My org currently sells "licenses" to access our solution, with a minimum of 5 licenses per agreement. It's a very valuable tool, but it's a bit more difficult to sell the vision of 20 licenses being purchased off the bat when they have maybe 8 people who would use it today.
I've found that certain times it can be a struggle to sell more than the minimum 5 seats at the beginning of a contract because the buyer may think they can "get by" with 5 seats and expand as necessary.
Thoughts?
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