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Richard Harris™ commented on

Seeking advice

Greetings! Hope you lovely people are doing fine during these troubled times.

I have a question to those who work with SaaS subscription-based products: what's your best strategy for asking your customers to switch from monthly to annual-based subscription model? Sure, there are obvious advantages like cost savings, but maybe you have any ideas on what else could be there?


Thank you in advance!

Hanna Bezuhla
Head of Customer Growth
Bravo
Tom Alaimo
Sales Manager, West at TechTarget
For us, a major reason that people buy annually rather than quarterly (no monthly offer) is how we structure our customer success model.  We offer a more robust success team, leveraging some of our most tenured reps that are focused specifically on renewing annual clients.  Cost savings helps, but showing that you are putting skin in the game to ma... See more
Bravo
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3 months ago
Hanna Bezuhla
Head of Customer Growth
Great point, Tom

Thanks for sharing!
Bravo
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3 months ago
Tyson Hartnett
AE at Media Radar
Possibly easier on their accounting team, discounts, and they don't have to worry about payments each month.  Quarterly or every 6 months could be useful too if not a whole year.  Ease them into it
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3 months ago
Kartheek Mulpuri
VP, Strategy at b8ta
Agreed with Tom and Tyson. If you don't already offer this today, you could offer license transfer within the organization to further derisk the upfront attainment of an annual license
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3 months ago
Lee Srebnick
Enterprise Account Executive at Vimeo
If you solve a real business problem that you can help in the longterm they should be more than willing to sign an annual agreement. Harp on the partnership approach, "if you grow, we grow" -- my $0.02. 
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3 months ago
Richard Harris™
In conjunction with others. I am not sure how well this message would be received at the present time. unless you have some compelling reason. 

For every reason you want people to pay more now, they have the exact same reason and logic for not doing this. 

If there is true added value then it can work. Otherwise, it could be seen as squirrelly and op...
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3 months ago
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