out what your minimum contract duration to break even (t) would need to be at your current prices. Multiply t * 1.25 and round to the nearest 4 or 6 month interval. That's your new initial minimum contract length.