GlenRoss

Account Executive

Politicker

Valued Contributor

Catalyst

Ever sold a credit based pricing plan?

Just joined a company and the pricing is credit based (ie pay $x and receive y amount of credits).

Execs are pushing hard on expanding enterprise logos but I’m having a hard time understanding how that would work.

If I break into a new division of Acme and get buy in they can then just pull from the existing credit count and I don’t get the expansion $$$. Now it may be that they will need more at renewal but that’s not tracked to me. Another factor is the personas we sell to are often centralized within these orgs so couldn’t really do a completely new sale to another division.

Has anyone dealt with this before? Found a way to track it and get paid?

💰 Compensation

10 comments

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CPTAmerica

Opinionated

President/CRO

solid way to get new logos signed up and side step legal red tape a bit. However, not the best for you. If you did start tracking would they even be willing to credit you for it?

GlenRoss

Politicker

Account Executive

It’s all up in the air bc it’s a start up so anything is on the table but I would need to have it all nailed down to pitch to the VP and CEO

CPTAmerica

Opinionated

President/CRO

Ok nice. So it should be easy enough to track total customer spend. I’d negotiate for you getting all credit on their spend for the first “X” months.

oldcloser

Arsonist

💀

Seems like you'd constantly have to defend the previous deal. Like "sure, you've got credits as a company, but you can't use theirs because blahhh."

Gotta agree with the captain here. Long term, it seems brilliant. Short term, who gives a flip about the guy who sold it. Would they pay you on credit usage to start? If you get one side all hyped up and using the solution, the other side has to buy more, no? Maybe get paid on that too?
Odd one.

CuriousFox

WR Officer

🦊

I got nothing 🤷‍♀️

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Never even heard of this. Credit for what? When a company buys Credits, what do they get?

GlenRoss

Politicker

Account Executive

It’s a testing company so they get a test per credit

Maximas

Tycoon

Senior Sales Executive

I see, it's pretty uncommon for me tbh to see a company selling credit based pricing plans here in Egypt, how about where you at, any observations for any other companies/competitors selling the same!

saaskicker

Celebrated Contributor

Enterprise AE

Long game: get close with the people who run the tests with the credits, come with a solid POV of what they could be testing (based on what the competitors or others in the industry are testing/improving upon) --> you want to essentially give them reasons to blow through the credits. to get upsell you're probs going to have to give more credits for less $ in this to make it make sense for a buyer today. think you need to be a trusted advisor more than a sales person in this role and just get your prospect to be a power user to rip through credits.

BDR

not really

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GlenRoss

Ever sold a credit based pricing plan?

10 comments

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