Hi Guys, wondering if any of you got an idea what to do here:
- Our pricing model is typical SaaS - the more seats you buy, the bigger the discount per seat. For the sake of example, let's say 100 seats starts at $100 and then we reduce 5% for each additional 100 (i.e 200 at $95 each etc').
- In addition, we charge a fixed License fee regardless of the number of seats.
- I am now in the final stages of a deal with a prospect and he objects this model.
- Due to the nature of the prospect business, he needs many seats but won't be able to cover the cost until a later stage (let's say 6-8 months). So he wants 500 seats but can't/won't pay a $85 each on day 1.
- f I can find a solution to that, he is even willing to commit to purchase a large amount of licenses (1,000) within 12 months, at the regular discounted rate ($50)
- Other than giving an additional discount, is there a smarter way to maximise the deal size while still helping the prospect?
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