Deal is coming down to the wire between us and a competitor who we rarely ever go against (most people in my company have never heard of them) but they're a great fit for the prospect just like we are. We are significantly more expensive but I've built trust with the end users as well as the executives I've been speaking to, and now the founder, who ultimately signs the check, will be meeting with us next week.
It comes down to short-term vs. long term. They know that they have everything they need from us to support them in the long run, whereas the competitor is more similar to their current system but also not necessarily as scalable. They said they're hoping that if they go with the competitor, the product grows with them, but they are aware that they may have to make another switch in a couple of years if that doesn't happen. That is where we are focusing most of the conversation and trying to sell the value of going with the long term plan. We were told that the founder has a long term mindset and is open to paying more if the value is there, but with our price being significantly higher, I'm still pretty worried.
Anyone have advice on how to approach this call?
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