oldcloser

💀

All you monsters with a rip and replace solution - Pulse check please

What are you offering as standard when you run into a competing contract?

Will you carry your new client for 30, 60, 90 days? Do you say, "Welcome aboard! See you in May '27!" Is a current contract a DQ for now? As a disrupting challenger with a better mousetrap, this is always a thing. I'm currently at war:

CLO says, "We'll give them a month if we're done building early. Bad business to devote resources to a deal that doesn't immediately yield revenue."

CIO/Founder/Boss says, "Well, yeah, we need to be flexible, but our shit is really good. Don't give away too much." <classic non-answer>

I say, "Carry the new client for up top 6 months in exchange for a 24-month over a 12-month agreement. If we can't get it now, nothing wrong with getting more later. I mean, we plan to be in business in 18 months, don't we? Or have you brilliant bastards clocked your exit for 6 months from now and not told me?"

What are you offering? Seeing? Doing?

👍 Sales Process

12

14 comments

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Justatitle

Big Shot

8

Account Executive

We used to backload the contract, we’d call it a buyout of their current contract, so if they have 6 months left on their contract we’d do a 30 month agreement. Also if they were up for renewal we’d knock the 6 months off and just start with a 3 year deal, makes them happy usually

oldcloser

Arsonist

5

💀

Just plain freaking logic. Yep ✅

unclespacejam

Politicker

5

ur dad’s brother

That’s a fuckin clean way to amortize the “loss” on your end as the tech provider. I’m absolutely stealing this

Justatitle

Big Shot

3

Account Executive

Every once in a while a blind squirrel catches a nut

unclespacejam

Politicker

3

ur dad’s brother

Well a nut that come with a 30 month contract is a significant nut my man

oldcloser

Arsonist

2

💀

We all gonna nut sooner or later

unclespacejam

Politicker

3

ur dad’s brother

Fuck I hope so boss

jefe

Arsonist

4

🍁

.

SaaSguy

Tycoon

5

Account Executive

I rip and replace often and the best I do is knocking a month or two of cost off our contract. If their current provider is failing to do what they need from a compliance/security perspective they kinda need to just bite the bullet to appease regulators.

oldcloser

Arsonist

2

💀

Makes sense. In my world, I’m just knocking off an inferior product that isn’t any kind of clear and present danger. It just does less. Hard to tell them to pay two bills for a similar solution. Getting all kinds of pushback that sounds like, “great! We’re in. We’ll fire it up when the other contract ends.”

Pachacuti

Politicker

3

They call me Daddy, Sales Daddy

In previous lives, we have bought out the contract ether with credit toward implementation or some other credit in order to get the business now. I have never tacked on additional months, but that would be good too.

salesjoe

Opinionated

1

AE

I like your thinking and see why you have the "Arsonist" tag haha.

detectivegibbles

Politicker

1

Sales Director

"brilliant bastards" made me cackle.

We get creative on contracts frequently...but our competition is usually manufacturers of the equipment we sell refurbished. They'll drop price by 20-30% just to win the deal and keep a 3rd party like us out of future service opportunity to upgrade them down the road.

Not apples to apples with your scenario but our company would go what you said. Get creative. Win the deal, take a hit for 3-6 months if they are committing to 24 months and especially if there's other business they will bring to the table (referrals, expansion, etc).

oldcloser

Arsonist

2

💀

Yep- this crowd overwhelmingly supports the “get it right fucking now” mindset. Good to see you hanging out in these parts again 👍

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